Interim Head of Commercial - Sunderland, United Kingdom - DB Arriva

DB Arriva

Verified Company

Sunderland, United Kingdom

2 weeks ago

Posted by:

Tom O´Connor

beBee Recruiter

Description

Arriva has a long history dating back to 1938 when the Cowie family opened a second-hand motorcycle shop in Sunderland, UK.

Little did we know it would become the first chapter in our incredible story that would see us grow to become a panEuropean passenger transport partner.

Today, we are diversified across 12 countries, holding leading market positions in many markets across the countries we operate in.

We are one of the largest transport services organisations in Europe, employing c.39,000 employees and delivering more than 1.2 billion passenger journeys every year.

Mainland Europe (ME) is a business unit with strong growth potential and opportunity.

To enable this growth agenda, ME is undergoing a major transformation and it has identified 9 markets that it considers core to the sustainability of a future business model, with the remaining markets currently undergoing divestiture.

The core Mainland Europe businesses have combined revenues of approximately €1bn and employing over 12,000 colleagues.

About the role

As our Interim Head of Commercial, you will play a key role in driving value and growth within our business unit and will be responsible for commercial activities across the portfolio.

You will support the Mainland Europe MD and Finance & Commercial Director in developing, defining and implementing our strategy as well as lead and develop the divisional commercial team, delivering critical financial and operational evaluation of business plans.

Working alongside country leadership teams, you will defend re-tenders of our current business and develop the pipeline of growth opportunities, ensuring alignment to strategic goals and performance targets.

This role offers flexibility on a base location and can reside in either the UK at our Sunderland or London office, or across Mainland Europe.

Key responsibilities include, but are not limited to:
Business development & strategy

Build and oversee comprehensive view of upcoming growth and renewal opportunities (incl. M&A) and prioritise opportunities within the business unit against set assessment criteria and strategy, in collaboration with Country Commercial Directors, Finance Directors and Mainland Europe Strategy Director. Lead preparation of tender pipeline and growth tracker.
Build comprehensive view of market landscape, customer demands and trends and share insights with divisional & central team to facilitate the development of portfolio strategy and opportunity prioritisation and to facilitate the development of commercial excellence in future bids
Create, update and maintain addedvalue content on the groupwide Commercial Hub and share good practice across the business unit
Through understanding and visibility of the tender pipeline, provide critical challenge and support to the country teams on capex prioritisation, bid assumptions, optimal pricing solutions and identifying opportunities and risks
Track ITT documentation and drive activity across the full bid cycle in line with defined standards, leveraging support from Centre and peers from other markets if required
Contract management and client relationship
Support country teams with mobilisation and delivery of contracts in line with specifications, evaluate against criteria, working closely with markets, and establish learnings across the Business Unit, define improvement actions and implement and track progress
Provide strong insight and review to country teams on their contract performance following mobilisation, identifying where performance is on/off track, leveraging best practice or identifying underlying issues and opportunities for recovery action
Own key account management process and support client relationship by developing and updating key account management plans, tracking progress on agreed actions and delivery against key account management plans. This includes supporting countries in undertaking regular Net Promoter Score surveys and managing associated reporting.

Leadership

Provide leadership and guidance on commercial processes across the Business Unit (e.g., account management, tendering strategy, mobilisation and contract management) and support other functions when needed (e.g. link to finance planning reporting team on capex spend)
Drive improvements across the Business Unit in terms of tendering, contract management and client relationship
Working with country leadership teams, assess and develop capability and capacity for commercial activity across the Business Unit
Successfully manage the performance and development of direct reports, identifying development and training needs and ensuring that these are met

Stakeholder engagement

Develop and maintain network of commercial peers across BU to facilitate bestpractice learning
Ensure the maintenance of strong and effective relationships with group functions, providing support where needed
Proactively collaborate with all internal stakeholders to align gro