Head of Retail
Ritchie Bros. · Breda, Noord-Brabant, Netherlands · hybrid
Reports to: VP Marketplace
Location: International (APAC or EMEA)
Position Summary
The Head of Retail International is responsible for establishing, scaling, and leading RB’s International Retail business as a standalone business unit focused on the acquisition, ownership, value enhancement, and direct resale of equipment.
The Retail Business Unit will operate independently and owns its P&L, inventory, workshops, and retail sales organization while leveraging RB’s global infrastructure, customer network, and operational capabilities. The business acquires and owns equipment inventory, creates value through inspection, refurbishment, preparation, aftermarket support, and customer-specific services, and delivers sustainable returns on invested capital.
Reporting to the VP Marketplace, the Head of Retail International will build and execute the growth strategy, oversee all commercial and operational aspects of the business, and develop a high-performing organization capable of generating profitable growth across international markets.
Key Responsibilities
Business Leadership & Strategy
- Develop and execute the International Retail strategy, aligning business objectives, growth initiatives, and operational priorities with RB International's overall growth ambitions.
- Establish and scale the Retail business into a high-performing, profitable, and differentiated business unit focused on sustainable long-term value creation.
- Leverage the existing Retail platform as a foundation to expand the business, designing and implementing scalable operating models, commercial strategies, and best-in-class business processes.
- Identify and capitalize on market opportunities, customer segments, and emerging trends across construction, mining, quarrying, rental, and export markets.
- Build and implement effective governance structures, performance management disciplines, and operational frameworks to support business growth and accountability
Full P&L Ownership
- Lead strategic planning and execution, ensuring the business achieves profitable growth while effectively managing inventory risk, working capital, and return on invested capital.
- Own and manage the Retail business P&L.
- Drive revenue growth, gross margin expansion, EBITDA performance, and return on invested capital.
- Manage working capital and inventory investments to maximize financial returns.
- Ensure disciplined deployment of capital and effective risk management.
Inventory Acquisition & Supply Strategy
- Develop and execute inventory acquisition strategies focused on high-demand, high-margin equipment categories.
- Build a sustainable supply pipeline through strategic sourcing channels, partnerships, and acquisition opportunities.
- Lead equipment purchasing decisions and inventory portfolio management.
- Optimize inventory mix, age, turnover, and profitability.
- Ensure inventory investments align with customer demand and market dynamics.
Operational Excellence
- Design, implement, and continuously optimize end-to-end operational processes spanning equipment inspection, acquisition onboarding, refurbishment, certification, quality assurance, and retail-ready preparation.
- Establish operating standards, governance frameworks, and performance metrics that deliver consistency, operational efficiency, and a differentiated customer experience across all Retail locations.
- Lead the development of scalable workshop and service models that enhance equipment marketability, accelerate inventory turnover, and improve gross margin performance.
- Drive continuous improvement initiatives across operational workflows, resource utilization, productivity, and cost management, ensuring best-in-class operational performance.
Commercial Leadership & Customer Experience
- Define and execute the commercial strategy for the Retail business, ensuring alignment between sales, customer service, inventory planning, pricing, and operational execution.
- Establish a culture of commercial excellence, accountability, and continuous improvement, driving consistent execution across all customer-facing activities.
- Develop and scale customer support, and value-added service offerings that strengthen customer loyalty, create competitive differentiation, and generate incremental revenue streams.
- Lead the development of a comprehensive customer lifecycle strategy, ensuring a seamless experience from equipment acquisition through ownership, service, support, and repeat purchase.
- Identify and pursue strategic opportunities to expand service capabilities, including warranty programs, maintenance solutions, financing offerings, customer support services, and other value-enhancing solutions.
- Establish pricing strategies that optimize competitiveness, inventory velocity, and margin performance.
Organizational Leadership, People Development & Change Management
- Provide visionary leadership for the International Retail business, building and inspiring a high-performing team capable of successfully launching, scaling, and sustaining a new business vertical within RB International.
- Build a culture of ownership, accountability, collaboration, and customer-centricity, fostering an entrepreneurial mindset while maintaining alignment with RB Global's values and strategic priorities.
- Lead, coach, and develop leaders across Sales, Operations, Inventory Management, Workshops, and Customer Support functions, building the capabilities required for long-term business success.
- Foster strong cross-functional partnerships across Sales, Operations, Finance, Transportation, Marketing, Marketplace, and other RB Global teams to align priorities, accelerate execution, and support business growth.
Qualifications
Required Experience
- 10+ years of leadership experience within heavy equipment retail, dealerships, equipment distribution, asset management, mining equipment, construction equipment, or related industries.
- Proven success leading a business unit with full P&L accountability.
- Strong experience managing inventory-intensive businesses and working capital.
- Demonstrated ability to build and scale new business models or commercial operations.
- Experience leading sales, operational, and commercial teams.
- Strong financial, analytical, and strategic planning capabilities.
Preferred Experience
- Deep knowledge of construction and mining equipment markets.
- Experience managing workshops, refurbishment operations, or aftermarket services.
- International business and multi-market leadership experience.
- Experience in asset valuation, pricing, and equipment lifecycle management.