Head of Commercial

1 month ago

Washington, United Kingdom Walker Filtration Ltd. UK Full time

We have an exciting new opportunity at Walker Filtration for a Head of Commercial to join the team

The purpose of the role is to lead the commercial division of Walker Filtration. The mission is to strategically develop, grow and maximise our market position whilst achieving year on year profitable growth.

Responsible for developing and executing sales strategies, identifying new business opportunities and achieving revenue targets. This position requires exceptional leadership skills, a strong business acumen, and the ability to navigate complex international markets.

Reporting to the Group General Manager, and an integral part of the Senior Management Team, playing a pivotal role in driving the commercial success of the organisation, collaborating with other business leaders globally to support the company’s ambitious growth plans.

It will build key customer relationships at a strategic level to grow and diversify the business into industries, geographies and sectors that provide the business with long-term opportunities to support extensive revenue growth and strong profit margins. The role will be responsible for developing and leading a robust strategic commercial strategy, through undertaking a rigorous and thorough review of the external market and customer landscape, market and product research, data analysis and develop strategic recommendations.

This is a multi-customer facing role, with a significant amount of international travel.

***RESPONSIBILITIES**

**Sales Strategy**
- To be responsible for assessing the current position and recommending a clear strategic plan for future development. This will include product portfolio, sales planning and all aspects of the marketing mix.
- To develop a firm grasp of the differential between OEM and distribution business in order to develop the sales strategy.
- To produce and utilise a comprehensive sales analysis in order to inform and produce a robust sales strategy and commercial pipeline. The role will leverage the analysis available from the team as well as refining analytical tools and approaches.
- To deliver year on year sales growth for the Company in line with agreed budgets and strategy.
- To maximise growth opportunities with existing customers, looking for adjacencies with other products or to innovate new solutions in partnership with them.
- To lead the Sales team to ensure seamless account management of multiple key accounts across both distribution and OEM sectors.
- Develop and execute commercial strategies to drive revenue growth and achieve business objectives.
- Identify and capitalize on new business opportunities, partnerships, and market trends to expand market presence and revenue streams.
- Build and maintain strong relationships with key clients, partners, and stakeholders to enhance business development and customer satisfaction.
- Monitor market dynamics, competitor activities, and customer feedback to inform strategic decision-making and adjust commercial strategies accordingly.
- Drive pricing strategies, contract negotiations, and customer relationship management to optimise revenue generation and profitability.
- Collaborate with cross-functional teams, including marketing, technical, finance, and operations, to align commercial efforts with overall business objectives.
- Develop and implement effective commercial processes, tools, and systems to streamline operations and enhance efficiency.
- Provide regular reports and analysis to senior management on commercial performance, market trends, and growth opportunities.
- Stay up-to-date with industry developments and regulations to ensure compliance and leverage potential business advantages.

**Department / Business Unit Management**
- Lead and manage a team of commercial professionals, providing guidance, coaching, and support to ensure effective execution of commercial initiatives.
- To display strong leadership, development and engagement of the sales team to ensure delivery of objectives and targets.
- To develop internal systems to ensure that sales performance is constantly monitored and understood, not only within the sales department but across the organisation.
- To encourage and develop strong performance management across the team with annual objectives, progress monitoring and achievement with formal and regular reviews.

**Staff Development**
- To develop a continuous stream of talent to support our ambitious plans for growth.
- To act as a mentor and foster skills development of all departmental staff to address the current, and future needs of the business.
- To produce a professional behavioural model of customer contact and service to achieve world class customer service. This includes development of areas such as protection of intellectual property and an ethical approach to business.

**Group co-ordination**
- To work closely with the Senior Managers of Group Companies currently in the US and Japan to ensure that there is commercial harmonisation

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