General Manager

Exertis (UK) Ltd.; United Kingdom; On-site; GBP 150,000 - 200,000; Full time

Job description

Flogas Britain is one of the largest distributors of off-grid energy in the UK and has 40 years’ experience of providing solutions to both commercial and domestic customers, principally in the form of liquid gas. The business has a longstanding record of organic growth driven by new installations, underpinned by a strong technical engineering expertise and capability, which combined with several bolt-on acquisitions has resulted in its market share increasing from 10% to over 30%.

The business is at the forefront of the energy transition having developed a prominent track record in converting customers from higher emissions fuels to lower carbon and cleaner solutions for the last decade and is now well placed with a significant range of opportunities to develop and diversify into New Energies into the future in line with our 2040 vision to provide 100% renewable solutions to customers.

Flogas has been highly acquisitive in executing this strategy, investing over £50 million in the recent acquisitions of Protech, DTGen and Equity Energies, bringing together a compelling proposition of products, technologies, and services to support customers in navigating their energy needs through the transition and to execute their strategies regarding energy cost, security and carbon emissions on their own pathway to net zero.

Flogas Britain has revenues of around £400 million and employs over 1,500 people across its multi-site operation across Britain with its headquarters in Syston, Leicestershire.

JOB PURPOSE

The Head of Commercial Bulk is a key role within the wider sales function of Flogas Britain. Leading the largest sector by volume and profit, you will be responsible for an existing portfolio of customers ranging from SMEs through to large, high-profile key accounts.

Building on long-term sustained growth, you will set out and deliver the next stage of the Commercial bulk strategy, supporting the Flogas energy transition journey to provide 100% renewable solutions by 2040.

With an expanded portfolio of Energy products and services to offer new and existing Flogas customers including future renewable liquid fuels, one of the key drivers to success will be up/cross selling, achieved through:

1. Developing the sales team skills and knowledge
2. Building new commercial frameworks
3. Creating effective sales processes
4. Identifying and targeting new markets and customers.

Balancing the delivery of strong margin management when retaining existing business alongside the generation of new business will be key to achieving success.

Achievement of key KPI’s will be through leading and developing a team of field-based sales managers and sales professionals, driving the performance, improving the effectiveness of the sales process whilst enhancing the skills and competencies of the team.

Working collaboratively with colleagues across the business you will support the delivery of best-in-class service to your customer base to strengthen trading relationships further.

ACCOUNTABILITIES

Development:

1. Be responsible for the creation and execution of the Commercial Bulk sales strategy supporting Flogas Britain’s corporate objectives.
2. Contribute to the go-to-market plans for new energies including technology, services and future renewable fuels.
3. Develop profitable customer (existing and new) propositions that include the expanded portfolio of technology and services, plus future renewable fuels, to continue to grow market share.
4. Identify new emerging markets and create the up/cross functional propositions to capitalize on these opportunities.
5. Continually assess and develop the end-to-end sales and customer relationship management process.
6. Lead sales initiatives and be a key contributor to cross-functional change/improvement programs.

Leadership:

1. Provide strong, visible leadership and direction – being a role model for the company values.
2. Full leadership responsibility for a team of 4 direct reports and 20 indirect reports.
3. Allocate resources effectively to both manage the day-to-day and develop future sales pipeline.
4. Support the development of the team, enhancing skills and capabilities, identifying and managing talent whilst succession planning.
5. Support the development of commercial capabilities throughout the organization, being a champion for the customer to drive new sales and increasing customer retention through improved customer experience.

Operational:

1. Achieve sales targets (volume, revenue and margin) through the retention of existing and acquisition of new customers.
2. Support the development of operational and marketing plans to deliver volume and customer growth.
3. Work collaboratively across the business to share insight, respond to changing market/customer demand through the development of customer and service propositions.
4. Plan, forecast and co-ordinate business plans for the sector.
5. Ensure that all team activities comply with corporate policies and legal guidance.

JOB HOLDER REQUIREMENTS

1. Proven sales leadership with a track record of exceeding targets through a team.
2. Emotionally intelligent with the ability to build engaged, motivated and effective teams.
3. Experienced in coaching, training and developing people, identifying talent and succession planning.
4. Experienced in change management and shown the ability to adapt to changing market conditions.
5. Exceptional communication skills, both written and verbal with the ability to influence people at all levels of an organisation.
6. Ability to work autonomously, developing, communicating and executing multiyear sales and sector strategies.
7. Can demonstrate management of competing priorities including strategy, P&L ownership, and people management in addition to the day-to-day.
8. Has experience of being able to process and analyse financials and data that drives decisions on strategy, commercial frameworks, resource allocation, forecasting and the setting of budgets.

ESSENTIAL TECHNICAL SKILLS

1. Sales skills – consultative and solution selling.
2. People management skills.
3. Mentoring, coaching and people development.
4. Key account management.
5. In-depth understanding and experience of sales processes and techniques.
6. Excellent negotiation skills.
7. Ability to build strong relationships.
8. Decision making and problem-solving skills.
9. Communication written and verbal.
10. Business/Market Development.
11. Strategy development and thinking.
12. Cost Centre Management.

Flogas Britain is committed to driving diversity and inclusion across its workforce, striving to attract and develop the best talent regardless of gender, age, sexual orientation, disability, ethnicity or any other factor, and building a diverse and supportive culture of respect and fairness for all. Candidates of all backgrounds are encouraged to apply.

Furthermore, Flogas Britain embraces flexible working and understands that we all have commitments outside work. We want to work with you to find a working pattern that both allows you a great work/life balance and allows us to provide an excellent service to our customers. If you feel that you would benefit from working a different pattern to that advertised, we encourage you to talk to us about this during the recruitment process.

Candidates with different flexibility needs are encouraged to apply.