Across the builders’ merchants and construction supply market, a clear shift is happening as the strongest Senior Sales Managers, Regional Directors, KAMs, NAMs and Heads of Sales are being approached more frequently than at any time in recent years. Interestingly, most of these people aren’t applying for roles or signalling that they’re open to opportunities, they’re passive, stable, high performers, and that is exactly why so many businesses want them.
This surge in demand is rooted in how the sector has evolved over the past two years. After a prolonged period of cautious spending, restructures and slow growth, businesses are no longer content to recover gradually and consequently want momentum, market share, security in uncertain conditions, and the fastest, most reliable way to achieve all of that is to bring in sales professionals who are already delivering results and already trusted by customers.
Many organisations are also trying to close the gaps created during recent hiring freezes or periods of downsizing. Teams that once operated on minimal resource are beginning to rebuild, but they’re doing so with far more intention than before. Instead of filling vacancies reactively, companies are proactively identifying the talent they want and approaching them directly. The market is no longer driven by applicants, instead it’s driven by strategic headhunting.
Simultaneously, the trading environment is changing due to deflationary pressures that are shaping pricing and customer behaviour. As a result, businesses cannot rely on inflation to mask weaknesses or carry revenue, they need commercially intelligent sales leaders who can protect margin, deepen relationships and win business in more competitive, price-sensitive conditions. Individuals with long-standing customer trust and a strong grasp of commercial strategy have become extremely valuable (far more valuable in fact than any job advert or reactive recruitment model could attract).
What’s interesting is which businesses are leading this investment push. National merchants are strengthening regional leadership to stabilise territories and reclaim share. Manufacturers and suppliers are rebuilding their external sales teams to secure better merchant engagement and drive specification work. Specialist industries (like renewables, civil engineering, and KBB) are investing in experienced commercial operators who can guide growth strategies. Even private equity-backed firms, driven by clear and sometimes aggressive targets, are seeking senior sales talent capable of delivering visible impact quickly. If your inbox has felt busier this year, that’s not coincidence, it’s a signal that your profile sits squarely within the skill set the market is prioritising.
For many high performers, this sudden increase in interest tends to spark an internal question, “Is this a sign that I should be exploring something new?” It doesn’t mean you should jump into a job search. If anything, it’s simply a prompt to understand your market value. Some subtle indicators often emerge before someone realises they’re drifting into a place where they might be undervalued. Hitting targets without progression, taking on more responsibility without recognition, watching competitors invest while your own organisation stays static, or realising your role is evolving in ways that no longer align with what energises you. And for many, the biggest indicator is simply the number of approaches they’re receiving from headhunters who understand the sector and can see their commercial impact from the outside before they can see it themselves.
The reality is that high-performing sales professionals often stay loyal for longer than they should. When a role feels comfortable, when customers are familiar, when you’re relied upon by colleagues, it can be easy to assume everything is fine. But comfort isn’t the same as being valued. If your package hasn’t kept pace with the market, if your contribution is quietly relied upon but rarely acknowledged publicly, or if you’re influencing strategy unofficially without being given the platform to do so formally, then you may be contributing far more than your current role reflects.
None of this means making a move, but it does mean staying open, curious and commercially aware. The market is calling out for the strongest sales leaders in construction supply, and right now, those individuals have more power and more choice than they may realise. Understanding where you stand in that landscape is simply smart career management. If you’re a senior sales professional looking to quietly assess your value, explore what types of roles are emerging, or gain confidential insight into your options, teambuild is here to offer guidance with discretion and clarity.