Roles and Responsibilities

Key Accountabilities Commercial Growth and Market Development Own and deliver the divisional growth plan, revenue budget and commercial pipeline. Identify priority sectors, client segments, channels and geographic opportunities aligned to KBC’s broader strategy. Personally originate, shape and close strategic B2B opportunities, including multi-site and longer-term service agreements. Build senior relationships with clients, prospects, partners and relevant industry stakeholders. Drive cross-selling into KBC’s existing client base and create joined-up offerings with other KBC and group businesses where appropriate. Establish disciplined prospecting, account planning, opportunity qualification, proposal and conversion practices. Solution and Product Commercialisation Translate technical services into client-friendly solutions that address real business, legal, operational and reputational risks. Package and refine offerings such as retainers, audits, legal compliance support, ISO implementation, safety systems, contractor-related services and advisory work. Define clear scopes, deliverables, service levels, pricing logic, rate cards and contract options. Develop recurring and scalable revenue models rather than relying only on once-off projects. Use client insight, competitor awareness and commercial performance data to improve the portfolio. Financial and Business Performance Carry accountability for the division’s income statement and agreed financial targets. Drive profitable revenue growth, gross margin improvement, cost discipline and productive use of people. Maintain reliable forecasts covering pipeline, revenue, resource demand, cash collection and delivery capacity. Approve pricing and proposals within delegated authority and ensure that commercial risk is understood before commitments are made. Provide concise monthly and quarterly performance reporting, with corrective action where results are off track. Client Value and Delivery Leadership Ensure a strong handover from sale to delivery, with agreed scope, responsibilities, timing and commercial assumptions clearly understood. Hold the team accountable for service quality, responsiveness, client outcomes and contractual performance. Act as executive sponsor for strategic accounts and resolve material commercial or delivery issues. Use client feedback, renewals and account growth as measures of value delivered. Maintain appropriate professional, legal and quality controls through suitably qualified technical resources. Leadership, Structure and Capability Build the organisational structure, roles and operating rhythm required for growth. Lead a performance culture based on accountability, pace, collaboration and measurable outcomes. Ensure the right balance of commercial, technical and delivery capability, using permanent, associate or specialist resources where commercially appropriate. Develop leaders and subject-matter experts while remaining clear on decision rights and performance expectations. Attract strong talent and address underperformance decisively and fairly. Governance and Executive Contribution Operate within KBC’s governance, approval, financial and risk frameworks. Ensure proposals, contracts, SLAs, claims and client commitments are commercially sound and properly authorised. Contribute to KBC’s executive agenda, strategic planning and group opportunities beyond the immediate division. Protect KBC’s reputation through ethical leadership, accurate representation of capability and reliable delivery. Core Performance Measures Revenue growth and achievement of budget. Gross margin and divisional profitability. Qualified pipeline value, coverage, conversion and sales cycle discipline. New client wins, recurring revenue and key-account growth. Client retention, renewals and service quality. Forecast accuracy, working-capital discipline and timely collection support.