The Journey Continues...

So where were we, ah yes, the world of flat roofing awaits me...

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In 2014, after many years working in the builders merchant sector, my journey took a significant turn as I joined Kingspan as the new Area Sales Manager in the flat roofing team. Stepping into the world of specification sales was a daunting prospect—I went from selling bags of cement and bricks to builders the week before to now engaging with architects and designers about supporting them with Insulation for their flat roofing projects & designs. The transition was nothing short of intimidating, and I found myself again swimming in unfamiliar waters.

I also got wind that I would need to start presenting at some point, and the prospect of delivering presentations in front of architects and designers added an extra layer of anxiety. Public speaking had never been my forte, and the thought of standing in front of a room full of professionals talking about a subject I had very little experience on filled me with dread. Yet, amidst the fear and uncertainty, there was a sense of pride in pushing the boundaries of my comfort zone.

Despite the initial apprehension of specification sales, I quickly found my rhythm in the new role. Staying true to my principles of customer care, I forged meaningful relationships with project managers, designers, architects and contractors. Each interaction became an opportunity to learn and grow, and I found myself thoroughly enjoying the challenges that came my way.

Then came the dreaded question from the gaffer: "Do you want to do a CPD (Presentation) to an architects practice?" The mere thought of public speaking sent shivers down my spine, but I was determined to take the opportunity to impress my boss and take my career to the next level. With a brave face, I accepted the challenge, albeit with lots of doubts swirling in my mind.

Weeks of preparation ensued as I rehearsed daily my presentation, practicing every word and gesture in front of the mirror. The anxiety mounted with each passing day, and I questioned my decision countless times...."what the hell am I doing".

Yet, deep down, I knew that facing this fear head-on was essential for my personal and professional growth.

The day of the presentation arrived, and nerves consumed me as I set up the laptop and screen in the meeting room. Every worst-case scenario played out in my mind—what if they didn't like me? What if I stumbled over my words? What if I couldn't answer their questions? It was relentless.

But then, something shifted. As I introduced myself to the group, I made a conscious decision to acknowledge my insecurities. "Hi, I'm Dan," I began, "I've only been with Kingspan for a short while, so I may not have all the answers. But I promise to provide you with the information you need by the end of the day."

To my surprise, opening up about my vulnerabilities seemed to disarm the tension in the room. The architects were kind and understanding, and as I delved into my presentation, the nerves gradually subsided. Before I knew it, I was in the zone - it felt good, and i started to enjoy being the lead in the room.

The feedback was overwhelmingly positive, and in that moment, I felt like I had unlocked a new level of confidence within myself. Overcoming my fear of public speaking was a game-changer—it proved that with determination and perseverance, anything was possible.

From that day forward, I approached challenges with renewed courage and conviction, knowing that I had the ability to conquer my fears and achieve my goals. The experience taught me a valuable lesson: sometimes, it's in our moments of vulnerability that we find our greatest strength.

Langley

In December 2016, amidst a period of contentment and success at Kingspan, I received an unexpected call from a recruitment company. Langley, a company with whom Kingspan had strong ties in London, was looking to expand their presence in the North. Langley operated as a premium flat roofing company, collaborating closely with architects and designers to ensure the specification of their roofing systems. My responsibility lay in facilitating the specification process, ensuring that Langley roofing systems were selected for projects, which would then progress to the ordering stage. The proposition of joining Langley's team felt like a nod of recognition—a validation of my skills and expertise in the industry.

While the opportunity was undeniably exciting, it also sparked a familiar twinge of nervousness again. Could I handle the challenges that came with moving into the major leagues of the roofing world? Transitioning from selling insulation in a flat roof to specifying entire roofing systems was a significant leap, but one that I was willing to take if it meant continued growth and development.

As time passed, I quickly adapted to the new work environment and began to excel in my role once again. I encountered various scenarios that were entirely novel to me, such as understanding how schools allocate funds for their estates, navigating the unique challenges of the residential sector, learning about the intricacies of frameworks and the application process to be included in them, and observing how bid writers crafted compelling proposals to secure substantial contracts. Each day brought new insights into the construction industry that I had never previously encountered, and I found myself immersed in this dynamic world. My enthusiasm for the flat roofing industry never waned, as I relished every opportunity to expand my knowledge and expertise. Networking became an integral aspect of my lifestyle, and I frequently attended industry events. With things progressing smoothly, I felt content and fulfilled in my work, eventually garnering recognition from peers within the market.

2019 - Alumasc

In 2019, an intriguing opportunity knocked on my door in the form of a direct competitor, Alumasc. It was a chance to further expand my horizons, reminiscent of the leap I took from MKM to Jewson years earlier. However, this time around, the decision felt heavier, laden with a sense of disloyalty. Under the guidance of Langley, I underwent significant personal growth, forging deep connections and friendships. Yet, despite this, I found myself once more at a pivotal juncture, grappling with decisions about my future path.

Sitting with the team at Alumasc, I was captivated. The prospects seemed promising—the financial incentives were enticing, the team dynamic felt right, and I relished the opportunity to showcase my skillset to a fresh audience. Yet, after a mere nine months, I found myself tendering my resignation. Let's delve into that pivotal moment.

The Downfall

Initially approached with the offer to manage the North West region, I, perhaps arrogantly, believed I could thrive regardless of the geographical distance, i lived in North Yorkshire. Blinded by my confidence and past successes, I accepted the role without a second thought. But reality hit me like a ton of bricks.

Despite my established reputation over the past three years, boasting, "I'm Dan Newton, people will buy from me regardless," the truth proved far more humbling. My sales figures for the first five months? A resounding ￡0. I found myself sitting in regional meetings, offering assurances that the tide would turn, even as my world seemed to crumble around me.

The arduous journeys to the Northwest, the uphill battle of winning over clients already loyal to competitors, and the relentless assault on my ego left me reeling. What I had envisioned as a triumphant chapter in my career quickly morphed into a sobering reality check.

Faced with the stark realisation that my grandiose self-image didn't align with the harsh truths of my performance, I reached a breaking point. In September 2019, just nine months into my tenure at Alumasc, I made the difficult decision to step down. It was a choice between taking control of my destiny or being swept along by circumstances beyond my command.

My admiration for the Alumasc team and their work remained steadfast, but the toxic cocktail of misplaced ego and an ill-suited territory proved insurmountable.

While this phase of my career brings some discomfort, I aim for this blog to offer solace to those experiencing similar challenges. It's essential to recognise that setbacks are part of the journey, but with perseverance, we'll emerge stronger on the other side.

Back to Langley

Upon resigning in September 2019, Alumasc graciously granted me three months of leave to step away from the business. It was an unexpected hiatus, and although I had no immediate job prospects, I felt it was necessary to take the time to regroup and reassess my career path. The aftermath of my experience at Alumasc left me devastated and uncertain about my future in the roofing industry.

Then, in December 2019, I received a surprising text message from Langley's Regional Manager at the time, inviting me to have a conversation. Despite having left the company nine months prior, they expressed a keen interest in welcoming me back into the fold. I was taken aback by the offer—a second chance that I hadn't anticipated. It was a poignant reminder of the importance of maintaining positive relationships and not burning bridges in one's professional journey.

Returning to Langley felt like a homecoming, accompanied by a sense of relief and gratitude. I was offered a role in my hometown of Yorkshire, which added to my excitement about re-joining the team. Over the next two years, we achieved remarkable success, setting new records through collective effort and dedication.

Reflecting on the challenges I faced during that tumultuous period, I harbour no regrets. Every setback served as a valuable lesson, ultimately contributing to my personal growth and resilience. While such experiences may seem insurmountable at the time, they are merely obstacles to overcome on the path to greater fulfilment and success.

After four fulfilling years at Langley, I made the decision to embark on a new venture by joining Charles Garth Chartered Surveyors. It was a choice guided by prudence and opportunity, signalling the next chapter in my professional journey.

Charles Garth Chartered Surveyors

As evident from my journey thus far, I am driven by a constant pursuit of growth and the desire to challenge myself. Therefore, in March of this year, I embarked on a new chapter by joining Charles Garth Chartered Surveyors as their Business Development Manager.

Having cultivated a close working relationship with the Charles Garth team over the years prior, the transition was seamless, and I was welcomed with open arms.

Final Thoughts

Reflecting on my journey from my days at McDonald's to where I am today, I realise that while circumstances may have changed, my core values remain unchanged. Throughout my career, I have steadfastly adhered to the principle of prioritising customer satisfaction above all else. For me, sales isn't merely about closing deals—it's about helping customers achieve their goals and treating them with the respect and care I would expect in return.

Undoubtedly, this journey hasn't been without its challenges. Stepping out of my comfort zone numerous time to embark on endeavours has required courage and perseverance. Yet, as I look back, I can't help but feel a sense of pride in how far I've come. While I may not fit the mould of a flashy, high-flying superstar, I believe that in my own unique way, I am making a meaningful impact and charting a path to success.

As I wrap up this introduction, I'm filled with a sense of anticipation for the journey ahead. In the next blog post, I'll be sharing my experiences from my first week at Charles Garth, along with valuable insights and advice that you can apply to your own business ventures.

Whether you're navigating the challenges of sales, facing challenges as a BDM, crossroads in your career, grappling with self-doubt, or seeking inspiration to push past your comfort zone, I hope my journey resonates with you.

Remember, success isn't just about reaching the destination—it's about embracing the journey, overcoming obstacles, and continually striving for growth.

Until next time, keep pushing the boundaries, chasing your dreams, and making your mark on the world.