As Head of Sales and Business Development – Contractor and Installer, you will lead and develop profitable growth across national accounts within a defined sector or product specialism. Reporting to Sales Director , you will build a future pipeline of high-value opportunities through a blend of account development, new business acquisition and scalable national initiatives. Your leadership will ensure customers with multi-site operations receive a consistent, high-value Rexel experience while driving market share, margin and contract profitability.
Key accountabilities include:
- Lead and coach a team of National Business Development Managers to hit growth targets and develop talent.
- Define and deliver the national growth plan and strategic roadmap for assigned accounts, building a future pipeline from existing relationships and new business.
- Segment and prioritise customers across multiple locations and identify scalable revenue and market-share opportunities.
- Drive execution and adoption of national initiatives across the branch network with clear handovers and coordinated implementation.
- Own commercial terms for national accounts: lead pricing and contract reviews, negotiate agreements (rebates, KPIs, payment terms), and manage renewals, variations and disputes to improve profitability.
- Lead national bids and convert multi-site prospects with tailored, supplier-backed propositions.
- Create account plans (forecasts, market analysis, growth strategies and profitability targets) and translate them into actionable regional/branch activities.
- Use market, competitor and customer insight to optimise strategies, reduce cost-to-serve and improve retention.
- Champion scalable solutions (e.g., Smart Stores, digital services) to boost retention, efficiency and share of wallet.
- Collaborate with Sales, Marketing, Category, Pricing and central teams to ensure a consistent customer experience and effective delivery.