Career Opportunity

Career Opportunity

Location

Flexible working based in UK or Republic of Ireland, Group/ Flexible

Commercial Director – Fridges & WEEE

Reports To

Managing Director Fridges & WEEE - hard line
Chief Commercial Officer -dotted line

Location 

Flexible location in UK

Job Purpose 

  • Responsibility and accountability for all commercial activity across the Fridges & WEEE material stream and for revenue and margin financial performance. 
  • To ensure we have a fit for purpose commercial structure and capability across the material stream to deliver on the material stream and commercial strategy within the external market. 
  • Responsible for the development of the non-M&A growth initiatives within the strategic plan.
  • Strategic account management responsibility for the compliance schemes that control the majority of inbound volumes. 

Summary of Responsibilities

  • The scope of the role covers:  Sales, Account Management, Business Development, Customer Services and Marketing for all current and future sites within the Fridges & WEEE material stream: Toomebridge; Perth; Environcom; Linwood; Duleek. 
  • Delivery of high performing process and metrics across the material stream in conjunction with the Head of Sales Operations. This scope includes sales, account management, customer retention, business development, pricing and price increase, bidding. 
  • Hard line management of the inbound sales team within the material stream.
  • Oversight for commercial best practice within offtake activities (sales; account management; contracting etc), recognising in some parts of the business this is currently executed day to day by line management. 
  • Responsibility for revenue and volume generation,  margin strategy and pricing execution, spread management, all delivered via the application of commercial best practice
  • Responsible for the initiation and development of the capex growth projects outlined in Strategy plan. 
  • Member of the Enva Commercial Leadership working group
  • Drive health and safety performance across your team and whilst on Enva sites. 
  • Market segmentation and wider market and competitor intelligence, in conjunction with Group Market Intelligence analyst, to feed into the market choices and focus for sales
  • Develop, implement, and deliver a commercial strategy to achieve the company goals and objectives that are focused on accelerating growth.
  • Commercial organisational structure change management, as required, to support the commercial strategy.
  • Direct responsibility for the strategic account management of compliance schemes and retail take back schemes which control the main inbound volume to maintain customer satisfaction and confidence in terms of service levels, accuracy of forecast and to identify opportunities for growth.  
  • Hands on engagement with key customers. 
  • Sales operations, including opportunity and pipeline management oversight supported by CRM platform
  • Local ownership of customer retention processes
  • Local ownership for mechanisms for customer feedback, via NPS and other channels
  • Pricing strategy and execution for new and existing customers
  • Raise the profile of the material stream by developing and maintaining our corporate image and promoting our brand to existing and potential customers
  • Local sponsor of CRM and MyEnva platforms, drive adoption of CRM 
  • Position Enva externally as an innovator and market leader for secondary materials from Fridges & WEEE. 

Interactions 

  • Establish and maintain positive relations and communication channels with the following key interfaces:
  • Managing Director Fridges & WEEE
  • Group Chief Commercial Officer
  • Fridges & WEEE: Operations, Finance, IT, HR, QHSE
  • Peer Group within Commercial leadership working group

Key Performance Indicators

  • Tonnages offtake and inbound
  • Fridges & WEEE revenue, gross margin and spread performance.
  • New Business Performance measured as volume and revenue and spread from new and existing customers
  • Customer retention / churn
  • Price increase process
  • Customer satisfaction/NPS rating scores
  • Credit Control performance
  • CRM adoption and usage levels
  • Return on Sales Investment (ROSI)
  • Delivery of capex growth projects in line with budget and timeline in Strategy plan
  • Non financial metrics:
  • Development of a commercial strategy and roadmap for Fridges & WEEE
  • Sales Operations change management
  • Business development project deliverables

Experience 

  • Minimum of 5 years leading a similar sized sales or commercial function in the wider business services industry
  • Waste, recycling, or sustainability industry experience is an advantage, but is not essential 
  • WEEE sector experience is an advantage but not essential

Technical Competencies

  • Demonstrable track record of commercial leadership impact
  • Strategic thinker with a hands-on approach
  • Strategic account management capability
  • Business development project experience. 
  • Sales Operations technical understanding
  • Customer value creation and solution sales expertise 
  • Highly numerate with strong analytic skills 
  • Excellent negotiation skills 
  • Excellent communication skills (written and oral) with ability to communicate at all levels

Behavioural Competencies

  • Strong collaboration skills
  • Self-motivated and resourceful  
  • Results orientated, with desire and tenacity to drive performance
  • A proven leader with excellent interpersonal  and team building skills 
  • Flexible approach to working

To apply, please send your CV and covering letter to caroline.hudson@enva.com.

No agencies please

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