Commercial Manager - Tankers

Biffa Waste Services ,
Birmingham, West Midlands
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Overview

Job Description

Biffa is currently looking for a Head of Tankers and BIC (Biffa Industrial Cleaning) with flexibility to work nationally to provide leadership and direction with regards to the development and implementation of the Tanker and BIC business strategy. The successful candidate will be required to commercially drive the desired organic growth to target annualised revenue, whilst maintaining (and improving, where possible), current margins. The candidate will also lead the business unit commercially and operationally and have the ability to work with all key stakeholders across the Group as this will be vital in identifying all business opportunities where we can maximise upon value added sales opportunities. Principal Accountabilities * Achieve and exceed period, quarterly, annual targets in accordance with all company procedures and codes of conduct. * Implement the necessary action plans to achieve and exceed the targets. * Maximise business opportunities with new customers through the entire Biffa network, the BDMs the Accounts Managers, the I&C team, the IRM team, and the Transfer stations/Treatment sites. * Maximise and improve the retention and contract renewal of the existing customer base through the delivery of excellent customer service and the development of robust customer relationships, working with the Sales Teams to ensure that customers are visited on a regular basis, service levels met and exceed expectation, customer requirements are clearly understood and met, and that all business opportunities are explored. * Monitor and review performance and KPIs, including sales pipeline, new business generation, margin, profit, Allied Sales on a daily, period and on-going basis. * Visit customers to review Biffa performance, obtain customer feedback, identify on-going requirements and opportunities and resolve any issues. * Lead, develop, and motivate the team through effective, regular communication, direction, coaching and training, feedback and review, and continuous guidance and support. * Ensure that staff are appropriately trained to a competent level prior to carrying out duties unsupervised, and that on-going training requirements are addressed in a timely fashion. * Actively monitor and manage the business pipeline, forecasting accurately and ensuring that targets are met. * Work proactively with all teams with the specialist division including treatment, CS, Technical, IRM and Transport to ensure a smooth customer journey. * Identify and develop new customer relationships within the Tanker and BIC business. * Develop pricing strategies to deliver sales margin performance. * Develop and maintain strong business relationships with all areas of the business, maintaining effective communication channels and working together to resolve issues and maximise customer service and sales. * Participate in Company business meetings, training and corporate events as necessary. * Any other duties reasonably requested, and which are within the scope, spirit and purpose of the job. Nature and Scope This post is responsible for the effective delivery of the Tanker and Biffa Industrial Cleaning sales strategy, maximising business efficiency through effective resource planning and driving a sustainable and viable business pipeline, actively monitoring and managing the forecasting and ensuring that targets are met, working with, the wider Specialist Services business. The role holder will have input into the business plan and support the annual budgeting process. The role holder will be support, coach and mentor the wider team within the specialist services business and account management team to ensure best in class solutions are presented in a clear, concise and understandable way. The Head of Tanker and BIC needs to have an extensive understanding of commercial and financial principles. Views issues in terms of costs, profits, markets and added value. Looks for opportunities to add bottom line value, with the ability to detect and manage risk. Numerate and detail conscious. Able to create KPIs and sales metrics and then convert these into action. Demonstrates a holistic view of issues, events and activities, with a perception of their longer-term impact or wider implications. The role holder should have an understanding of the legal framework for classifying, transporting and disposing of hazardous waste including safe control of any associated hazards. Ensuring that health and safety is considered from the point of sale. Person Specification * Educated to GCSE level or above in Maths, English and Chemistry. * Previous experience in a Tanker sales environment. * Proven leadership and line management experience. * Knowledge and experience in Tanker or Industrial Cleaning sales. * Experience in service delivery. * Experience of leading a team and change management. * Understanding of Waste legislation desirable. * Knowledge or Chemical compatibilities and Tanker knowledge. * Excellent leadership and people manage

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