Head of Commercial

Milton Keynes (Hybrid)

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 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.

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.

Role Requirements:

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

Competencies Required

• 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.