Empower, Connect, Evolve, and Inspire - these are the values that drive us and make BMI a company where you can thrive and grow.
BMI UK&I have an exciting permanent opportunity for a Channel Sales Manager - Flat to join our team. Reporting to the Regional Sales Director, this role is home based but will require travel around the North East of England.
Role Summary
This is a progressive, data-driven role where you'll be responsible for driving specific business performance in target markets by effectively utilising all available channels and levers.
As a Channel Sales Manager for the Flat Roofing Market in the UK, you will be crucial in expanding our presence and achieving sales targets. Your main responsibilities will include:
Conducting a minimum of 16 merchant visits per week, primarily focusing on A-C customer segments to maximise sales opportunities and strengthen relationships.
Proactively identifying and pursuing new avenues for growth through a proactive approach to business development within the flat roofing sector.
Effectively managing forecasts and demand planning to ensure optimal stock levels and align with market needs.
Ensuring full alignment with portfolio strategies and target markets to drive the successful adoption and sales of our flat roofing products.
Maintaining accurate and up-to-date records of all sales and customer activity within our C4C system.
Your key skills and experience will include:
Core Skills
Flat Roofing Product & Technical Knowledge:
In-depth Product Understanding: Comprehensive knowledge of various flat roofing systems (e.g., bitumen membranes, single-ply membranes like EPDM and TPO, liquid roofing systems like GRP, PU, PMMA, green roofs, blue roofs, mastic asphalt). Understanding their applications, benefits, limitations, and installation methods.
Building Regulations & Standards: Familiarity with relevant UK building regulations, British Standards (BS), and industry best practices specific to flat roofing.
Problem-Solving (Technical): Ability to understand and address technical queries from merchants, contractors, and specifiers regarding product suitability, installation challenges, and performance issues.
Sales & Commercial Acumen (Specialised):
Channel Sales Strategy (Merchants): Expertise in developing and executing sales strategies specifically for building material merchants, understanding their stockholding, display, and sales support needs.
Pricing & Margin Management: Skill in negotiating pricing with merchants to ensure profitability while remaining competitive in the flat roofing market.
Forecasting & Demand Planning: Accurate forecasting of flat roofing product demand, considering seasonal variations, large project pipelines, and market trends.
New Business Development (Flat Roofing): Proactive identification and pursuit of new merchant accounts or significant flat roofing project opportunities.
Relationship Management (Specialised):
Merchant Relationship Building: Cultivating strong, trust-based relationships with merchant branch managers, sales teams, and procurement departments.
Contractor/Installer Engagement (Indirect): While not direct visits, understanding the needs of flat roofing contractors and installers to effectively support merchants in serving them.
Data Analysis & Digital Literacy:
Sales Performance Analysis: Using C4C data to analyse flat roofing sales performance, identify trends, and inform future strategies.
CRM Proficiency (C4C): Efficient and accurate use of C4C for tracking all merchant visits, interactions, pipeline opportunities, and forecasting specifically for flat roofing products.
Market Insight (Flat Roofing): An understanding of the UK flat roofing market dynamics, including key players, competitive landscape, emerging technologies (e.g., smart roofs, sustainable solutions), and regulatory changes.
Strategic Channel Development: Ability to identify and develop strategic opportunities within the merchant channel to maximise market penetration for flat roofing products.
Results-Driven with Market Focus: Strong drive to achieve and exceed sales targets within the flat roofing segment, coupled with a keen awareness of market conditions and opportunities.
Influencing & Persuasion: Capability to influence merchant purchasing decisions, encourage proactive stocking, and promote specific flat roofing solutions.
Communication & Training: Ability to effectively communicate product features and benefits, and potentially deliver basic product training or technical updates to merchant staff.
Planning & Organisation: Excellent ability to plan and execute a demanding weekly visit schedule (16 visits), manage multiple accounts, and prioritise tasks effectively.
Initiative & Proactivity: Taking a proactive approach to identifying and addressing challenges, seeking out new opportunities, and driving continuous improvement in sales performance.
Commercial Astuteness: Always thinking commercially, identifying opportunities for margin improvement, and driving sales growth within the flat roofing portfolio.
Dependability & Follow-Through: Reliable in commitments to merchants and internal teams, ensuring promises are kept and actions are followed through.
Adaptability: Ability to adjust sales approach and strategies based on specific merchant needs, market feedback, and evolving product offerings in the flat roofing sector.
Resilience: Maintaining a positive attitude and persistent approach in a competitive market, handling rejections or challenges constructively.
Team Collaboration (Internal): Working effectively with internal departments (e.g., marketing, logistics, technical support) to ensure comprehensive support for the flat roofing channel.
Curiosity & Continuous Learning: A desire to stay updated on the latest flat roofing technologies, market trends, and competitor activities to maintain a competitive edge.
If you do not have all key skills but still feel like you would be a good fit, please still apply and we will consider your application based on merit and experience.
Benefits
We offer a range of benefits that include:
A competitive base salary
Substantial bonus
Private medical insurance – dependant on role
Company matched pension contributions between 4% and 8%
Income protection and life insurance
EAP program
A host of other benefits such as cycle to work scheme and EV scheme.
About BMI
BMI is a new name backed-up with over 180 years of roofing experience and knowledge. Bringing together some of the industry’s most trusted local brands such as Redland & Icopal to become the largest supplier of both flat and pitched roofing and waterproofing solutions throughout Europe.
With over 120 production facilities across Europe, Africa and Asia, and more than 9,800 employees worldwide, we're well positioned to offer an unparalleled level of experience and innovation to our clients.
Our roofing products and systems are designed and manufactured in the UK. We have multiple manufacturing sites and distribution depots across the UK and Ireland with our UK&I Head Office based in Milton Keynes and our industry-leading BMI Academy is based in South Cerney, Gloucestershire.
Across these sites we offer a wide range of opportunities; from dedicated sales managers and technical experts to skilled operators in our plants, we value every role in the BMI Team and are united in delivering excellence for our customers and becoming the best roofing and waterproofing solutions company in the world.
We are One BMI. We embrace and recognise our differences and unique qualities across all of our people and the value these bring. We inspire, connect and empower our people and seek to proactively engage the communities in which we serve.
We continually focus on creating an inclusive culture where everyone contributes and thrives, where our people feel valued for who they are, have a sense of belonging, and do their best every single day.
We are an equal opportunities employer and believe that everyone should be treated equally, regardless of their religion, beliefs, age, gender, gender reassignment, race, disability, marital or civil partnership status, pregnancy or maternity, sexual orientation or any other protected characteristic.
If you need any help or adjustments for any stage within the recruitment process due to health, disability or any other reason, please let us know by contacting ukrecruitment@bmigroup.com.
A career with BMI Group is more than just a job. We help you to find work you enjoy, to use your skills, and support you to become the best you can be.
Working together we can achieve great things. Come and join us.