Unipart Rail is part of the Unipart Group, one of Europe's leading independent logistics’ companies that employs more than 8,000 employees worldwide and has an annual turnover of more than £800 million.
We have a long heritage in the rail industry based on decades of experience, we have continuous improvement plans to embrace innovation in both products and business techniques to ensure that we remain the first and best choice for our customers.
We are seeking an enthusiastic and experienced Commercial Manager to work at our Crewe site.
Benefits
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Competitive salary
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Pension and death in service provisions for employees in pension scheme
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25 Days Hols (plus Bank Holidays)
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Employee Assistance Programme (EAP)
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Health and Wellbeing Initiatives
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Employee offers and discounts from various retailers
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Free car parking
As a valued employee of Unipart Rail, you can look forward to a varied and rewarding career with a company that holds the Investors in People accreditation and also world class status in employee engagement.
Main Purpose of the Role
Working as part of the Rail Commercial Team, this role will take responsibility for the sales growth of a selected group of Unipart Rail Customers. Focused on sales growth and the winning of new business, you will be required to work collaboratively with teams from across the business to ensure targets for sales, profit and growth are met. Principally focused on Infrastructure Rail Contractors, the position will require travel, sometimes at short notice, as and when required.
The role will be accountable for: -
Maintaining and developing sales, profit and growth for particular Unipart Rail Customers.
Understanding, articulating and selling Unipart Rail’s propositions with your customers.
Identifying and converting Business Development opportunities across your sector.
Identifying and managing sales forecasts for your customers/sectors
The nature of the role is varied and complex with extensive customer and market knowledge. It requires initiative and creative skills in growing and converting business leads and opportunities. Financial acumen is required to support the development and review of sales forecasts. The use of the customer engagement tools and application is essential.
The role requires considerable concentration, dealing with complex enquiries and sales leads. A consistently high level of quality of work is required to ensure new business opportunities are maximized. Travel is required for this role and sometimes at short notice.
This role is both reactive and proactive in the support of sales and lead generation across our customer/market base. You will be required to act with little supervision, however will be supported through your direct line manager as required. Requires the ability to report on targets achieved by self and across your customer base.
Qualifications & Education
Formal professional qualification is desirable
Experience & Proven Ability Required
Essential
Desirable
Technical and Behavioral Competencies
Commercial deal structuring.
Proposition development.
Proposal/bid creation.
Presentation Skills.
Negotiation and closing skills.
Facilitation skills.
UGC/UW knowledge and cross selling.
Contracts and legal terms.
Customer engagement system and competencies.
CRM knowledge.
Miller Heiman Blue and Gold.
High degree of numeracy skills.
IT Literacy.
Knowledge of supply chain activities.
Flexible.
Leadership.
Confident.
Performance Management.
Duties & Key Responsibilities
Health & Safety
Work in a safe manner, taking reasonable care for the health and safety of yourself and other people at work, following appropriate Health & safety guidance, training and company rules and procedures as appropriate.
Report any accidents, hazards or dangerous / unsafe behavior to your line manager immediately
Sales & Profit
Attendance at Strategic Reviews (Internal and External) supporting the Head of Business Development.
Achievement of sales targets, profit and growth for designated customers – both in sales and margins.
Understand, articulate and sell Unipart Rail’s product and service propositions.
Retaining and growing business from existing core customers.
Identifying and converting Business Development opportunities across the sector.
Undertaking financial analysis of all sales ensuring margins are maximised and profit delivered in line with plan.
Customer Engagement
Support and maintain the deployment of the customer engagement tools ensuring collaborative working practice.
Maintain the CRM system with all relevant customer information and opportunities.
Ensuring the maintenance and development of Account Plans / A3 Business Plans for all key/targeted customer.
Maintenance of extensive knowledge of market conditions
Other
Strictly no agencies and we would ask that agencies refrain from making contact with any of our colleagues and that no CVs are submitted to staff across the business. Any CVs sent will be at your own risk. We will reserve the right to engage with candidates directly having not, in any way, entered into your company’s Terms and Conditions.