We are currently recruiting for a Merchant External Sales Representative to cover Northern Ireland, reporting directly to the Branch Operations Director.
This is an exciting opportunity for an experienced, commercially driven sales professional to play a key role in driving profitable growth across the builders' merchant channel. The successful candidate will be responsible for managing and growing existing merchant relationships, securing new listings, and protecting margin through disciplined commercial management.
Role Overview
The Merchant External Sales Representative will be accountable for delivering revenue, margin, and distribution growth across a defined territory. The role requires strong territory planning, influential relationship management, and the ability to engage effectively with branch managers, buyers, counter sales teams, and regional stakeholders.
Key Responsibilities include:
- Managing and growing a defined portfolio of builders' merchant accounts, including key accounts across Northern Ireland
- Conducting regular branch visits in line with agreed call cycles
- Building and maintaining strong relationships with branch managers, buyers, counter sales teams, and regional directors
- Identifying upsell and cross-sell opportunities across the full product range
- Delivering joint business plans with key accounts
- Identifying and securing new merchant listings
- Supporting new branch openings, product launches, and promotional initiatives
- Achieving agreed revenue, margin, volume, and distribution targets
- Maintaining pricing discipline and protecting margin
- Delivering product training and supporting promotional activity within branches
- Monitoring competitor activity, pricing, and market trends
- Maintaining accurate CRM records and reporting on activity and pipeline performance
Key Performance Indicators (KPIs):- Revenue growth versus target
- Gross margin performance
- Distribution gains (new branches and new product lines)
- Call coverage versus plan
- Pipeline value and conversion rate
Required Experience & Skills:- Proven external B2B sales experience (minimum 3 years preferred)
- Experience managing key accounts within builders' merchants or the construction sector
- Timber knowledge or experience (preferred)
- Strong commercial negotiation skills
- Ability to effectively manage a geographically dispersed territory
- Comfortable working to structured KPIs and performance targets
- Strong relationship-building skills with a data-driven, results-focused mindset
- Confident presenter with high levels of resilience, organisation, and self-motivation
Package & Benefits:- Competitive basic salary
- Performance-based bonus scheme
- Company vehicle or car allowance
- Pension scheme
- Private healthcare
- Business expenses fully covered
- Access to the company Healthcare plan following probation
If you are a commercially focused sales professional looking to develop your career within a growing and ambitious business, we would welcome your application.
To be considered for this role you will be redirected to and must complete the application process on our careers page. To start the process, click the Apply button below to Login/Register.
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