Malcolm Ross Email & Phone Number

London & Southeast

National Sales Director (England & Wales)

I was appointed to the role of National Sales Director Civils in January 2013.My role was to support my fellow Directors in terms of Budget attainment, and providing financial information to guide them, and support the MD with introducing better working practice. Key Resposibilities were;Develop key accounts National Construction Companies, and National.

Southern England

• Managing the external sales team in South of England
• Team of 8 Sales Reps with a collective budget of £32m
• I introduced KPI’s (Key Performance Indicators) in 2008 to ensure we performed in a contracting Market
• I developed a Key Account Management role, and worked with Colleagues within the group to support key Account/Framework Initiatives
• We saw our business achieve year on year growth from 2009-2013 in double digits every year.
• I was declared Head Office Employee of… Show more

Southern.

• Responsible for managing the Southern division of the company with 22 staff and a turnover of £6 millionKey areas of activity were;
• Grew Customer base by 25%, enhanced margins and managed key accounts
• Targeted and grew second tier distribution market (Supply other merchants such as JDP)
• Developed link selling model and opportunities
• Improved OTIF from 85% to 93%
• Created effective Key supplier partnerships (Business Plans shared goals)

Park Gate, Hampshire & Rowlands Castle, Ha, Pshire

• Attained Senior Manager Status, having run depots at Park Gate & Rowlands Castle.Rowlands Castle depot had been the regions biggest loss making depot, with significant issues around trading and stock maintenance.
• Delivered depot Budget and controlled the P&L accounts.
• Developed customer base by building strong relationships and focussing on the top & bottom 20 Accounts
• Introduced benchmarking performance, in keys areas (Service; OTIF, Pricing “Accuracy” & NOOSE)
• Implemented group pricing strategy (Pricing Template) against staff reluctance to change, managed change.
• Represented the region on the Keyline computer users group, understanding managers issues and relaying them to steering committee.

Southampton, United Kingdom

• I was head hunted for this role, during my time with Grahams my key resposibilities were;Delivered depot Budget and controlled P&L accounts;
• Retained the depots kitchen business that had been under threat (Service Improvements)
• Developed customer base by focussing on top 30 Accounts
• Introduced a supplier plan with the depots top ten Manufacturers.
• Introduced and executed cost reduction plans.

Camberley, Surrey

• Sales representative. Managing existing accounts and developing new business, B2C & B2B also significant work with British Gas.Key areas of activity were;
• Increased the customer base.
• Reactivated dormant and low spending accounts.
• Increased spending of the utilities, such as Water Authorities & British Gas.
• Improved trading with independent builder’s merchants B2B Skills.
• Secured more business from Major House Builders, Contractors & Sub contract