House Builder Area Sales Manager

The Role

The CTD House Builder Sales Manager is employed to sell and promote CTD Group products and solutions within the House Builder Sector. You will be responsible for developing all business opportunities on patch which should include but not be limited to: house builders (Regional developers and National divisions), tiling contractors, housing associations and councils.

Results will be achieved through developing solid business to business relationships with all business targets on your territory. The House Builder Sales Manager is responsible for developing all business opportunities within their appointed territory which should include but not be limited to all of the above.

Key Responsibilities:

• Achieve profitable sales growth and exceed Budget.
• Identify decision makers within each customer / prospect account and develop strategic business to business relationships.
• Gain a clear understanding of the customers’ business and requirements.
• Present products and solutions at every opportunity in a structured and professional way.
• Follow up new leads and referrals in line with prospecting and pipeline work.
• Provide a local technical advisory support service; be recognised as a resource to the customer base.
• Prepare ahead of customer meetings, making full use of the company’s Business Intelligence system.
• Ensure the company CRM system is updated daily.
• Develop and maintain good working relationships with internal sales support functions.
• Monitor and self-assess performance, identify improvements and take corrective action when required. In line with 1 to 1’s and objectives agreed with the House Builder Sales Director.

Competencies and personal attributes

Personal Attributes:

• Effective interpersonal communication skills
• Energetic, proactive, self-motivated and able to work on own initiative
• Presentation skills to a high standard
• Experience of Area Sales roles is preferred, ideally in B2B markets and preferably within the house building sector and/or Tile industry
• IT skills, including the use of Microsoft office software and CRM systems
• Good time management skills
• Demonstrable understanding of financial principles e.g Gross Margin
• Commercially aware and able to negotiate successfully
• Ability to manage customer pricing using the tools and processes provided
• Good numeric ability enabling budgetary, reporting and measurements processes to be completed

Competencies:

Results Focused: Focus on delivering results means being driven to reach and/or exceed objectives or expected results. It is the capacity to demonstrate accountability for actions while maintaining a high level of quality in all things done. This competency implies the determination to continuously strive to improve and to set ambitious targets. People displaying such a skill are demanding of themselves and others. Knowing how to prioritise to achieve the best results.

Customer Focus: This skill involves focusing efforts and attention on finding out about, understanding and meeting customer needs, while bearing in mind the objective of establishing lasting, balanced customer relationships and long-term win-win partnerships.

Initiative & Risk Taking: The capacity to take initiatives is a pre-requisite to act proactively, by anticipating future events to respond independently to difficulties in how things work. To suggest improvements or actions for development. Not to be confused with normal planning.

Vision & Strategy: This skill expresses a manager’s capacity to develop a vision of his/her business that is innovative and motivating, to establish a clear coherent link between everyday short-term actions and a more long-term vision. This involves not only understanding the company’s strategies, but also developing a strategic vision for his/her own activity.

Listening & Communication: This competency represents the capacity to develop efficient exchanges with others. It implies providing oral or written information in a clear, open transparent way, rapidly and precisely. It especially requires the capacity to listen to others to interact in the most appropriate and constructive way. Stemming from these communication skills, strength of conviction is the capacity to persuade or influence others.

Teamwork: The capacity to work in interaction with others, in mutual support (instead of working alone or in competition with others) with an objective of collective efficiency, of working together. The prerequisite of good cooperation is sharing same values, clear communication and commitment. In good teamwork priority is given to common and not personal objectives.

About

CTD Tiles is a UK-based specialist supplier of high-quality ceramic tiles and adhesives operating across 85 branches and 2 trading distribution hubs. With a revenue of 103m GBP (FY21), an EBITDA of 6.5m GBP (FY21), 557 employees and over 50 years of experience, CTD Tiles is one of the UK’s leading names in the industry.

The company predominantly sells tiles, tile adhesives, grout as well as associated tools and consumables for the preparation, laying, cutting, and drilling of tiles. With tile showrooms and trade centres across the country, CTD Tiles services a commercial and residential customer base.

In Q1 2022 the business was acquired by the private equity group Aurelius. Aurelius is a pan-European investor with a long-term focus on private equity with a track record of over 150 transactions, 40 portfolio active portfolio companies and a portfolio revenue > EUR 10bn.

The mid-term plan for CTD Tiles is to substantially improve the cost basis, implement modern systems and processes and fast grow the business organically as well as through add-on acquisitions.