Head of Commercial

Milton Keynes (Hybrid)

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Without Jungheinrich, your shopping trolley would probably be empty. Every day, our trucks move millions of goods in logistics centres globally.

Jungheinrich is one of the top three leading companies in the material handling equipment and Intralogistics sectors worldwide – and we are very interested in speaking with you further about your career.

Jungheinrich has evolved from a producer of forklifts to a manufacturing logistics service provider achieving an annual turnover of over £2.5 billion. Today, we employ over 14,500 employees, thereof in Europe alone over 800 sales consultants, as well as more than 4,200 mobile service engineers, maintain a close-knit network providing quality consulting and comprehensive service.

In short, your role within Jungheinrich will play a crucial part in providing the customer with complete peace of mind in managing their intra-company logistics.

Role Purpose:

• Lead, manage and develop commercial function of JH UK.
• Deliver a unified commercial strategy and actively contribute to implementing Jungheinrich’s 2030 growth strategy.
• Work in conjunction with Corporate and National Sales to grow business sustainably and profitably across all sales channels and to achieve deliverables in line with company strategy.
• Optimise sales performance through effective pricing strategies, pipeline development, customer-focused solution design and commercial lead contract negotiations.

Role Responsibilities:

• Lead, manage and develop the Commercial Management and Pricing & Tender Management functions.
• Develop and execute a commercial sales steering strategy, including margin management and performance insight.
• Provide commercial governance for ITS and Rental business cases and customer quotations across STR, LTR and RFM.
• Support equipment configuration, validate product specifications and drive product standardisation to improve efficiency, consistency and remarketing potential.
• Partner with the Rental and Used Equipment teams to implement value-based, market-relevant pricing strategies that maximise revenue, utilisation and margin.
• Partner with Sales leaders and their teams to produce accurate, consistent and customer-focused quotations aligned with market pricing for MHE and rental solutions.
• Coordinate tender completion and responses with Sales leadership while managing day-to-day operations in a demanding business environment.
• Collaborate with key stakeholders to improve customer response times and increase win rates in line with market conditions.
• Improve forecast accuracy and deliver agreed KPIs through proactive commercial management, performance monitoring and continuous improvement.
• Provide commercial input into sales processes and support sales teams with commercial and contract negotiations.
• Partner with Legal, Sales and Customer Service to develop and negotiate commercial term sheets and contracts that comply with company policy and secure profitable, sustainable customer agreements.
• Support sales teams with end-of-contract strategy and manage the Financial Services (FDL) return process.
• Review and recommend improvements to operational processes and policies to strengthen performance, manage risk and maximise sustainable business opportunities.
• Producing yearly budget and cost centre responsibility associated with running the Commercial function.
• Maintaining relationship and contact with relevant stakeholders in Group.
• In addition to the duties and responsibilities listed, you may be required to perform other duties assigned by line manager.