Pavestone UK Limited
Area Sales Manager
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Area Sales Manager
Location: West Midlands / North Wales Region
Working Pattern: Hybrid, Field & Remote
Expected travel and overnight stays: Yes, when required.
Contract type: Permanent/full-time.
Salary and bonus: Competitive salary + bonus scheme
Job Purpose
The Area Sales Manager is responsible for driving sales growth, profitability, and customer satisfaction across an assigned territory. The role focuses on developing existing merchant and landscaping accounts while identifying and securing new business opportunities in line with the Company's strategic objectives.
The successful candidate will build strong, long-term relationships with merchant partners, landscapers, and key stakeholders, delivering exceptional customer service while maximising commercial opportunities and market share.
Key Responsibilities
- Take full ownership of all allocated customer accounts, delivering agreed sales, margin, and growth targets across the assigned territory.
- Identify, develop, and secure new business opportunities, including the recruitment of new merchant stockists and the acquisition of new landscaping contractor accounts.
- Build and maintain strong relationships with customers at all levels, from branch personnel through to senior decision-makers and business owners.
- Develop and implement tailored account plans for key merchant partners to increase sales, improve product mix, and maximise profitability.
- Grow the Pavestone Preferred Installer network by working alongside merchant partners to identify and recruit existing and prospective landscaping customers through joint customer visits and independent field prospecting.
- Deliver product demonstrations, technical advice, and commercial support, providing samples, quotations, and sourcing assistance while identifying opportunities to upsell and cross-sell across the product portfolio.
- Deliver engaging product training and regular business reviews to ensure merchant teams have the confidence and knowledge to promote the Company's products and services effectively.
- Recommend, install, and maintain high-quality point-of-sale displays, ensuring merchandising standards remain consistently high across all accounts.
- Take ownership of customer enquiries and issues, providing prompt, professional solutions that deliver excellent customer satisfaction.
- Gather and communicate customer feedback, competitor activity, and market intelligence, ensuring opportunities and risks are shared effectively across the business.
- Work closely with the Finance team to monitor customer accounts, minimise aged debt, and support effective credit control procedures.
- Maintain accurate CRM records, customer call reports, and pipeline information to support forecasting and business planning.
- Represent the Company professionally at trade shows, exhibitions, merchant open days, and customer events when required.
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Working Relationships
The Area Sales Manager will work collaboratively with fellow Area Sales Managers, sharing knowledge, best practice, and providing support across territories where required.
The role also requires close collaboration with the Internal Sales, Marketing, Operations, Customer Service, Supply Chain, and Finance teams to ensure customers receive outstanding service and the business achieves its wider commercial objectives.
Training and Development
Comprehensive training will be provided on the Company's products, systems, market sectors, and customer base.
The successful candidate will be expected to develop a thorough understanding of the full product portfolio, confidently identify cross-selling opportunities across both Pavestone and sister company products, and actively contribute to the continued growth and success of the business.
Essential Skills & Experience
The successful candidate will demonstrate:
- Proven field sales experience within the construction, landscaping, builders' merchant, or a related industry.
- A successful track record of achieving or exceeding sales and margin targets.
- Strong account management and relationship-building skills.
- Excellent communication, presentation, and negotiation skills.
- Commercial awareness with the ability to identify profitable business opportunities.
- A proactive and self-motivated approach, with strong organisational and time management skills.
- The ability to work independently while contributing positively to the wider sales team.
- Competence in using CRM systems and Microsoft Office applications.
- A full UK driving licence and willingness to travel extensively within the territory.
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Desirable Skills & Experience
The following would be advantageous:
- Experience selling hard landscaping products, paving, walling, or associated building materials.
- Existing relationships with builders' merchants, landscape contractors, housebuilders, or specifiers.
- Experience delivering product presentations and training to customers.
- Knowledge of merchant sales processes and route-to-market strategies.
- Experience of using sales forecasting and pipeline management tools.
Additional Role Requirements
The Area Sales Manager will be expected to:
- Attend company sales meetings, conferences, and training events.
- Represent the business at exhibitions, trade shows, and customer events.
- Maintain a professional understanding of competitor activity, market trends, and customer requirements.
- Ensure all customer records, opportunities, and quotations are accurately maintained within the CRM system.
- Promote the company's products, services, and values at all times.
Recruitment & Selection
To ensure a fair and consistent recruitment process, all applicants will be assessed using the same interview questions and scoring criteria. Candidates will be evaluated objectively against the essential and desirable criteria outlined in this role profile.
Pavestone is committed to promoting equality, diversity, and inclusion. We welcome applications from all suitably qualified candidates regardless of age, disability, gender reassignment, marriage and civil partnership, pregnancy and maternity, race, religion or belief, sex, or sexual orientation.
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