Head of Sales – Commercial
Part of Grafton Group Plc, Chadwicks Group is the market leader in the builder’s merchanting industry in the Republic of Ireland. The core business is through the traditional Builders Merchants division.
Main brands include Chadwicks, Cork Builders Providers, Davies & Telfords. In addition, and through organic growth and acquisitions the Group have established a range of brands which are close to the core but offer a uniquely different range of products. These include Heitons Steel, Panelling Centre, HSS Hire, Proline & Sitetech.
The Panelling Centre
The Panelling Centre is Ireland's leading supplier of fitted kitchens, fitted wardrobes, flooring and appliances.
The Panelling Centre team are knowledgeable about the materials used, the functionality and aesthetics of different products, and the latest design and utility trends in kitchen and wardrobe systems providing an outstanding service for their customers.
The Opportunity/Who we seek
The Head of Sales will be responsible to lead and drive sales performance across all Panelling Centre locations and intercompany showrooms by developing and implementing a comprehensive sales strategy aligned with business objectives. The role is responsible for achieving sales and margin targets, supporting and reviewing branch and individual performance, and fostering strong collaboration with category management, operations, customer experience, and marketing teams.
The position ensures best-in-class customer experience, effective sales processes, and the achievement of key sales KPIs through regular presence, performance monitoring, and continuous improvement initiatives.
Knowledge & Experience
- Proven experience in a senior sales role and ideally have knowledge of kitchen materials, industry regulations and market trends.
- Strong skills in analysing reports and market trends.
- Experienced in sales management.
- Excellent Microsoft Office and presentation skills.
- Ability to work in a fast paced and diverse organisation.
- Strategic Sales planning.
Responsibilities
- Responsible for driving sales in all Panelling Centre locations (managers, sales teams/reps) including our intercompany showrooms.
- Responsible for the development and implementation of the overall sales strategy, ensuring its alignment to the business strategy and aims, company budget, values and objectives.
- Responsible for sales & margin performance on agreed budgeted numbers for branches and individuals.
- Regular presence across all locations supporting and reviewing performance is critical.
- Work closely with the Category manager in order to maximise opportunities.
- Work closely with the Head of Operations to help support operational efficiencies.
- Work closely with the CX Manager to deliver best class in customer experience.
- Work closely with the marketing team to ensure strong collaboration and alignment between sales and marketing activities.
- Setting and monitoring performance (KPI’s) and targets for members of the sales team. Monthly reporting on sales performance against budget and reporting on variances and trends within the data. Identifying key areas for improvement in the sales process particularly in how we manage customer facing touch points such enquiries, leads, quoting and pricing.
- Ensure that we are capturing and measuring all important aspects of sales team performance and achieving department wide KPI's around key metrics e.g. Sales expectations (e.g. targets, Margin contribution, upkeep of CRM funnel, account retention).
- Identify and develop new kitchen trends within the industry.
- Ensuring the range and trade plans are delivered.
- Review new product developments and monitor market trends and react to changes in demand especially competitor moves, new products and price changes in the market.
- Forecasting and managing budgets effectively, always being cost conscious.
- Provide training and support to the sales team to improve understanding and sales techniques of new product development strategies.
- Attend trade shows and industry events to stay updated on market trends and discover new product lines.
People/The Team
- Promote and foster a high-performance culture that is inclusive and collaborative with regular feedback, performance discussions and communication with your direct reports and that enables excellent levels of personal and collective accountability.
- Be a strong and engaging people manager, ensuring to drive the motivation and ambition for success in all aspects across the team
- Support and drive good interpersonal relations across the team and the various stakeholders in the business
- Drive excellence through effective people management and team performance, prioritising best practices and being true to our company values and culture.
- Actively take part in performance discussions, ensuring managers within your department are effectively managing their direct reports and to provide coaching and guidance on this, as required.
- Champion compliance, Health and Safety, risk, data protection, security standards and compliance within the sales team. Ensure all direct reports are aware of relevant policies and standards, including process for reporting any breaches in data protection, Health & Safety, risk or compliance.
- Proactively contribute and partake in SMT Meetings, Commercial committee, Strategy Days and other initiatives to drive organisational performance and company strategy.
- Driving retention and recruitment in conjunction with our people partner.
- Promoting engagement across all platforms within the sales team – GPTW, Workvivo, Gallup
Essential Competencies
- Strong negotiation and communication skills.
- Strong analytical and problem-solving abilities.
- Strong decision-making skills.
- Excellent organisation and attention to detail.
- Effective team working and networking skills.
- Excellent interpersonal and customer facing skills.
- Dynamic, motivated and driven to achieve targets.
- Work well under pressure and have a can do attitude.
Key Performance Measures
- Sales and profit % and €
- Trade sales and margin performance
- Retail sales and margin performance.
- Customer retention and new business.
- Intercompany sales performance.
- Oversee all aspects of sales Department.
Contract Type
- Permanent full time
- Full time 39-hour contract
- Working week Monday to Friday
Our Benefits Include
- Competitive Basic Salary
- Competitive Performance Related Bonus
- Private Health Care Allowance
- Sick Pay Scheme
- Paid Maternity and Paternity Leave
- Pension Scheme
- Colleague Saving Scheme
- Profit Share Scheme
- Colleague Discount
- Educational Assistance
- Wellness initiatives
Don’t meet every single requirement? Studies have shown that women and people of colour are less likely to apply to jobs unless they meet every single qualification. At Chadwicks Group we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
