Head of Regional Accounts South at Veolia Environmental (2023-08 – Present)
- Take overall responsibility for £38M revenue across the Southern Region
- To effectively manage a team of 15 Account Management Personnel, who in turn manage a portfolio of over 200 high spending accounts
- To lead and mentor direct reports
- Identify new and organic growth opportunities to increase revenue streams and grow portfolios across the team
- Ensure a first class customer centric account management offering is delivered to all customers by my team to deliver on all strategic milestones
- Interaction with key stakeholders to manage and deliver business innovation, best practice and strategic value projects across all relevant customer accounts and portfolios
- Take overall responsibility for the generation and growth of revenue across defined strategic accounts
- Maintain a strong P&L, ensuring working capital targets are met, with a continuous focus on reducing debtor days
- Encourage my team, and provide them with the skills they need to become an extension of the customers own team. Understand customer needs and requirements in order to ensure Veolia is perfectly aligned to be able to deliver the strategic vision
- To be an ambassador for Veolia within the industry and or markets, leading strategic conversations across multi customer formats
- To oversee all contract renewals, delivering a value proposition to customers covering financial, operations and CSR improvement, whilst also maintaining and improving the net revenue of services to Veolia
- To facilitate/explore strategic, technology-led developments and co-investment opportunities with customer Veolia teams(national / international)for differentiation/sector leadership/net-zero roadmap delivery
Senior Regional Account Manager at Veolia Environmental (2022-06 – 2023-08)
- Responsible for a diverse portfolio of 80 accounts totalling £12m gross revenue, ranging from Healthcare, Education, Retail, Manufacturing, to Leisure
- Managing a team of 4 Regional Account Managers
- Working with a network of 6 Veolia depots as well as a small network of 3rd party suppliers to ensure the effective, profitable service delivery across all accounts
- Maintaining service levels in line with pre-agreed contractual requirements
- Maintain a healthy P&L ensuring working capital targets are adhered to
- Oversee all renewals, to ensure business revenue is maintained
National Account Manager Accounts at Veolia Environmental (2021-10 – 2022-06)
- Responsible for a portfolio of 7 accounts within the retail sector, totalling £5M in value
- To deliver on all contractual KPI's, whilst ensuring excellent service levels delivered inside budget
- To develop B2B relationships to establish a solid platform to deliver organic growth whilst nurturing all working relationships to partnership status
- Effective stakeholder management to strategically plan and implement projects involving the correct network of stakeholders located around the Veolia network
Account Director at DS Smith Recycling (DS Smith Plc) (2018-11 – 2021-10)
Responsible for all National Retail Accounts including Morrisons, Co-op, Lidl, IKEA, Next, and many more.
- Responsible for a team of 7 Commercial Managers targeted at delivering the account strategy and maintaining a strong working relationship with customer and supplier
- Ensuring profitability and operational excellence across all accounts
- Contract negotiation
- Regular strategic meetings with senior buying managers across multiple large blue-chip retailers
- Oversee the Domestic and Export off take of 358K Tonnes of Fibre per annum
- Delivery and management of key customer projects, including the provision of detailed business cases, project plans and financial forecasts
Account Director – Tesco UK & ROI at DS Smith Recycling (DS Smith Plc) (2017-11 – 2018-11)
- Responsible for circa £35M of business including Waste & Recycling (UK / ROI)
- Negotiating strategic commercial arrangements and annual goals, aligned with customers environmental and financial objectives
- Reporting into the Commercial Director, responsible for a team of 5 Commercial Managers targeted at delivering the account strategy and maintaining a strong working capital position for the group
- Ensuring profit and open book targets are delivered
- Setting annual budgets for customers
- Negotiating strategic supplier agreements
Key Account Manager at DS Smith Recycling (DS Smith Plc) (2014-08 – 2017-10)
- Developed a project management process for Tesco UK & ROI aligning the activity over the various estates
- Developed and managed a governance process for Tesco UK, aligning ways of working for Tesco Buying & DS Smith Stakeholder Management teams
- Implement on-going customer contact strategies and manage constant change
- Proactively identified areas of non-performance and agreed remedial actions to resolve and implement changes
- Annual Price Negotiations
- Work with Senior Stakeholders & Suppliers to meet all KPI's
- Introduce projects and schemes for closed loop recycling and best practices
- Developing business relationships with subcontracts across the waste industry and achieving first class quality service at the best possible price
CSR Project Manager at DS Smith Recycling (DS Smith Plc) (2011-03 – 2014-08)
- Auditing Treatment Technologies to ensure compliance and suitability
- Compliance
- Developing Waste Legislation Timeline and upskilling Stakeholders within the business
- Acquiring an extensive understanding of the Anaerobic Digestion Network and Process
Customer Co-ordinator at DS Smith Recycling (DS Smith Plc) (2010-03 – 2011-03)
Working as part of a successful customer care team, providing excellent customer service across our entire customer base. Dealing with service disputes on a day to day basis and having to engage with Depots & third-party suppliers to coordinate collections nationwide. Here I gained an appreciation of the importance of first-class customer service within the industry.
Waste Broker at Biffa Waste Services (2007-03 – 2009-11)
Working as part of a small Brokerage Division to carry out work on behalf of Waste Brokers. The role entailed liaising between various brokers nationwide and the internal Biffa depot network to arrange and carryout collections nationwide. Here I gained a solid understanding of the industry and developed a thirst to remain and progress within the sector.
