Area Merchant Manager

Etex; Glasgow; On-site; GBP 42,000 - 68,000; Full time

Job summary

Etex is seeking an Area Merchant Manager for Scotland & North East to expand relationships with key merchant partners and drive profitable growth across the region. You will collaborate with branches and internal teams to execute strategic sales initiatives and increase product penetration.

This customer-facing role requires strong account management, negotiation skills and a willingness to travel across Scotland and the North East to build lasting merchant partnerships and deliver exceptional

Qualifications

• Proven experience in a field-based sales, business development or account management role.
• Experience managing customer accounts and developing long-term commercial relationships.
• Strong sales and negotiation skills with a track record of delivering profitable growth.
• Experience using CRM systems and sales reporting tools to manage activity and performance.
• Excellent planning and territory management skills, with the ability to manage your own diary and priorities.
• Experience within construction materials, building products, merchanting or a related B2B industry is highly desirable.
• A full UK driving licence and willingness to travel across Scotland and the North East.

Responsibilities

• Build and maintain relationships with key merchant accounts across Scotland and the North East.
• Deliver against business plans and support strategic sales initiatives.
• Conduct regular customer visits, virtual meetings and calls per contact plans.
• Develop and grow existing customer relationships to maximise sales opportunities.
• Analyze customer sales performance and identify opportunities for growth and product penetration.
• Develop action plans with customers to address underperformance and unlock opportunities.
• Identify and deliver upselling and cross-selling opportunities across the Etex portfolio.
• Support branch openings, trade days, customer events and sales campaigns.
• Conduct branch visits to troubleshoot challenges and strengthen engagement.
• Collaborate with internal teams to deliver exceptional customer experiences.

Skills

Field-based sales

Account management

Negotiation skills

CRM systems

Territory management

Driving licence

Tools

CRM software

Job description

Together, we're shaping the future of construction. Ready to make your impact?

Join us as an Area Merchant Manager - Scotland & North East!

In this customer-facing commercial role, you will be responsible for developing and growing relationships across our key merchant partners throughout Scotland and the North East. Working closely with branch teams, internal stakeholders and commercial colleagues, you will drive sales performance, support the implementation of strategic initiatives and identify opportunities to increase product penetration, profitability and market share across your territory.

• Build and maintain strong relationships across key merchant accounts, engaging with Branch Managers, Assistant Branch Managers, Internal Sales and External Sales teams.
• Deliver against business plans and support the execution of strategic sales initiatives across the region.
• Conduct regular customer visits, virtual meetings and telephone reviews in line with agreed contact plans.
• Develop and grow existing customer relationships to maximise sales opportunities and strengthen Etex's market position.
• Analyze customer sales performance and identify opportunities for growth, improvement and increased product range penetration.
• Work with customers to develop action plans that address areas of underperformance and unlock commercial opportunities.
• Identify and deliver upselling and cross-selling opportunities across the Etex portfolio.
• Support branch openings, trade days, customer events and sales campaigns.
• Conduct branch visits to troubleshoot challenges, resolve issues and strengthen customer engagement.
• Collaborate closely with internal sales, marketing, specification and customer service teams to deliver exceptional customer experiences.

What you'll do

Together, we're shaping the future of construction. Ready to make your impact?

Join us as an Area Merchant Manager - Scotland & North East!

In this customer-facing commercial role, you will be responsible for developing and growing relationships across our key merchant partners throughout Scotland and the North East. Working closely with branch teams, internal stakeholders and commercial colleagues, you will drive sales performance, support the implementation of strategic initiatives and identify opportunities to increase product penetration, profitability and market share across your territory.

• Build and maintain strong relationships across key merchant accounts, engaging with Branch Managers, Assistant Branch Managers, Internal Sales and External Sales teams.
• Deliver against business plans and support the execution of strategic sales initiatives across the region.
• Conduct regular customer visits, virtual meetings and telephone reviews in line with agreed contact plans.
• Develop and grow existing customer relationships to maximise sales opportunities and strengthen Etex's market position.
• Analyze customer sales performance and identify opportunities for growth, improvement and increased product range penetration.
• Work with customers to develop action plans that address areas of underperformance and unlock commercial opportunities.
• Identify and deliver upselling and cross-selling opportunities across the Etex portfolio.
• Support branch openings, trade days, customer events and sales campaigns.
• Conduct branch visits to troubleshoot challenges, resolve issues and strengthen customer engagement.
• Collaborate closely with internal sales, marketing, specification and customer service teams to deliver exceptional customer experiences.

What you'll bring

• Proven experience in a field-based sales, business development or account management role.
• Experience managing customer accounts and developing long-term commercial relationships.
• Strong sales and negotiation skills with a track record of delivering profitable growth.
• Experience using CRM systems and sales reporting tools to manage activity and performance.
• Excellent planning and territory management skills, with the ability to manage your own diary and priorities.
• Experience within construction materials, building products, merchanting or a related B2B industry is highly desirable.
• A full UK driving licence and willingness to travel across Scotland and the North East.

Why join us?

• Etex's strong purpose 'Building Better together' is shaping a new future for the construction industry and helping to build a better future for all.

• Our culture – we connect & care about those around us. We nurture teamwork, communities, partnerships and new ways of working, placing the highest importance on the safety and working environment of our people.

• Our ‘Road to Sustainability 2030’ is our plan to help build a better, sustainable future. We work towards this vision by caring about our social and environmental impacts and developing innovative solutions.

Etex is committed to creating an inclusive and accessible recruitment process. If you require any reasonable adjustments at any stage of the application or selection process, please let us know and we will be happy to discuss how we can support you