Due to continued growth we are recruiting for this brand-new role, Head of Commercial to join our client based in Crewe who are one of Europe’s largest providers of fuel cards, with 50 years of experience in the industry. With a newly appointed senior management team our client has ambitious growth plans for 2020. As Head of Commercial you will support the Commercial Director to ensure that strong relationships are built and maintained at a local country level with the relevant Retail Managers whilst also continuously seeking to identify commercial opportunities within each market and work both locally and across Europe to develop plans and follow through the execution of each plan. As Head of Commercial you will set the short, medium and long-term strategies of these relationships to maximise volume & revenue potential. Working with the Commercial & Product Director and the individual Country Directors, agree and deliver on the developed strategies for growth in this channel. As Head of Commercial you will have experience in a pan European Sales or Account Management role with a proven track record of successful contract negotiations. In return our client is offering a competitive salary, bonus, 25 days holiday, enjoy ‘perkbox’ employee benefits and have real opportunities to grow and progress with a forward thinking and innovative business.
We are one of Europe’s largest providers of fuel cards. We manage a range of flexible fuel cards in several key markets across the continent.
Our reputation is built on the highest standard of services. Our tailored fuel card solutions are designed to match the precise fuel needs of businesses and help improve fleet performance and efficiency.
From filling up at the pump, to managing accounts and monitoring driver performance, we have products and services to help keep businesses fuelled.
It is our ambition to diversify its proposition in each market to ensure that it gains a competitive edge in an ever changing and developing competitive landscape.
General Role Summary:
You will support the Commercial Director to ensure that strong relationships are built and maintained at a local country level with the relevant Retail Managers within our key account. This will include the attendance at twice yearly meetings in each country with each Country Retail Manager, our own Country Director and Commercial Director, the objective of these meetings is to collectively and collaboratively identify initiatives that will grow profitable volume for the programme.
You will continuously seek to identify commercial opportunities within each market and work both locally and across Europe to develop plans and follow through the execution of each plan. This will require you working with all functional teams across the organisation including Marketing, Operations and Sales.
As Head of Commercial you will set the short, medium and long-term strategies of these relationships to maximise volume & revenue potential. Working with the Commercial & Product Director and the individual Country Directors, agree and deliver on the developed strategies for growth in this channel.
The entire network in Europe is no longer owned by one supplier but instead managed by “Branded Wholesales” (BW’s) as Head of Commercial you will also be responsible for development of these relationships with the expectation of working in partnership with the Key BW’s to find mutual initiatives for driving increased volume and revenue growth. This will include the negotiation of supply agreements of products and services that fall outside of the commercial arrangements. Due to the obvious language challenges you will work with the Country Directors to secure these commercial arrangements
We are always looking for further opportunities to develop acceptance outside of the main Branded fuel stations, you will lead the negotiations in order to secure the optimum commercial terms for our card acceptance within these networks.
1. Exxon Relationship
a. Drive the agenda at twice yearly meetings in each country with the key stakeholders
b. Develop plans to work in collaboration to seek opportunities to drive volume growth in each market
c. Be the key point of contact for all Commercial discussions within the Exxon contract
d. Manage the relationship with Exxon to ensure that all agreed actions on both sides are completed on time
2. Reseller Strategy
a. Detail current reseller landscape to fully understand current performance and trends
b. Working with the Country Directors define strategy for each reseller
c. Execute against the strategy and plans for each reseller to agreed targets
d. Oversee all commercial negotiations with existing and new resellers
e. Identify new reseller opportunities, lead contact and delivery of new contracts
3. Branded Wholesaler Strategy
a. Detail current Branded Wholesaler landscape to fully understand key players and identify opportunities
b. Build relationships with key BW’s across Europe
c. Work with in-country sales teams to identify commercial opportunities with each BW
d. Develop strategy by country
e. Deliver strategy with Country Directors to agreed targets
4. Network Developments
a. Work with the Commercial & Product Director to identify key network expansion targets
b. Engage with targeted networks across Europe
c. Develop business cases for identified target network partners
d. Lead with negotiations to secure optimum commercial terms
e. See negotiations through to contract conclusion
Skills, Experience and Attributes:
What you get:
If you feel that this could be the right role for you then apply now and we’ll be in touch.