Sales Team Leader

Exertis; West of England; On-site; GBP 45,000 - 60,000; Full time

Job summary

Certas Energy in the South West is seeking a Sales Team Leader on a fixed-term 12-month contract to guide the Customer Account Management team and manage 1,500 customers, delivering commercial plans and ensuring excellent service. You will work with Regional Sales Manager, develop growth, manage pricing and contract negotiations, and foster a Safety F1rst culture across the team.

This role offers exposure to a market-leading business within the UK fuel and lubricants distribution network, with

Qualifications

• Experience leading a large sales team and coaching colleagues.
• Around 5 years' sales or account-management leadership experience.
• Strong numeracy to manage sales, volume, margins and profitability.
• Commercial awareness with ability to drive growth.
• Excellent customer relationship management and negotiation skills.

Responsibilities

• Lead and develop the Customer Account Management team to hit sales targets.
• Manage ~1,500 customers across the South West portfolio and drive growth.
• Develop and implement commercial activity plans to maximise opportunities.
• Drive sales across inbound and outbound channels and match customers to products.
• Oversee pricing, margins and contract negotiations with customers.
• Monitor performance, support appraisals and develop succession within the team.
• Promote health and safety in line with Safety F1rst.

Skills

Team leadership

People management

Numeracy

Commercial awareness

Customer relationship management

Communication

Influencing skills

Safety culture

Job description

At Certas Energy we’re keen to take a lead in the industry. We have a culture of strong safety and compliance principles, driven by our dedicated Safety F1rst and Doing the Right Thing (compliance) Initiative. Health and safety is paramount to our business ethos – it is fundamental to good business performance, and integral to long-term business success.

How you’ll power our business as a Sales Team Leader this is a fixed term contract for 12 months

As a Customer Account Manager Team Leader, you’ll be responsible for leading the account management of around 1,500 customers across the South West portfolio. You’ll manage and develop a team of Customer Account Managers, creating and delivering commercial activity plans focused on maximising profitability, driving sustainable growth, retaining customers and achieving sales, volume and margin targets. Working closely with the Regional Sales Manager and wider business, you’ll ensure we deliver excellent customer service while maximising opportunities across our existing customer base.

At Certas Energy, we're the UK's largest independent distributor of fuel and lubricants, serving homes, businesses and industries through a nationwide network of depots and delivery operations. Our people play a vital role in keeping communities, businesses and critical infrastructure moving every day. With safety at the heart of everything we do, we're committed to our Safety F1rst culture, delivering exceptional service to customers while supporting the UK's evolving energy needs. As part of DCC Energy, you'll join a business that combines the strength of a market-leading organisation with the support and opportunities to build a rewarding long-term career.

What you’ll be doing

• Lead and develop the Customer Account Management team, motivating colleagues to achieve sales, volume, margin, profitability and customer retention targets.

• Manage the performance of approximately 1,500 customers across the South West portfolio, identifying opportunities to retain, grow and develop existing business.

• Develop and implement commercial activity plans that maximise sales opportunities and deliver sustainable growth.

• Drive sales performance across inbound and outbound customer contact, ensuring opportunities are maximised and customers are effectively matched with relevant products and services.

• Develop strong knowledge of our commercial products, services, customer industries and competitor activity.

• Work with Business Account Managers and Business Development Managers to identify new business prospects, develop leads, support order taking and provide excellent customer service.

• Support new sales campaigns, including prospecting lapsed and lost customers, and identify opportunities to upsell and cross-sell fuel and ancillary products.

• Conduct customer visits with the team to develop relationships, generate new business and maximise upselling and cross-selling opportunities.

• Monitor individual customer performance and develop action plans to improve profitability, volume and retention, including identifying opportunities to reduce customer churn.

• Manage customer pricing and margins for non-contracted accounts in line with business requirements and targets.

• Manage customer issues, complaints and contract negotiations, escalating where appropriate.

• Build strong relationships with customers through effective key account management and regular reviews of contract performance.

• Ensure customer calls and interactions are handled compliantly and in accordance with company standards.

• Ensure customer financial information is managed appropriately, including credit checks, credit applications, payments and credit/debit note processes.

• Work closely with Credit Control where required to support customer relationships and prevent loss of business.

• Hold regular one-to-ones and team meetings, support annual appraisals and half-yearly reviews, and identify development and succession opportunities within the team.

• Communicate and promote Certas Energy's core values and business objectives, creating a collaborative, enthusiastic and flexible team environment.

• Work with Regional Sales Managers and other departments on joint strategies and cross-selling opportunities to increase overall business performance.

• Monitor and report on sales activity and customer performance, providing regular updates to your line manager.

• Promote a positive Health and Safety culture in line with our Safety F1rst principles and ensure compliance with all relevant policies and procedures.

What we’ll need from you

• Previous experience managing a large sales team, with a proven ability to motivate, coach and develop colleagues to achieve performance targets.

• Around 5 years' experience of team management, ideally within a sales, account management or commercially focused environment.

• Excellent numeracy skills, with the ability to understand and manage sales, volume, margin and profitability performance.

• Strong commercial awareness and the ability to identify and maximise opportunities for growth.

• Excellent customer relationship management skills, with confidence handling customer issues, negotiations and escalations.

• The ability to analyse customer and commercial performance and turn insights into effective action plans.

• Strong communication and influencing skills, with the ability to work collaboratively across teams and departments.

• A proactive and flexible approach, with a strong focus on teamwork, personal development and delivering business objectives.

• A commitment to working safely and promoting a positive Health and Safety culture.

Why join Certas Energy?

At Certas Energy, our people are key to our success. We are committed to creating a safe, inclusive and supportive environment where every one can thrive and develop their career.

What you’ll get from us

• The opportunity to lead and develop a high-performing customer account management team within a market-leading business.

• A supportive environment with opportunities for learning, development and career progression.

• The opportunity to make a direct impact on customer relationships, commercial performance and business growth.

• A strong focus on Health and Safety through our Safety F1rst culture.

• The opportunity to be part of DCC Energy, combining the strength and scale of a market-leading organisation with opportunities to build a rewarding long-term career.

Doing right by everyone

People matter at Certas Energy. We’re an equal opportunities employer and we welcome applications from all regardless of age, disability, gender identity or gender reassignment, marital or civil partnership status, pregnancy or maternity, race (which includes race, colour, nationality, ethnic or national origin and caste) religion or belief, sex, sexual orientation or educational background. We’re committed to doing right by our people, so we all feel engaged, motivated and proud to work for Certas Energy.