PEOPLE 10 MINUTES WITH:
What’s your job title? I am the vice president and head of global dvisory at Enable. I work with businesses to improve their commercial strategy and associated management processes. This includes buy- and sell-side rebate management, pricing, analytics, contract support, and go-to-market operations.
How long have you been in this role? I joined Enable in the middle of 2022, so it’s been about three years now. It’s been an exciting journey – when I came on board as an industry expert, Enable was just launching this strategic side of the business, and since then we’ve grown our team and our global reach.
What are the main functions of your role? I support clients in optimising their commercial performance, whether that’s driving profitability, improving rebate program design, or aligning incentives across the value chain. A large part of the role involves education: helping people understand what “good” looks like and how to balance data-driven decisions with commercial pragmatism. I also act as a thought leader, working with industry forums and contributing to best practice development across pricing, finance, and strategy.
What appealed to you about this industry?
The building materials sector is honest, pragmatic, and relationship-driven. It rewards hard work and collaboration, and there’s real satisfaction in helping build the environments where people live, work, and grow.
MARK GILHAM Vice president and head of global advisory at Enable
What have been the highlights of your career so far?
Qualifying as an accountant was a proud moment, particularly as I was following in the footsteps of my grandfather.
During my time at Grafton, I led initiatives that uncovered millions in previously missed rebate value. That experience paved the way for my transition to Enable, where I now get to help clients unlock that same value. Being recognised in the Harvard Business Review for this work was another high point.
If you could go back to the start of your career, what piece of advice would you give yourself? Take the time to find what makes you happy, because you are going to spend most of your life doing it. Surround yourself with people who lift you up and make you better. And learn to say no, because boundaries are just as important as ambition.
What are the main issues for builders merchants and construction industry? There are significant macroeconomic headwinds. Consumer confidence is down, construction starts have slowed, and investment in home improvement is subdued. I am also seeing other challenges coming through, such as changing ownership dynamics through private equity, rising tax and insurance costs, and continued margin pressure from new competitors like Screwfix and Toolstation. Talent is another concern. The availability of skilled people is increasingly limited.
Baxi has appointed Sammie Batchelder as strategic accounts manager, supporting three of Baxi’s largest builders’ merchant customers: City Plumbing, Travis Perkins and Toolstation.
Batchelder joined Baxi in 2015, one of the first to take part in Baxi’s graduate apprenticeship scheme.
The Pallet LOOP has promoted Andy Williamson from commercial director to managing director. Prior to joining The Pallett LOOP, Williamson was commercial director at SIG PLC and has held senior leadership roles in the sector, including group managing director of IKO Group and board-level positions in a range of construction trade associations, including the BMF. He is a Past Master of the Worshipful Company of Builders Merchants.
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What are the best things about this industry?
This sector adds value to everything it touches. Whether building homes or improving infrastructure, this sector creates lasting impact. I’ve always been impressed by how people here go the extra mile, there’s a real sense of pride in delivery.
What are the things that frustrate you about the sector? There’s a tendency among outsiders to underestimate the complexity of the building materials sector. From managing fragmented supply chains to designing incentive models that drive mutual value, this is a nuanced, data-rich, and relationship-driven environment. Too much oversimplification rarely leads to good results.
If you could make some major changes to the industry right now, what would you do?
I would re-centre the industry on its people. Relationships have always been key in this space, but in a digital-first, margin-tight world, that human element can get lost. We need to ensure that our businesses remain places people want to come to work, where culture, development, and wellbeing are prioritised.
What’s your favourite part of the world? Favourite city? Sorrento, towards the bottom of Italy. It’s magical. A place that blends natural beauty, rich history, and authentic hospitality. BMJ
ON THE MOVE
BSS has appointed Josie Crowe as its new managing director. Crowe brings 21 years of experience across the Travis Perkins Group, including 16 years at BSS, where she progressed to Regional Director. She returns to BSS from the role of managing director for BENCHMARX, the Group’s kitchen and joinery arm.
Marley, the roof tile and roofing systems manufacturer, has appointed Stuart Nicholson as its new managing director.
Nicholson has spent more than three decades working in the construction industry, including 15 years with Marley, most recently in the role of Roof Systems director.
www.buildersmerchantsjournal.net August 2025
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