Contract Lead
Reports To:
Strategic Contracts Director
Location:
Hybrid (Glasgow, Aberdeen or Chesterfield base preferred; see below for details)
Direct Reports:
None initially
Position Summary
As Contract Lead, you will manage and expand the relationship with a key strategic customer, ensuring delivery excellence across all business units associated with the contract. This is a busy, varied, and challenging position, ideal for someone with experience managing high-profile, complex B2B customer accounts. The role requires a dynamic, ambitious, and autonomous individual who thrives in a fast-paced environment, is eager to learn, and is passionate about exceeding targets while delivering exceptional service.
This role offers significant scope for progression, with succession planning in mind for future leadership opportunities.
Key Responsibilities
* Serve as the primary point of contact for the contract, developing strong, long-term relationships with key customer stakeholders and decision-makers.
* Lead the delivery of contractual obligations, including service levels, implementation of supply chain services such as vendor-managed inventory (VMI), catalogue implementation, and subsequent governance.
* Track and report on KPIs such as OTIF, product quality, savings, and catalogue compliance. Support monthly insights reporting and MBR pack development and delivery.
* Oversee the approved tools list, manage vendor relationships, and ensure catalogue expansion aligns with your customer's operational needs.
* Identify and implement opportunities for service improvement and growth, including procurement initiatives, packaging changes, and stock optimisation.
* Engage and develop relationships with internal stakeholders (Operations, Central Sales, Purchasing, Commercial, IT, Legal) to ensure seamless service delivery and contract compliance.
* Tailor solutions to meet the evolving needs of the contract, ensuring customer requirements and contractual obligations are met.
* Attend and contribute to key stakeholder meetings, monthly and quarterly reviews, and supplier engagement activities.
* Protect and grow the contract by identifying opportunities to increase relevance and reduce costs.
* Maintain awareness of industry developments and company strategy to ensure proactive, value-added service delivery.
Education and Experience
* Minimum of 3 years' experience managing strategic B2B accounts.
* Experience in the utilities, MRO, or industrial sectors is advantageous but not essential.
* Demonstrable experience in contract leadership, including VMI programmes, catalogue governance, and KPI reporting.
* Experience managing large-scale contracts and working with corporate clients and varying levels of customer stakeholders.
* Financially and commercially astute, with a solid understanding of company commercial models and finances.
* Consultative and strategic selling experience with a proven record of exceeding sales targets.
* Strong negotiation, communication, and presentation skills.
* High energy, self-starter with excellent planning, organisation, and time management skills.
* Demonstrates a strong willingness and ability to learn quickly and adapt to new challenges.
Technical Skills (Essential)
* Advanced proficiency in Microsoft Excel (including pivot tables, data modelling, dashboard creation, and complex formulas).
* Advanced proficiency in Microsoft PowerPoint (high-impact presentations for senior stakeholders).
* Strong analytical skills in assessing and interpreting customer business data; confident presenting operational/service delivery KPIs.
Location & Travel
* This is a hybrid role, but to ensure effective onboarding and ongoing support, candidates should be based within commuting distance of Glasgow (to work closely with the Strategic Contracts Director), Aberdeen (where the sales team for the contract are based) or Chesterfield (head office).
* Regular travel to customer and company sites across the UK is required, with some overnight stays.
Competencies
* Problem-solving: Generates effective and pragmatic solutions to new situations and challenges.
* Data analysis: Assimilates, analyses, and interprets data to provide clear action plans for efficiency, productivity, and quality improvement.
* Leadership: Demonstrates strong leadership and team-building skills, inspiring others to achieve shared objectives.
* Communication: Excellent communicator, able to influence and negotiate with a wide-ranging audience using various media.
* Process focus: Uses initiative to drive innovation and deliver savings for the customer.
* Resilience: Tenacious and able to work well under pressure in a dynamic environment.
* Integrity: Operates with integrity and attention to detail, proactively challenging bad practice and creating positive solutions.
Desirable
* Background and experience in the industrial, MRO or utilities sectors.
* Supply chain management experience and technical/product knowledge of MRO.
* Experience using SharePoint, Teams and Copilot (or other GenAI).
Benefits
* 25 days' annual leave plus bank holidays
* Enhanced family leave (maternity, paternity, adoption, shared parental)
* Company pension scheme with employer contributions
* Private health care and life assurance
* Performance-related bonus plan
* Company car or car allowance
* Business travel expenses reimbursed
* Employee recognition and rewards programme
* Employee Assistance Programme (EAP)
* Structured learning and development opportunities
* Flexible/hybrid working
This role is designed for someone with ambition and a view to progression. If you are a dynamic B2B account manager with advanced analytical and presentation skills, and you want to make a real impact with a market leader, we'd love to hear from you.