Head of Bcp - Cannock, United Kingdom - Finning (UK) Ltd

Finning (UK) Ltd

Verified Company

Cannock, United Kingdom

2 weeks ago

Posted by:

Tom O´Connor

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Description

Company:
Finning (UK) Ltd

Number of Openings:
1

Worker Type:
Permanent

Position Overview:

Reporting directly to the Director Construction Industries this role will be responsible for the growth and management of our regional accounts.

Working closely with key stakeholders, including Caterpillar you will identify new customers, develop relationships, lead the development of account plans and deliver on our future growth strategies

Job Description:

Major Job Functions:

Develop and execute a multichannel, go to market strategy for the BCP business that delivers against growth targets 15%
Manage the subdealer network (ASSC's) to deliver against business growth targets, sales and commercial excellence and service excellence standards pertaining to the ASSC agreement
Drive participation and market share through leveraging the sales model, working closely with the sales leadership of both the internal and external sales teams, coaching for performance and identifying sales opportunities which deliver on the growth agenda.
Develop direct relationships with target accounts converting them into long term business partners.
Develop and maintain a strong digital presence for BCP to increase awareness with a particular focus on the small (retail) business sector.
To work with key stakeholders in the business (Product Management, Supply Chain, Finance, Caterpillar) and deliver the lowest cost to serve model for BCP across all channels, addressing product configurations, logistics / route to market options, pricing support programmes and profitability measures.

Competencies:

Customer Focus: Being successful means continuously paying attention to customer needs and adapting as these evolve. This heightens the importance of building strong customer relationships and delivering customer centric solutions.
Cultivates Innovation: Paying attention to what customers want and need new and improved products, services, solutions, and experiences. Taking initiative and collaborating with people who have diverse points of view. Embrace the mindset you and Finning are never done, never satisfied, never standing still.
Drives Results: Infusing the team and organizations with a sense of urgency. Creating a culture where organizational performance is always top of mind. Communicating a vision, setting priorities, developing and executing plans that achieve the desired outcome for Finning.
Courage: Being comfortable with the conflict that is inherent to being a champion of an idea or course of action. Meeting tough situations headon to constructively resolve them. Saying what needs to be said at the right time, to the right person, in the right manner to effect change.

Specific Skills:

Visionary outlook, able to identify opportunities and enhance Finning's customer relationship and reputation.
Highly skilled influencer and negotiator, able to build successful relationships with customers, networking both internally and externally.
Experience in the setting up and developing of subdealer relationships
Experienced in developing go to market strategies that have delivered on growth
Experience of developing digital marketing propositions and strategies for existing and prospective customers, desirable
Experience of developing tactics that drive brand awareness and lead generation
Demonstrable capability in developing a business from a low base

Knowledge:

Sales professional with 5 to 7 years of experience in a Senior manager role. Caterpillar or distribution organization awareness preferable.
Strong commercial acumen and responsible for strategic direction, 3 to 5 year timeframe.
Knowledge of the customer base is preferable

Accountability:

Selection, recruitment and onboarding of subdealers
Full accountability for the subdealer (ASSC) network ensuring they deliver on turnover, profitability and participation targets
Identification and assessment of alternative channels to exploit for BCP sales opportunities
Manage sales pipeline, from opportunity to execution to maximize growth of BCP equipment sales
Drive successful outcomes in tenders with major customers within BCP
Take full ownership for the development of the business plan within the AOP cycle, considering allocation of targets and resources to deliver the plan
Working with Marketing to develop the marketing plan to support sales activities
Accountable for sales revenues and profitability for the wider BCP business
Ensure participation targets for the wider BCP business are reached
To deliver market share growth (PINS)
Accountable for customer satisfaction measures within the business area and ensure efficient management of customer disputes

Education & Experience: