Our client, a leading business within the construction industry is looking to hire a Head of Commercial to oversee their Irish operations commercial activities.
Purpose of the role
A commercially focussed, entrepreneurial, and results-driven leader that shall execute the business strategies of our client delivering turnover, profit, and financial targets for the entire island of Ireland. Lead a team of 5 managers across commercial functions.
The role:
· Assist the Managing Director Ireland in the development of a comprehensive Divisional business strategy in line with the strategic direction of the company.
· Utilise business tools such as CRM and Power BI to ensure the commercial targets are understood by all team members and that performance against these targets is regularly assessed to ensure they are met.
· Develop a specification-based sales approach enabling the commercial team to provide clarity of specification to the customer which can easily be translated into an accurate scope of works that can be used for pricing and production planning and agreement on potential variations.
· Ensure that stretching targets for products are achieved in a consistent basis across all depots and product categories.
· Ensure that every opportunity to secure preferential terms are secured by the commercial team.
· Ensure a smooth transition of information from Commercial to Operations resulting in a finished product that is aligned with the specification agreed with the customer.
· Coach, lead, develop and motivate the team to ensure performance and order values are maximised.
· Provide clear direction to the Marketing and Business Development functions to ensure that their efforts are quantifiable and totally aligned with the strategic and commercial direction of the company.
· Utilise (appropriate) KPI’s to monitor overall performance excellence while identifying those areas of performance requiring increased support and guidance.
· Ensure that Health & Safety is given the required profile across the Commercial department and that all colleagues understand their responsibilities and obligations in this regard.
· Contribute to and prepare annual budget and financial plans
· Ensure that all governance requirements in relation to orders and opportunities are understood and fully adhered to by the team.
· Minimise and mitigate risks through consistent implementation and improvement of agreed risk management procedures
· Provide Finance and Operations with accurate demand and termination forecasts to facilitate accurate forecasting of contribution and factory spend.
· Protect the budgeted margins by ensuring that all projects are fully costed based on a detailed specification that has been agreed with the customer and communicated effectively to Operations.
· Analyse contract margins to ensure that all costs associated with the refurbishment, fitting out and installation of Company products/services were recovered and drive initiatives for continued improvement in this area.
· Drive efficiency with the implementation of best practice and continually strives to maximise suppliers’ capabilities to the benefit of organisation.
Experience Required:
· Experience of commercial management, leading, developing and motivating teams with a natural coaching style
· Extensive experience of specification/technical selling into the construction industry or related industries
· Experience of working collaboratively with other senior stakeholders to ensure strategic objectives are delivered
· Experience in controlling P & L performance
· Track record of delivering against challenging targets
· Track record of successfully introducing new processes and KPIs
Qualifications:
Degree or similar level in a relevant subject.
Full clean driving licence.
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