Sales Leader UK - Shildon, United Kingdom - Wilsonart UK

Description

Job Description

Principal Purpose

To effectively manage the UK distribution channel sales team and achieve sales growth in the channel, in line with business objectives and overall company guidelines. This will be achieved by managing a UK team in channel covering all brands.

Areas of responsibility include:

• Maximising all potential opportunities for new product listings and capturing competitor business and expanding effective distribution base.
• To define and action effective account development plans that deliver sustainable growth by effective channel management.
• To ensure that our brands are recognised as market leading, and our production assets are established as the preferred supplier in the channel.

Principal Elements

Accountabilities

• To achieve set sales budget targets and overall UK channel business goals
• Increasing range coverage across the distribution network aligned to strategic growth plan
• Driving SKU, promotional and overall account profitability
• Ongoing identification of new business and new product opportunities
• To own an account plan that delivers the business strategy
• Managing ranges in accounts to ensure stocking levels and the product offer are in line with UK strategy
• To ensure account contracts are legally binding and up to date
• Cost control and monitoring of personal expenditure

Key Performance Indicators

• Account sales growth in line with annual gross sales budgets
• Gross margin % improvement vs prior year
• Personal and team development in line with objectives set from the Competency Framework
• Achievement of new product listings in line with marketing new product plans
• Personal expenditure levels and cost control in line with Budget

Job Context / Key Challenges

Responsibilities

• Manage the UK team of salespeople in channel
• Working closely with internal team to maximise account productivity
• Populate and update individual account planning documents on a monthly basis
• Maintaining project pipeline activity and forward view on new business with accuracy
• Working closely with supply chain to deliver information to maintain customer service levels
• To design and implement account development plans & promotional programmes
• To communicate promotion plans and range review plans to stakeholders
• To ensure effective & timely implementation of initiatives and objectives
• Working closely with product management on trend, insights, and range reviews
• To negotiate range pricing and promotional deals with accounts
• To maintain high levels of awareness of market and competitor activity, customer trends and provide team members with this feedback
• To maintain a database of account information containing: product range and pricing & margins
• Collaboration with marketing resource management for distribution marketing materials and promotions
• To monitor internal procedures to provide best possible customer service to our accounts and their customers via our customer service and internal account team
• To involve and support UK plants marketing & customer service functions, aligning commercial activities and plans.
• To effectively manage your and the team's time to deliver the desired performance
• To continually develop in depth technical knowledge of product and marketplace
• To gain maximum account penetration and distribution of new products
• To build and lever horizontal & vertical customer relationships

Knowledge and Experience (Knowledge and experience needed for satisfactory performance of the job)

Skills / Competencies / Behaviours

• Maturity and experience to manage at national account level, involving the handling of senior account relationships
• Intelligent thinker, strategic planner, focussed and priority driven
• Excellent personal negotiation/selling skills
• Strong motivation to achieve, well organised and structured approach
• Excellent presentation, negotiation and selling skills – promotes and sells persuasively
• P.C Literate in Word, Excel and PowerPoint
• Good presentation skills
• Effective communicator both internal and external
• Analytical
• Ability to make sound commercial decisions
• Ability to think strategically
• An understanding of marketing principles and an ability to understand and interpret market analysis

Additional Features of the role:

• The position requires a strong character with the ability to work under pressure
• The role involves national travel on a weekly basis with expectations of being away overnight on occasions

Location

TBC

Performance Measures

Annual appraisals to be undertaken by the Regional Sales Director - UK and objectives set for the forthcoming year.

The above is not an exhaustive list of duties and you will be expected to perform different tasks as necessitated by your changing role within the organisation and the overall business objectives of the organisation from time to time

Health and Safety

All employees have a duty to take care of their own health and safety and that of others who may be affected by specific actions at work.

Employees must co-operate with the company on all aspects of Health and Safety to meet the legal requirements as outlined in the company H&S policy and procedures.