Head of Commercial

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

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 14500 employees, thereof in Europe alone over 800 sales consultants, as well as more than 4200 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.

• 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.

• →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.

Skills:

• An experienced Leader / Manager with specific experience within B2B and Rental industry.
• Excellent communication skills both verbal and written. 
• Presentation skills and ability to sell Jungheinrich Business Model.
• Ability to work under pressure, putting the customer at the heart of what we do.
• Strong commercial and analytical capability, including pricing, margin, utilisation, pipeline and forecasting analysis.
• Strong negotiation and proposal development skills, with the ability to structure commercially robust customer solutions.
• Demonstrated ability to influence cross-functional stakeholders within a matrix environment, without direct line management authority.
• IT literate.

Qualifications:

• Degree in Business Administration, Economics or similar.
• Professional training, or evidence of continued development, in commercial management, pricing, sales or a related discipline would be advantageous.

Experience:

• Evidence prior Sales experience.
• Experience within rental, used equipment, fleet, asset-based sales, or a comparable commercial environment would be highly beneficial.
• Demonstrate an excellence business knowledge and commercial awareness

• Strong interpersonal skills.
• Act as role model: decisive, problem solving, decision making.
• Create added value: balance risk, entrepreneurship, create opportunities.
• Take responsibility: trustworthy, reliable, bring thinks to close.
• Analysis / Business Acumen / Customer Orientation
• Leadership skills, including the clear setting of targets and objectives.
• Influencing / Negotiation / Accountability
• Drive and determination
• Initiative / Communication / Passion
• Integrity / Respect
• Applies sound commercial judgement, with a strong focus on profitability, pricing discipline and sustainable growth.
• Uses data and insight to interpret trends, challenge assumptions and convert analysis into action.
• Demonstrates a continuous improvement mindset, focused on enhancing customer response, commercial conversion and sales growth.