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.
At Rexel, we prioritise hiring individuals based on behaviours and potential rather than formal qualifications. The behaviours and capabilities that will set you up for success as Head of National include: DRIVES RESULTS - Consistently achieving results, even under tough circumstances MANAGES AMBIGUITY - Adapting approach and demeanor in real time to match the shifting demands of different situations/ operating effectively when things are not certain or way forward not clear DRIVES VISION AND PURPOSE - Painting a compelling picture of the vision and strategy that motivates others to action BUSINESS INSIGHT - Applying knowledge of business and the marketplace to advance the organisation’s goals DRIVES ENGAGEMENT - Creating a climate where people are motivated to do their best to help the organisation achieve its objectives DEVELOPS TALENT - Developing people to meet both their career goals and the organisation's goals You will be a market expert in the National Contractor and Installer sector, bringing short- and long-term strategic plans to accelerate growth. You combine strong commercial acumen and proven business-development leadership, having delivered measurable results in national account management with sharp analytical skills to interpret sales data, identify trends and design retention-focused solutions, and the negotiation ability to secure and influence national agreements and pricing strategies.
At Rexel UK, we’re all about welcoming people from different backgrounds, experiences, and perspectives because we know that diversity drives fresh ideas and great results. By coming together as one team, we’re building a high-performance culture that not only drives success but also creates real value for our customers and communities. Creating an environment where individuality is celebrated and creativity flourishes, we're making sure everyone feels supported and confident to be their best.