Commercial Director - Certa

Certa Ireland (https://certaireland.ie/about-us/) is a wholly owned subsidiary of DCC plc and is part of the Energy Division of the Group. We were born out of the combination of successful Irish energy brands. We are one of the country’s leading home heating oil, commercial fuel, and agricultural diesel suppliers, in addition to other business divisions including retail forecourts, fuel card services and lubricants. In recent years Certa Ireland has grown with the acquisition of Campus Oil, Jones Oil, two lubricant businesses, the establishment of the Certa forecourt network and the acquisition of a Solar business. What unites each of these brands is a powerful entrepreneurial spirit, a culture of high performance and agility and is underpinned by exceptionally strong customer service. 

DCC plc is one of Ireland’s most successful organisations, operating in various sectors including Energy, Technology and Healthcare. With annual sales of over €18 billion, and operations in 21 countries spanned over 3 continents, DCC employs more than 15,400 people around the globe. Being a part of our parent company means that while we retain the agility and local resonance of a smaller organisation, we also benefit from the strength and scale of our parent company.

Principal Objective of Position:
Lead and manage the Commercial function across Certa Ireland, ensuring the delivery of all activities associated with Sales, Marketing and Pricing.

Key Responsibilities:
Commercial Leadership

• Define, execute, and measure appropriate strategies and to maximize revenue and increase profitability across all in scope sales channels (this includes a central call centre operation, retail customer-facing representatives and B2B business development managers)
• Design and effectively manage the Certa customer proposition and customer experience for all channels.
• Manage pricing by monitoring market movements, costs, competitors, and product supply and demand.
• Design and develop strategies to build and grow a low carbon fuels product range to support the energy transition.
• Act as the custodian for the Certa brand by defining and executing an appropriate Marketing Strategy that supports increased market share and brand recognition.
• Monitor the competitive landscape for market trends and developments, adjusting commercial strategies accordingly.
• Identify data, internal intelligence, tools, and systems required to support sales and marketing organisation.
• Optimise the cross-selling opportunities across Certa through working with colleagues in Lubricants, Solar and associated functions.
• Work and collaborate with internal stakeholders in Operations and Supply to manage product supply, replenishment, and costs.
• Mange the Commercial budget and associated costs.
• Develop, monitor, and improve daily / weekly sales measures, metrics and KPI’s.

Team Leadership

• Lead, motivate and manage customer facing Commercial teams including Domestic, Small Commercial, Large Commercial, Retail, Customer Service, Fuel Card, and the Depot Network, to deliver excellence in customer service.
• Lead, motivate and manage the Pricing, Marketing and Sales Enablement teams to support customer facing functions to provide excellence and achieve business objectives.
• Develop and drive a high performing sales culture through clear objectives setting and feedback that include both financial and non-financial targets.
• Champion the development of commercial teams to enable succession, development, improved bench strength and line manager excellence.
• Create and role model a culture of inclusion, diversity, and high engagement across the commercial team.
• Coach and develop line managers to support the achievement of business & individual objectives.
   

Senior Leadership

• Partner the MD and Senior Leadership Team to drive organisational performance while creating the right culture to enable sustainable commercial growth.
• Translate strategic and tactical business plans into Commercial strategic and operational plans. Ensure Commercial activities align to deliver Certa’s desired culture, mission, vision, and values.
• Be a key contributor to the Senior Leadership Team, promoting and role modelling leadership behaviours and Certa values.
• Develop and understating of all business functions and contribute to the creation of a collaborative and high performing business.
• Champion activities that support the development and embedding the Certa values including prioritising the safety and wellbeing of all colleagues.
• Understand key business issues, objectives, and drivers, and support initiatives that address current and future business challenges.
• Participate in DCC activities as required at a UK&I, DCC Energy and Group level. Ensure Commercial practices at Certa align to DCC vision and objectives.

Core Competencies:
Education & Experience

• Bachelor's degree in business or equivalent.
• Considerable experience operating as a member of a Senior Management team, preferably leading a sales function (ideally in a B2B and B2C environment).
• Experience in a large and complex organisation desirable.
• Experience of managing multiple sales channels.
• Demonstrated ability to translate complex market and customer needs into sales strategy that delivers business objectives.
• A strong record of demonstrated senior leadership skills, leading, and managing people and change.
• Experience of leading large and diverse teams to deliver business goals and objectives.
• Demonstrated commercial acumen - proficiency in strategic and financial analysis.
• Experience with various CRM systems an advantage.