PEOPLE
10 MINUTES WITH: ANNEMARIE SHOTTON
Sales manager at Rockwool
What is your current role and how long have you been doing it?
I am National Sales Manager for Merchants & DIY at ROCKWOOL. I joined the company in February 2020 just five weeks before lockdown last year so it’s been one of the more unusual starts to a new role.
What does your role entail?
I head up ROCKWOOL’s dedicated merchant team who support the development of customer relationships with both building and specialist merchants. The team is responsible for all aspects of customer support, including training, merchandising and sales. I am also involved in key account management and negotiations.
How did you get started in this industry? My first job was for an advertising agency where I worked on the account for a national merchant and distributor. This gave me a good insight into the market, the challenges merchants face and also how to support with marketing and advertising. From there my career continued in construction products.
What roles were you doing before and how did they prepare you for this one? I have a strong marketing background, but I’ve also worked in product and category management in both the manufacturing and distribution of construction products. I’ve largely focused on insulation and drylining in my previous roles but have worked in specialist civils and landscaping too. My category management experience has given me excellent knowledge of what it’s like to be a customer. I have a firm understanding of their priorities and pressures. It’s given me a strong foundation in product ranging, negotiations and stakeholder management, plus knowledge of routes to market and marketing.
What would you like to achieve in the role? The ROCKWOOL merchant team was established six years ago and has already seen great growth, but I’d like to support that further. As I began my role just as COVID-19 hit, there have been some challenges in navigating a sales landscape that is traditionally driven by networking and industry events. However, we have succeeded in growing the ROCKWOOL stockist base through virtual initiatives and by aligning our sales support structure to better meet merchant needs.
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What do you see as the main issues for builders merchants at the moment? For at least the last four years, product availability and storage capacity have been the bane of many merchants’ lives, and especially in certain categories like insulation, plaster and timber. This has put a huge stress on merchants, with their day to day focus on sourcing product, rather than being able to proactively manage their business. At ROCKWOOL, we recognised this problem and as such have invested in a new multi- million-pound logistics centre. With 52,500sq m of useable hardstand storage, we’ve doubled onsite capacity and increased loading facilities. This will help us maintain supply of our insulation when merchants need it.
If you could go back to the start of your career, what advice would you give? I would say to be open to new opportunities and don’t be scared to change your vision. Some of the most rewarding aspects of my career have come from stepping out of my ‘comfort zone’ and challenging myself in different ways. But most of all make sure you are doing something you enjoy, it makes all the difference.
Football, rugby, cycling, golf or gardening – what keeps you busy at the weekends? Rugby…but watching not playing! After this year’s Six Nations though, I might need to reconsider my choices.
If you’re at the bar – what are you drinking?
I’m partial to a nice Gin & Tonic
What’s your favourite book? Favourite film?
I enjoy the Jack Reacher series by Lee Child. And in terms of films, I’m a big Star Wars fan.
If you could be a superhero, what super- power would you choose?
I think it would have to be speed like the Flash to be able to move through time. BMJ
• Reiss Digby has been appointed as group supply chain director of the Global Stone Group, after working with Digby Stone for over 10 years
in a number of roles, most latterly as operations director. Global Stone acquired Digby Stone earlier this year.
www.buildersmerchantsjournal.net June 2021
What has been the highlight of your career so far?
I love seeing initiatives I’ve worked on come to fruition and deliver genuine benefits. Whether that be landing a new product, range or a supplier training programme, my reward is seeing the difference these actions make to customers and the business.
ON THE MOVE
• Sika has appointed Tom Forsyth as general manager. He joined Sika in 1992, assuming responsibility for the Waterproofing division
in 2013 and then in 2018 additional responsibilities for managing the Everbuild brand – A Sika Company, playing a key role in its integration.
• Graham Plumbers’ Merchant has appointed Asa Finnigan as its new national contract sales director. In his new role, he will oversee
the contract sales team and support Graham’s current and new business opportunities within the new build, social housing and commercial sectors.
• Beers Timber & Building Supplies Ltd has appointed two new directors. Simon Beer and
Dave Keogh, will join the Board of Beers Timber & Building Supplies Ltd with immediate effect. Michael Beer, Managing Director, said: “Both Simon & Dave have worked for the Company for many years and during that time have shown huge commitment to the Company helping us to grow during this difficult period.”
• Palram Europe have announced that Thomas Rose is the new UK & Ireland Sales Manager. Rose brings over 20 years of distribution
experience within the construction supply sector, having previously held Business development and sales leadership roles in several market leading businesses
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