Spencer Richardson

Spencer Richardson are proud to be supporting a leading organisation in the construction industry, in their search for an experienced Sales Manager to drive regional growth across the South.

This role is ideal for a strategic, commercially minded sales leader who thrives on building high-performing teams, strengthening customer relationships, and delivering profitable, quality-focused new business. You’ll take ownership of regional sales performance, pipeline accuracy, account development, and customer engagement - ensuring revenue, margin, and growth targets are consistently achieved.

Working closely with operations, commercial, and hire teams, you’ll maximise utilisation, protect commercial performance, and ensure new projects are mobilised effectively.

Key Focus Areas

• Pipeline Management: Maintain an accurate, credible pipeline and forecast, identifying upcoming projects, mobilisation dates, equipment needs, and off-hire risks.
• Account Planning: Build clear account plans outlining growth opportunities, whitespace, risks, and priority actions.
• New Business Development: Proactively target and convert new customers, projects, sites, and decision-makers across the region.
• Customer Insight: Build visibility of future customer project pipelines and understand upcoming equipment requirements.
• Stakeholder Engagement: Maintain structured contact with site, project, procurement, and commercial stakeholders.
• Commercial Performance: Protect margin by selling at agreed rates, challenging unnecessary discounting, and ensuring commercial terms are correctly applied.
• CRM Discipline: Maintain accurate records of opportunities, meetings, actions, forecasts, contacts, projects, and customer intelligence.
• Risk & Competitor Management: Manage account risks, service issues, competitor activity, and commercial blockers.
• Operational Collaboration: Work with operations to understand available fleet, support utilisation, and manage off-hire visibility.
• Project Mobilisation: Ensure new sites are mobilised effectively with clear communication of requirements, rates, processes, and expectations.
• Issue Resolution: Take ownership of customer issues, coordinating internally to resolve problems quickly and professionally.
• Tender & Framework Support: Identify upcoming tenders and major project opportunities early and support the wider business in developing win strategies.
• Performance Review: Regularly review performance against revenue, margin, growth, new business, and retention KPIs, implementing corrective actions where needed.
• Team Leadership: Drive a team ethos, ensuring collaboration, shared success, and high performance across the region.