Brammer Group
Area Director
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Area Director
With a turnover of €3.15 billion, RUBIX is the largest supplier of industrial maintenance & distribution network in Europe. Present in 23 countries with more than 10,000 employees.
The role of the Area Director is to achieve company Sales, Margin and Trading Profit budgets & targets across all branches in their geographical cluster. Fully responsible for engendering a stronger sales and business development culture within their geographic cluster to support our growth objectives whilst enhancing the customer experience through demonstrable sales effectiveness and customer orientation skills. The Area Director is responsible for leading and coaching the teams within their cluster to deliver their objectives.
Key objectives and deliverables
Sales Effectiveness:
- Ownership of the:
- Sales effectiveness of the branch geographic cluster
- Trading profit performance of the cluster
- Gross margin generated from all sales within the cluster
- Responsibility for the cost P&L for the cluster
- Play an active role in the creation and execution of regional growth plans and across the cluster, understanding the strategy, taking ownership for new business development in partnership with the Regional Sales Director, and translating this into improved business performance
- Through regular 1:1s with external sales colleagues and regular review and analysis of available MI (e.g. CRM data), take responsibility for improving performance across all KPIs
- Consistent delivery of products to meet customer requirements through an optimal mix of centralised direct despatch and flexible localised delivery.
- Support the achievement of all contracted customer SLA's with specific focus on the achievement of contracted cost saving targets where required within the branch infrastructure.
- Forecasting from weekly/monthly to update the business on your cluster's current performance to working with the leadership team on budgets. This will be supported with internal data reports and cluster pipeline.
- Building Cluster Strategy plans to fit with the overall business strategy by analysing cluster results, opportunities and challenges
Customer Service:
- Enhance the customer service experience through all key touchpoints in the customer journey, drawing upon annual external/internal market research and through effective implementation and improvement of our customer service.
- Owning, developing and implementing action plans in response to our Customer Survey results to become the No.1 supplier of choice
- Customer facing where required to support sales, sales opportunities and other customer requirements
Leadership & people management:
- Play an influential role in the Regional Leadership Team, helping to shape the continued successful execution of our business strategy and supporting regional plans.
- Leadership of all colleagues in the branch team to drive productivity, growth and profit improvement, holding regular 1:1s with all direct reports to review individual performance against objectives, KPIs and personal development goals.
- Will provide regular coaching and development support to all colleagues in their team, to support each to deliver individual objectives and understand the broader regional and organisational strategy and goals
- Play an active role in the approach to colleague communication across the region and put in place structure to ensure that regular communications happen across the branches and colleagues receive the information they need
- Play an active role in driving positive employee engagement across their team, supporting the BBMs to deliver against their local engagement action plans and play an active role in delivering against the regional action plan.
- Take ownership for any recruitment, development and succession planning needs across the cluster
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Additional responsibilities
- Develop value added services through our technical and VMI teams
- Take ownership for all operational matters at all branches across the cluster, e.g. Health and Safety, Audit requirements
- Committed to delivering in line with our Group values at all times:
- Act with integrity
- Own & Take Action
- Stay curious
- Never settle
- Embrace perspectives
Key Performance Indicators (KPIs)
All KPIs will be agreed locally but will include a roll up of KPIs set for each branch, e.g. sales, GP, margin)
Competencies required
- Strong understanding of the Rubix offer and value proposition, with the ability to articulate this to a variety of stakeholders, adapting style and content to maximise perception in the market. Can differentiate the critical success factors for customers in variety of industries and sectors, relating these back to the Rubix proposition.
- Strong Leadership skills – Effectively creating and maintaining a winning culture within the teams to drive business performance and success, whilst also driving positive employee engagement with a genuine interest in the wellbeing of the team and supporting all individual personal and career development goals.
- Competence across all Rubix UK Sales and Sales Process key competencies:
- Identifying opportunities
- Closing opportunities
- Creating a territory sales plan
- Sales effectiveness skills (including effective communication skills)
- Discovery process
- Identifying needs
- Account development
- Customer Service Orientation - demonstrates a desire to work closely with customers to understand and address their needs and continually provide high levels of service. Consistently delivers on commitments, taking personal responsibility to ensure customer satisfaction is achieved at all times.
- People Management - Holds effective conversations with others about their performance. Provides clear expectations and directions to others, establishes parameters, and monitors performance over time. Shows a willingness to address performance issues and take clear action.
- Coaching - Supports and challenges, whilst positively influencing levels of motivation and self-esteem. Empowers others to perform at their best and creates learning and development opportunities.
- Results focused with a passion for winning. Willing to take tough decisions, drive for stretch goals and inspire and challenge.
- Confidence with a drive to challenge and develop the performance to the next level.
- Personal impact - An individual who will gain credibility and win respect across the organisation.
- A collaborative working style to ensure strong and collegiate relationships exist within other business functions – which will be a key to the success of our matrix organisation.
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Key Stakeholders:
- Regional Director
- Regional Sales Director
- National Key Accounts
- Regional Operations and Sales Teams
- Purchasing Teams
- Product Managers
- HR
- Suppliers
- Customers
Experience
- A proven track record in the business-to-business services market preferably in general management positions showing an operating knowledge of both sales and operational development.
- Demonstrable leadership experience in a process centric transactional business, experience of leading commercial and operational teams
- Clear change management knowledge encompassing culture change, training and development.
- New business planning, development and implementation to demanding customer requirements.
- Profit and cost centre management accountability.
- Commercial Sales and Key Account development.
- Extensive customer relationship management experience and a strong customer service ethos.
- Process awareness and system skills.
The Company
Rubix UK has a commitment to doing things differently for our colleagues and customers.
Today, Rubix Group is the clear market leader. Our customers include some of the biggest names in manufacturing, the SMEs that form the backbone of industry and everything in-between.
More than a mover of boxes, we use our specialist knowledge and technical expertise to deliver products and services that keep production lines moving.
Right now, across Europe there are 10,000 of us and counting. We've disrupted and we have grown, but we're not finished yet.
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