Opportunity Brief: Head of Sales and Bids
Ford & Stanley Executive Search (Part of the Ford & Stanley Group) are a leading Executive search firm to the UK, North American and European Engineering, Technology, Sustainability & Heavy Manufacturing industries.
We have been retained and appointed by our client company on a retained search for a Head of Sales and Bids, a hands-on, pragmatic leader who can drive growth across the businesses and own bid governance for the group.
Client Opportunity Statements:
“We have seen consistent success in the rail freight industry across the group since our inception. We are now applying significant resource to grow our pipeline, reputation and business in the passenger market. The successful Head of Sales and Bids will be the catalyst to this success and push the business forward on our continued growth journey.”
“As our sales pipeline builds in the passenger market, we expect the incoming Head of Sales & Bids to take charge of bid process and governance at a group level.”
“The successful candidate will need to be relentless in building our sales pipeline in the passenger market and, with the support of our 3 Managing Directors, will be fully supported in the growth strategy of our business.”
Challenges expected within the first 12 months include:
Seen as an integral hire to the continued growth of the group, we expect this role to come with pressure to build a sales pipeline, with a particular focus on their rolling stock maintenance and overhaul business.
Key deliverables within the first 12 months include:
1. To have successfully built a sales pipeline of opportunity for one of their businesses worth £5 million.
2. Increased bid conversion rate to 50%.
3. To have implemented a uniform bid process and taken full ownership for ongoing bid governance.
Essential Hard Skills (Skills & Experience)
1. Experience selling solutions/services into the Traction & Rolling Stock market.
2. Well networked and coming with a black book across Rail.
3. Sales biased and relationship-led in their sales approach. Strong experience with leading end-to-end bid process is needed, but secondary.
4. This individual needs to have an understanding of the technical side of the products and services they are selling but does not need to be an engineer.
5. Desirable: Experience selling overhaul & maintenance into the Passenger Rolling Stock sector.
Essential Soft Skills (Attributes & Behaviours)
1. Engaging both externally and internally.
2. Emotionally intelligent, strong ability to read situations.
3. Success-driven, ambitious and a desire to win.
4. Hands-on in approach and capable of bringing others on a journey.
5. Solutions-focused, being proactive to overcome obstacles.
Working Arrangements & Location:
We expect candidates to spend 2 days in one of their businesses East Midlands Facility. The rest of the time we anticipate being spent at client facilities and other businesses in the group.
Our Client's Interview Process:
1. 1st Stage interview: Face-to-face interview at their East Midlands HQ, conducted by Managing Director of the rolling stock overhaul and maintenance business and Managing Director of their rail freight sector manufacturing business.
2. 2nd Final Stage interview: Face-to-face interview East Midlands HQ, conducted by Group CEO.
Ford & Stanley Interview Process:
1. 1st Stage: Candidate Discovery: An open, conversational and consultative discussion where interested candidates are assessed on their suitability for the role in the context of the above.
2. 2nd Stage: The 'shortlist': Candidates are asked to reflect on the candidate discovery discussion, take time to reflect on the opportunity and undertake subsequent research on the client business reporting back on their thoughts, questions and providing additional specific information on their suitability (if applicable).
Good to know:
The Head of Sales and Bids will report directly into the CEO of the Group and be directly accountable for all Sales/Bids activity across the group.
Sales activity and pipeline growth are the primary focus of this role, followed closely by full ownership of the bids function.
Budget:
Low: £75,000 / Mid: £85,000 / High: £90,000
Supporting benefits - Please enquire directly.
About Ford & Stanley Executive Search:
Ford & Stanley Talent Services Group are in the business of people and performance. Our mission is to create one million better workdays through facilitating great recruitment, leadership and occupational mental fitness.
#J-18808-Ljbffr