Head of Commercial Vehicles

To lead the ongoing development and delivery of the  UK commercial vehicle strategy and develop and deliver the UK Commercial Vehicle proposition

To ensure that UK achieves the Annual Plan agreed with  Corp and actively contribute to the achievement of the UK Commercial Division’s targets and objectives.

Through the right CV proposition enable the Commercial sales teams to win more profitable (CV) new business and retain existing clients across all market segments (Corporate, Public Sector, International, SME and Indirect),

To work collaboratively with other UK Divisions to ensure that a CV expertise is in place in critical teams to develop the CV proposition and deliver CV fleet growth

To identify new markets and segments for UK (e.g: CV EV) and present the opportunities, investment & return.

To develop UK to become the accepted market leader in the LCV leasing market

To meet with key CV clients and prospects to improve loyalty and satisfaction and understand development opportunities.

To engage pro-actively with industry leaders from the vehicle manufacturers, converters, suppliers and partners to shape the creation of a relevant and market leading CV proposition, products and services.

KEY ACCOUNTABILITIES

SKILLS AND BEHAVIOURS

Role Specific 

• Define the strategy for CV fleet growth in SME and corporate markets
• Engage with other UK Divisions to drive forward the CV proposition – delivering operational and stragetic improvements
• Provide day-to-day leadership and management of the Commercial Vehicle Team
• Develop appropriate and relevant training for teams
• Develop appropriate and relevant training for all UK employees to have a minimum acceptable level of CV knowledge
• Identify new markets and new profit opportunities
• Provide commercial vehicle expertise and advice to customers, prospects and internal colleagues
• Work with the sales teams to maximise customer loyalty and retention of  CV customers
• Attend customer and prospect visits where required to enforce, demonstrate, promote and sell the CV proposition
• Attend industry events and maximise the opportunity to present through keynote guest speaking and presentations
• Provide the New Business team with collateral to respond successfully to  Tender responses
• Promote CV Fleet Consultancy for customers, prospects and internal colleagues
• Organise CV / BCF Clinics and Forums for UK customers and prospects

Job Family: People Manager (Grade 3)

Demonstrating the  Service Style (Level D)

Recognise customer & colleague needs and provide a consistently high level of service that exceeds all expectations.

Business Awareness (Level D)

Identify how to expand business activities; looking for opportunities.  Also to define the business direction for a client business or client group, internally/externally.

Making Decisions (Level D)

Investigate and analyse issues objectively and make sound decisions that maximise opportunities for the business.

Building Relationships (Level D)

Develop and build productive working relationships internally and externally to deliver value for customers.

Communicating Effectively (Level D)

Convey messages in a confident and engaging way; listen and share information to create openness and joint understanding.

Driving for Results (Level D)

Own issues; be energetic and resilient and take action to make things happen through to their absolute completion.

• Work with Marketing colleagues to ensure an effective marketing programme for customers and prospects including attendance and presence at relevant industry shows and events
• Ensure effective communication and understanding of current and future commercial vehicle legislation and compliance
• Actively network with key industry players and gather and present market and competitor intelligence
• Present  Commercial Vehicles in the CV marketplace through high profile market leading activities

Relationship Management 

• Build relationships and develop the trust of the customer.

People Management

• Accountable for the performance management of employees within defined area of responsibility, including completion of reviews within  Performance Review process.
• Responsible for ensuring that employee development needs are recognised and supported and that ongoing development is encouraged.  This includes championing and supporting the use of Individual Development Plans (IDP’s).
• Responsible for all aspects of resource management within defined area of responsibility, including planning, resourcing and recruitment.
• Manage all aspects of employee related budgets and headcount plans ensuring balance between cost efficiencies and work requirements.
• Adherence to the Company’s Health and Safety Policy ensuring all employees, within areas of responsibility, are compliant under the same policy.  Ensuring that a safe and healthy working environment is encouraged at all times.

Financial Control 

• Responsible for managing within an agreed budget

Reporting & Systems (including Service Level Agreements - ‘SLAs’)

• Meet all agreed SLA’s and Key Performance Indicators (KPI’s).

Delivering Great Service

• Maintain a high level of service focus, ensuring  Service Style is adopted and supported at all times.
• Keep abreast of market conditions and specific industry and organisational changes.

Developing/Empowering People (Level E)

Lead others by means of a framework of allocated responsibilities, to develop performance, contribution and overall potential to ensure the business has the people to meet its current & future needs.

Team Building (Level D)

Participate fully in the team and create an environment in which team members and colleagues collaborate and deliver common goals.