AddressJob Advert
Job Summary:
As the Head, Commercial Development (HCD), you will lead a Commercial Development team to meet and exceed sales & profit targets for Evertaste Ltd accounts.
Using your extensive commercial acumen and leading by example you will recruit, develop, and retain high calibre commercial management talent. While ensuring the team achieves goals by developing and delivering business strategies for retaining current customers, increasing sales to current customers, developing business opportunities with new customers. Where required, you will provide coaching / guidance to support business development initiatives including tenders (RFQ/RFP etc.). Working within company guidelines, plans and budget parameters you will liaise with the Operational and other team members; to ensure effective service delivery for customers and meet regularly with customers and strategic suppliers to ensure their needs are met. Through accurate reporting and analysis, you will be responsible for identifying and understanding trends/influences thus enabling the senior management team to make informed business decisions. In this role you will be required to be flexible to travel occasionally, on short notice.
Key Responsibilities:
- Lead the team to ensure delivery of sales and account contribution in line with annual plans and targets.
- Responsible for the departmental P&L for key accounts within Europe.
- Along with team members, meet with key customers and suppliers on a quarterly basis to discuss performance and plans.
- Coach and support the negotiation and strategy with Key Accounts and suppliers driving team responsibility for key decisions.
- Support the development and maintenance of Commercial relationships with customers and suppliers.
- Conduct and evaluate market research to ensure implementation of innovative ideas and the development/introduction of cutting-edge products that appeal to current and new customers.
- Understand and analyse current trends/influences and present key factors / recommendations to the senior team when required.
- Guide the team to deliver accurate, regular performance, financial and volume forecasting and reporting for the accounts, considering the market fluctuations and business variations.
- Contribute to and work collaboratively with immediate team and with wider business teams and relevant counterparts within the groups and external organizations where appropriate.
- Support business development initiatives in the region including tenders (RFQ/RFP etc.)
- Ensure business case and pricing models are approved and adhered to as per Company requirements.
- Supervise the team as they project manage implementations, involving the operational team and others as required to ensure an effective transition from concept to operation.
- Motivate and inspire team to continuously improve and deliver the customer requirements.
- Act as a role model for the team and coach and support the operational team where required.
- Provide monthly reports for the senior management team.
- Lead the team in securing new business and driving revenue opportunities.
- Research new and innovative leads, network and connect resources.
- Influence and persuade senior decision makers using effective relationship management and negotiation skills.
- Write, review and close contracts in conjunction with the gategroup legal team.
- Lead and guide the team in dealing with unexpected situations or last-minute changes using initiative, creative solutions, and flexibility.
Qualifications and Experience:
Education:
- Educated to university degree level OR relevant work / industry experience
Work Experience:
- Extensive experience in strategic sales, commercial account management or business development, preferably with exposure to/understanding of airline catering.
- Demonstrable track record in sales and customer account development
- Previous experience of leading teams of direct/indirect reports
- Experience in catering/food/logistics markets, preferably within Europe
- Extensive international business experience and cultural understanding required.
Skills & Knowledge:
- Understanding and working knowledge of Supply chain management
- Understanding of the Airline Industry
- Ability to coach / mentor the team to develop them in turn increasing productivity and enhancing morale.
- Ability to work efficiently using own initiative to resolve issues.
- Highly numerate (to interpret and produce financial plans, account profit, margins, etc.).
- Superior data and business analysis and reporting skills.
- Ability to work under pressure and to tight timescales.
- Proactive and flexible attitude.
- Must demonstrate integrity, confidentiality, and professionalism always.
- Effective verbal and written communication skills in English, other European languages would be an advantage.
- Ability to work under pressure and to tight timescales, prioritising as appropriate
- PC literate with strong skills in MS-Office suites
About the Company:
Evertaste is an expert in convenience food, serving customers in the airline, train and convenience-retail industries that need packaged-product solutions around the world. With a full range of ready-to-eat choices (from sandwiches to boxed-meal concepts), Evertaste offers creative solutions of the highest quality in any temperature range. The company’s key strength is its flexibility to create and deliver tailored and individual solutions for any customer. Through its expertise in product creation, state-of-the-art manufacturing, supply-chain management, as well as product brokerage and licensing, the company transforms ideas into smart and tasty food offerings.
