Internal Sales Representative - #146198

Heidelberg Materials UK (formerly Hanson UK) is one of the UK’s largest suppliers of construction materials, employing over 4,000 people and operating around 300 manufacturing sites in the UK.

We are committed to building a more sustainable future and recognise that a diverse workforce is key to our growth and development. We aim to foster a culture that values openness, transparency and individual achievement.

At the centre of our actions lies the responsibility for the environment. As the front runner on the path to carbon neutrality and circular economy in the building materials industry, we are working on sustainable building materials and solutions for the future. We enable new opportunities for our customers through digitalisation.

Purpose of the role

As a key member of the internal sales team proactively contribute to the budgeted volume, revenue, market share and business profit targets. The key requirements of the role include:

• Managing and developing new and existing customers in targeted areas.
• Providing a link and support to the internal / external sales functions, the wider commercial team and the customer services centre.
• Contributing and achieving in our business goal to grow sales, improve quality, reduce complaints, ‘get it right first time’ and become our customer’s supplier of choice.
  
  
  

Key Accountabilities

• Generating, progressing and developing new business leads and opportunities in line with sales KPI objectives.
• Managing allocated customers by ensuring a regular personal contact via the telephone and in accordance with set KPI objectives.
• Analysing business data leads to ensure maximum coverage of the market place.
• Use of ABI sales leads and other marketing intelligence to track projects and provide opportunities for quotations.
• Share opportunities with other business lines as necessary.
• Following up targeted quotations on a planned basis to facilitate Hanson securing with regular liaison with the external sales team.
• Proactive management of customer accounts including credit limits and terms.
• Pre-invoice check to prevent price queries.
• Correct pricing for agreed customers. i.e. hold responsibility for maintaining specific schedules.
• Maximise market knowledge by recording won/ lost and tendered work.
• Price work within agreed parameters and cut levels referring to senior managers as required.
• Achieving appropriate sales targets as agreed with the Internal Sales Manager, Business Interface Manager and Area General Manager.
• Identifying and “handing over” of appropriate customers to and from DSM’s as and when required to meet area and customer objectives.
• Providing an accurate and efficient quotation service, meeting agreed deadlines.
• Dealing with customer enquiries/complaints in a professional manner.
• Possessing a general knowledge of all products sold, their application and the prices for individual markets and customer groupings. Promoting the sale of branded products where possible. (Liaising with the Technical support where necessary).
• Liaising with and supporting field sales teams when necessary.
• Ensuring all new account application requests are completed accurately and followed up appropriately to commence trading.
• Meeting quality assurance standards in respect to order processing and customer satisfaction.
• Adherence to all other appropriate policies including IMS, HR, Heidelberg Code of Conduct and the Competition Act.
  
  
  

Job dimensions

• One of the geographical areas covering the UK.
• Proactively generate, progress and develop new sales leads / customers.
• Responsible for a specific list of customers and or key targeted contracts.
  
  
  

Working Relationships

• Business Interface Manager & Internal Sales Manager.
• District Sales Manager (DSM) and Sales Coordinators.
• Area Sales/Commercial/General Managers ASM/ACM/AGM/RGM.
• Logistics and Order teams.
• Operational Managers and Supervisors.
• Technical Team.
• Shared service centre departments as necessary.
  
  
  

Job Requirements

• Sales Target achievement.
• Proactive telephone contact with new and allocated customers.
• Invoice Query Values (Number and value).
• Achievement of Quality Assurance standards.
• Sharing market information between Hanson Product lines.
  
  
  

Education/Qualification

• Good level of education (GCSE’s / A level / Diploma).
• Working understanding of standard software packages.
  
  
  

Competencies

Professional Competence

• Special functional knowledge and experience.
• Knowledge of Asphalt Aggregates, RMC & Concrete.
• Cross-functional understanding.
  
  
  

Commitment and engagement

• Show affiliation to the Group.
• Stand by the Group’s decisions.
• Perform high level of work ethic.
• Utilise own abilities for the best of the company.
  
  
  

Internal and external customer and market management

• Have quantitative and qualitative market understanding.
• Foresee and act to meet customer needs.
• Drive customer/supplier relations.
• Demonstrate service orientation.
  
  
  

Performance and result management

• Increase efficiency and quality.
• Demonstrate cost discipline.
• Drive profit & volume generation.
• Optimise allocation of resources.
• Execute tasks and focus on fast implementation.
  
  
  

People management

• Manage subordinates’ performance.
• Build and retain talent and develop people.
• Enable teamwork.
• Align and inspire teams.
  
  
  

Decisiveness and adaptability

• Be straight forward and goal orientated.
• Demonstrate drive and initiative.
• Demonstrate openness to change, flexibility and adaptability.
• Learn and develop continuously.
  
  
  

Communication and cooperation

• Provide information and ensure open communication.
• Demonstrate and apply persuasion and negotiation skills.
• Establish trust and relationships.
• Promote cooperation and partnership.
• Demonstrate intercultural awareness and competence.
  
  
  

Entrepreneurial management

• Drive integrated management.
• Consider external influencing factors.
• Consider long-term risks and opportunities.
• Drive innovation.
• Manage change.
  
  
  

Sustainable management

• Ensure occupational health and safety.
• Drive environmental protection.
• Avoid conflicts of interest.
• Comply with laws and regulations.
• Take social responsibility.
  
  
  

What’s On Offer

Salary: £28,000-£33,000pa Dependent on experience

• Employer of choice: Armed Forces Covenant (Silver) / Disability Confident Committed / 5% Club (Platinum) / Mates in Mind / Clear Assured (Foundation) / The Mineral Products and Qualification Council (MPQC) / STEM Ambassador
• Compensation Package: Bonus incentives / Generous Pension Schemes / Life Assurance
• Work Life Balance: 27 days holiday (excluding bank holidays) / Agile working / Flexible working / Holiday purchase / Sabbatical
• Family Friendly: Enhanced policies such as Maternity / Paternity / Parental Leave / Neonatal / Adoption/IVF/Menopause
• Social Value: paid Volunteering Day every year / Communities (LGBTQ+, Network of Woman, Woman in Science and Engineering (STEM), Armed Forces)
• Wellbeing: Employee Assistance Programme (EAP) / Mental Health First Aiders / Cycle to Work / Employee Benefits portal including Gym discount / Free eye tests / Discounted Private Medical cover