My client is a leading, global waste services business. They have honed & carefully crafted their reputation, delivering knowledge and professionalism in all aspects of weighing, sampling, and analysis. They thrive by continuing to re-invest in their facilities, technology, and people.
The Commercial Manager is responsible for defining and implementing UK strategy as well as taking a hands-on role in developing business opportunities with a focus on the Biomass, Waste & Alternative Solid Fuels.
You will be driving thought leadership in the development of new services relevant to this vertical and must maintain open communication regarding all matters relating to the Biomass, Waste, and Alternative Fuels Industry, and maintain a positive working relationship with the Leadership team and the various in-country and global stakeholders.
This senior role will identify and lead business opportunities in their traditional Testing and Inspection business but will also drive development of new services relevant to clients. By the breadth of the role, it is not only a functional business development role but also includes operational delivery and responsibility. You will work closely with The Group’s marketing function to define the marketing strategy.
KEY RESPONSIBILITIES
* Leadership and Management
* Provide effective leadership of the project in a manner consistent with business vision and core values
* Ensure the competent and professional delivery of business activities in line with Regional and Group Standards and contractual commitments
* Lead recruitment processes to develop the team to service industries requirements
* Provide leadership and project management of proposals and marketing materials for Solid Fuels centric clients, ensuring input and endorsement from appropriate country, regional and group stakeholders
* Ensure compliance with local laws, regulatory and statutory requirements and adjust as required
* Ownership of the business revenue generation across Biomass, Waste & Alternative fuels streams in the UK
* Ensure Service Delivery as per contractual commitments and in line with agreed profitability targets
* Lead on the development of the overall vertical and deliver on the target objectives for new business, key renewals, and revenue generation
* Set the client relationship management and business development priorities for the regions
* Develop a clear set of priorities for new services for the clients that are complementary and ideal for cross-selling
* Take the lead on the development and implementation of a strategic business development plan for the vertical and specifically outlining action plans for key markets
* Provide business development leadership on initiatives that drive the identification and development of new business with both new and existing Solid Fuels centric clients
* Foster and maintain positive and effective working relationships with all other Group stakeholders
* Be an active member of the Sales and Marketing Leadership Team
* With support from technical and commercial colleagues, assess the most appropriate Group facility or collaboration partner to undertake analysis of new business.
PERSON SPECIFICATION
Required Knowledge, Skills and Behaviours
* Deep understanding of the services being sold and in-depth knowledge of the target market, including customer needs, industry trends, and key competitors
* Leadership and people skills. Ability to motivate internal and external stakeholders to participate in solution-driven, forward-leaning business development initiatives
* Able to work and operate independently, a self-starter, who has the necessary experience to make key decisions with minimal guidance
* Networking skills. Ability to collaborate, cooperate and network effectively within a demanding, culturally diverse matrix organisation
* Operations skills. A “doer” and hands-on leader who likes to “roll the sleeves up” and get things done
* International exposure and mind-set, combined with cultural sensitivity and effectiveness in a multicultural environment
* Emotionally intelligent, persuasive and articulate, enabling cooperation and collaboration at all levels
* Accomplished ability to understand and operate effectively in a fast-paced environment
* Exceptional communication skills in all formats across all levels of the organisation
* Able to work across the organisation and engage and motivate all functions
* Highly committed to exceeding the expectations of internal and external project stakeholders
* A deep understanding of the sector, its regulations, and future outlook.
Required Competencies
* Understand the customer and the customer culture – including the motivations, freedoms/constraints, and expectations at all levels of technical, financial and user buyers
* Use this information, along with technical expertise, to produce solutions that meet the sector needs and advance the business
* Produce proposals of these solutions that capture this messaging, on both tactical and strategic levels
* Understand problems from multiple perspectives, in order to connect multi-faceted issues with clear and effective solutions
* Create and maintain collegiate, efficient, respectful and mutually valuable relationships with internal and external stakeholders
* Goal oriented with a strong focus on achieving sales targets and business objectives - driven by results and motivated by success
* Innovative and able to think laterally to develop solutions from first principles
Required Work Experience
* Proven success leading and contributing as a commercial manager in diverse projects ranging in scale from local to national impact
* Must have previously supervised or managed direct reports in a commercial setting, minimum of 5 years
* Proven success in developing new business opportunities, delivering on financial targets and service
* Experience and demonstrated success in working in a cross-border, international, matrix structure organisation
* Travel as required both domestically and internationally. Must have the ability for spontaneous travel. Must have a valid passport and ability to obtain visas as necessary.
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