Regional Sales Manager - Merchants


Role Summary:

Take responsibility for the sales development and management of accounts designated to the Regional Sales Manager within the Builders and Timber Merchants. 


Main Responsibilities and Challenges:

  • Achieving budgeted (as a minimum) product revenue and margin.
  • Achieving required product market share.
  • Maintaining a close link via research and customer contact with market place issues in order to identify threats and opportunities.
  • Benchmarking product and marketing programs against domestic and International competitors.
  • Planning, creating and implementing programs.
  • Identifying opportunities for reducing complexity and cost of doing business. Regularly (at least annually) reviewing the product range and where necessary recommending and then implementing product rationalisation programs.
  • In conjunction with other Commercial Managers and Directors, establish business rules and pricing structure.
  • Constantly reviewing channel performance.
  • Ensuring that you (and your team) operate in an ethical and responsible manner as well as protecting the interests of the Dale, Yale and UNION brands and ASSA ABLOY.
  • Entering into contractual arrangements within limits of delegated authority.
  • Preparing annually, a business plan for your designated accounts & geographic territory.
  • Preparing reports as required.
  • Achieving annual KPI's as agreed in the budget.
  • To assist in customer merchandising where necessary.
  • ...and any other duties required to assist in supporting the achievement of Company objectives


Core Competencies:

  • Manages sales projects by developing plans and monitoring and controlling implementation and changes to the plan. Takes ownership and responsibility for the project and ensures that specific objectives are met. Ensures appropriate stakeholders are considered and that risk assessments and contingency plans are carried out.
  • Articulating the value of Products and Services - Has an good understanding of the product range and effectively demonstrates all of the associated benefits, in accordance with the pricing strategy
  • Market, Industry and Product Knowledge - Has enough knowledge of the market and the industry to proactively source continuous business growth.
  • Opportunity Qualification and Networking - Has an in-depth understanding of the market and the customers in order to identify a profitable opportunity that is aligned with business objectives.
  • Sales Strategy - Plans optimum profitability of own sales territory proactively, using a range of techniques fit for purpose. Is able to plan contingencies consistently to ensure maximum growth.
  • Specification Selling - Creates an awareness and establishes a lasting requirement for AAUK products and the benefits that their use can bring to a project. Understands the entire specification process and can influence at every level required, to ensure the right specification is achieved and delivered to meet or exceed the customers' needs.
  • Solution Selling - Has the ability to provide a bespoke solution to a given requirement by liaising with internal engineering team. Has a good understanding of available AAUK product ranges to be able to provide the right product mix to maximise business opportunity


Background and Personal Qualities:



  • Have advanced sales and negotiation skills.
  •  Have good commercial acumen.
  •  Be IT literate with good understanding of Microsoft Office



  • Degree qualified (ideally) or relevant demonstrable experience


Personal characteristics:

  • Must have energy, enthusiasm and commitment
  • Able to influence others
  • Ambitious with desire to succeed
  • Capable of taking responsibility, and showing initiative
  • An excellent team player but able to work successfully as an individual
  • Well-structured and self-disciplined
  • Smart in appearance, polite and professional
  • Excellent interpersonal communication skills
  • Must be willing to travel, sometimes overseas


We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 50,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces - physical and virtual - safer, more secure, and easier to access.

As an employer, we value results - not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions - supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.

As we welcome new people on board, it's important to us to have diverse, inclusive teams, and we value different perspectives and experiences.

England, United Kingdom