Country: United Kingdom
City: United Kingdom

504452

About CRH

CRH is the leading global diversified building materials business in the world with over 3,100 locations worldwide. We manufacture and supply a diverse range of superior building materials and products, used extensively in the built environment, in infrastructure, housing and commercial construction projects, of all sizes, all across the world.

To find out more, visit our website www.crh.com .

Business Overview

Lead the Sales function within the UK & Ireland for a high-growth global £200m+ revenue business with manufacturing operations within the UK, Ireland, Netherlands, France, and Germany supplying international clients. Our solutions-focused manufacturing offers a whole range of products designed to simplify complex infrastructure projects.

• Implement the commercial strategy and policies to ensure they align with objectives
• Establishing annual budgets for sales & margin in conjunction with Commercial Director and Finance Director
• Lead the development of the commercial organisational structure across the UK & Ireland, as part of operating model enhancements and ensure they are fit for purpose at all times
• Manage the commercial activities and performance of the various business units within IPE within the UK & Ireland region.
• Integrate and drive a solutions-based growth strategy within all IPE businesses
• Establish close working relationships with key customers and influencers to ensure the renewal of existing business and the generation of new revenue and growth
• Lead and support the commercial teams in the securing and delivery of major contracts and projects across IPE, whilst promoting the solutions approach
• Providing up to date and accurate sales pipeline forecasts
• Management of pricing levels and ownership of customer margins.
• Analyse and adapt commercial policy to prevailing and future market conditions enabling the company to maintain its competitive position, market shares and delivery of growth
• Work with members of the senior management team across the organisation to ensure strategies are implemented, supported and embedded in the business with particular focus on price management, safety, costs, profitability, quality and customer service.
• Coach and performance manage all direct reports and the wider commercial function to drive strategic objectives through KPIs and annual performance related goals, particularly around budget achievement
• Contribute to new product development strategy (via voice of the customer), always promoting an appropriate solutions approach for our customers
• Ensure compliance with legislative requirements and CRH Group policies regarding competition law etc.

• Prepare plans & actions that represent the defensive and offensive goals of the IPE business across the UK & Ireland region.
• Ensure that a close relationship and strategic engagement is had with key decision makers in the target customers and asset owners
• Manage all aspects of the distribution partners in the region in order to maximise growth and deliver on budgetary targets
• Ensure that there are account plans for each distribution partner
• Identify and anticipate market and customer needs and expectations whilst realising opportunities as they present themselves
• Identification of key trends, opportunities, and risks for the wider business
• Regular communication, prioritising, and delegating tasks to customer service team members.
• Ensure the CRM system is fully utilised across IPE commercial teams
• Maintaining a good relationship with new and existing customers.
• Regular coordination with the stakeholders in the business for example, Operations, Product Development Finance, HR, Procurement
• Presenting business / sales reports / forecasts on a monthly basis.
• Liaising with key internal and external stakeholders across all IPE sites, as appropriate.

• Proven leadership and strategic capabilities with ability to manage different stakeholders within a large organisation.
• Proven ability to lead commercial teams including customer relationship management; pricing, strong negotiation skills.
• Excellent communication skills, with the flexibility and adaptability to liaise with and manage at all levels in the organization.
• Pragmatic, result driven with eye for detail and ability to be both strategic and detail orientated.
• Positive attitude, open minded team player able to collaborate across a global organisation

• 5+ years Senior Commercial / Sales level experience within large, global building materials and/or manufacturing business
• Must have experience of technical specification driven sales in building products
• Must have demonstratable experience of driving aggressive growth strategy, with a strong track record of achieving and stretching sales targets
• Able to demonstrate experience where they have worked in an influential role, proving their agility and resilience to deliver growth within a large, fast-paced environment
• The Sales Director must be mobile and have flexibility to travel both within the UK & Ireland, approximately 2-3 days per week, with some international travel required quarterly.