Reporting to the Head of Group Sales, the Area Sales Manager is responsible for delivering sustainable and profitable sales growth through the effective management of existing customer relationships and the development of new business opportunities. The role plays a key part in executing the Group’s commercial strategy, strengthening market presence, and contributing to long‑term business performance.
This is a field‑based commercial role with with clear accountability for an assigned sales territory and customer portfolio, working in collaboration with internal teams to deliver sustainable commercial outcomes. The Area Sales Manager is accountable for building and maintaining strong, long‑term customer relationships, contributing to shared sales targets, and ensuring a consistently high standard of customer service. Acting as a professional ambassador for Glennon Brothers, the role requires close collaboration with internal teams to deliver value‑driven solutions aligned with customer needs and organisational objectives.
Knowledge & Experience
– Demonstrated experience in field or customer‑facing sales roles, with the ability to manage territories and deliver sustainable sales growth.
– Experience selling timber or building products, with selling into the builders’ merchant sector considered a strong advantage.
– Demonstrated ability to manage existing accounts while developing new customer relationships.
– Experience working with sales targets, forecasting and performance metrics.
– Familiarity with CRM systems and structured sales processes.
Key Responsibilities
– Proactively manage and grow an established customer base while identifying and developing new business opportunities within the assigned territory.
– Build, maintain and strengthen long‑lasting relationships with key accounts and Buying Groups.
– Manage and develop the assigned sales territory through structured planning, prioritisation and effective account management.
– Achieve, exceed and consistently deliver agreed annual sales targets and key performance milestones.
– Ensure a high standard of customer service is maintained across all accounts, acting as a trusted commercial partner.
– Accurately maintain sales activity, customer information and account data within the CRM system.
– Actively contribute to the growth, performance and reputation of the Group’s UK sales operation.
– Represent Glennon Brothers in a professional manner, aligned with the Group’s values and commercial objectives.
Essential Competencies
– Commercial Acumen – Understands market dynamics, customer needs and pricing considerations to drive sustainable sales growth.
– Relationship Management – Builds credibility and long‑term partnerships with customers at all levels, including senior decision‑makers.
– Planning & Organisation – Demonstrates effective journey planning, territory management and prioritisation.
– Communication & Influence – Communicates clearly and professionally, with the ability to influence and negotiate effectively.
– Self‑Motivation & Accountability – Demonstrates initiative, resilience and a strong focus on delivering results, while working collaboratively and seeking continuous improvement.
– Customer Focus – Maintains a high standard of service and responsiveness, aligned with Glennon Brothers’ reputation for reliability.
– Collaboration & Learning – Works effectively with colleagues across sales, operations and customer service, actively sharing insight and continuously developing commercial capability.
Key Performance Measures
– Achievement of individual and territory sales targets
– Growth and retention of key customer accounts
– New business development within the assigned region
– Accuracy and consistency of CRM and sales reporting
– Customer satisfaction and service levels
Key Relationships
– Head of Group Sales – performance reporting, alignment and support
– Sales Team Colleagues – collaboration and shared market insight
– Customers and Buying Groups – account management and relationship development
– Internal Operations and Customer Service Teams – order fulfilment and customer support
