Scope of Role:
- Accountable for the operational and sales leadership and development of a specialist discipline team.
- Accountable for the overall direction and operational management of all business activities for your defined area.
- This includes responsibility for the delivery of a range of recruitment services and the development and performance management of all team members.
- Fully accountable for P&L and achievement of all business objectives and financial targets for defined area.
- Responsibility for upholding the values of the organisation and acting as an exemplary role model in all external and internal relationships.
- Lead from the front in the achievement of own individual fee targets and the generation of new business and ongoing client relationship management.
Accountabilities:
1. Corporate responsibilities
- Member of the defined area senior management team
- Leadership of strategic projects and initiatives across the defined area
- Responsible for leading and delivery on Professional Staffing or group corporate projects as agreed by Managing Director
2. Customers
- Identify and understand your customer needs within your defined market areas.
- Ensure that your defined areas recruitment services and USP’s are aligned with customers current and anticipated future needs
- Create and implement operational plans that win, keep and develop new clients
- Ensure continuous and appropriate regular activities that will maintain and build lasting relationships/networks with customers.
- Monitor the development of customer relationships
- Ensure customer information is shared across the wider business to leverage sales.
- Connect with other Adecco brands who have shared customers and share information
- Act as a brand ambassador for your specialist defined area/location internally and externally
- Identify, participate and represent your defined area/location in key internal and external networks and business communities
- Maintain awareness of market/legal changes/trends and impact of such on potential customers. Work closely with Managing Director and peers to provide solutions for customer in response to anticipated changes.
3. Business planning and Development
- Identify opportunities for local and national business and contribute to plans to ensure the opportunities are executed effectively to maximise opportunity.
- Identify trends and developments in services, prices and delivery models.
- Ensure competitor knowledge is current and that your defined area maintains competitive advantage
- Promote sales and growth campaigns across your defined area in line with the wider business initiatives
- Identify ways of cross selling and increase customer’s awareness of Spring and Adecco’s full product offering.
- Devise and implement innovative sales approaches working closely with Managing Director and peers
- Direct and execute an effective sales strategy for your business area (transactional and ‘solution selling’) inline with the overall business strategy.
- Make informed decision to improve business development strategy and goals to reflect market conditions. Liaise with other Directors and Managers to ensure consistent approach.
- Continually review the strategic and tactical business plan for your immediate business area to ensure that it remains effective.
- Contribute to the overall Spring Services strategy.
- Ensure relevant business knowledge is deployed, shared and retained within the overall defined area.
- Analyse headcount requirements and ensure the defined area is staffed for optimum delivery as per efficiency targets
4. Financial Acumen
- Identify opportunities and implement required change to improve and maintain profitability and other financial KPIs of the business.
- Monitor revenue and results versus budget for sales and profits
- Present and agree annual budgets and business plans with OD.
- Ensure compliance with corporate guidelines around liabilities, pricing and payment terms.
- Monitor pricing and spend with key client groups and address any adverse trends.
- Plan and review the operational costs associated with delivery of recruitment services in line with targets agreed
- Monitor key metrics across the business and produce sales reports accurately and within required timescales. Ensure timely feedback to OD regarding any risk.
- Ensure events and marketing activity throughout the region are budgeted and within agreed guidelines for the business.
5. Organisational planning
- Work in conjunction with back offices functions to ensure processes are in place to for your team to work effectively.
- Manage people, processes and systems capabilities within your business to meet both strategic and customer goals/requirement.
6. People Management and leadership
- Act as an inspirational and motivational role model, leading by example and effectively engaging all team members.
- Ensure that you have the right person in the right role at all levels throughout your defined area, provide support, coaching and development where needed but be uncompromising in maintaining and continuously developing performance and quality standards
- Provide effective and regular feed back and coaching, recognising and rewarding performance as well as addressing any under performance issues in a timely manner.
- Ensure that your own time is used effectively and constructively, being visible and approachable throughout the business and setting the pace that you expect others to follow
- Support, coach and manage performance of direct reports and their subsequent teams including setting performance targets, objectives and KPI’s.
- Act as an escalation point for direct reports
- Coach and direct the skills and personal development of direct reports
- Provide key talent with ‘stretch’ assignments to develop skills both within your immediate business area and across business
- Develop the mindset of ‘expert’ to ‘expert’ encouraging development through continuous self learning/networks.
- Ensure the continuous development of skills and career paths throughout your defined area
- Take responsibility for ensuring correct administration of all direct reports employment issues in collaboration with Group HR, including terminating employee’s contract, pay issues, disciplinary issues and grievances.
- Manage holiday leave throughout your business area to ensure continuous coverage
- Use appropriate delegation to ensure that you remain focused on working effectively as a leader
7. Recruitment and selection
- Work closely with Managing Director to attract and build a pipeline of future talent with succession plans for key roles.
- Continuously monitor recruitment and retention, take appropriate action/make changes where necessary.
- Work closely with group Talent Acquisition and L&D to ensure that your team gain full advantage from group resources
- Monitor and analyse turnover/absenteeism and take appropriate action to retain high performers
