Opportunity Brief: Head of Sales
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 are trusted by over 100 leading organisations when they seek to make a leadership appointment, be that a permanent appointment or an interim solution.
We have been retained and appointed by a local engineering SME in the search and selection of an engaging, proactive and driven Head of Sales who can not only introduce structure to the business's sales but can also deliver consistent growth.
Client Opportunity Statements:
“We are therefore looking for a dynamic and results driven 'Head of Sales' to play a pivotal role in our growth strategy and expand our presence further in rail, driving revenue growth whilst establishing a more robust sales process and pipeline.”
“We fully expect this hire will prove invaluable in navigating shifting market dynamics. We will need to lean on their deep understanding of industry trends and customer behaviours to stay ahead of the curve and support the continued evolution of the business.”
Company Overview:
A key player in providing sander system parts, full bespoke sander systems and associated sander services for the UK Rail Industry.
The business undertake:
1. Parts supply
2. Repair, Service and Overhaul
3. Continuing Product support and improvement
4. Engineering consultancy for sander systems
5. New system design, build and installation
Challenges expected within the first 12 months include:
1. The success of this role will be underpinned by robust internal relationships, particularly with operations.
2. Sales in the business have been opportunistic, we are looking for someone to build structure and strategy.
3. The operational capacity of the business varies through the year; a successful Head of Sales will need to be mindful of these capacities when servicing customers.
Key deliverables within the first 12 months include:
1. Expected to have leveraged their black book to increase leads, bid opportunities and bids won, with the ultimate goal of increasing bid conversion rates.
2. Successful definition and implementation of a sales structure, including leads, bids, tendering, KPIs etc.
3. To have provided clear and concise insight on the ever-changing market dynamics and created a sales strategy aligned to that of the business strategy.
Essential Hard Skills (Skills & Experience)
1. Candidates to demonstrate evidence of having personally led a successful sales process.
2. Proven track record of sales within Rail, ideally the rolling stock sector.
3. Candidate to have worked in an SME business or has a solid appreciation for the dynamics of an SME.
4. A solution-based seller, someone who understands a client's challenges to tailor their approach.
5. Technical/engineering background desirable but not essential.
Essential Soft Skills (Attributes & Behaviours)
1. Process-driven, with a natural ability to implement this in a business.
2. A high energy, proactive approach to sales balanced with realism of business conversion.
3. Professional approach to work that inspires others to follow suit.
4. Collaborative and engaging approach to working alongside the team.
5. Comfortable with a high degree of autonomy and over-communication.
Working Arrangements & Location:
Based in Chesterfield with an office presence of 1 to 2 days per week. Significant time will be spent visiting clients across the UK.
Client Interview Process:
1. 1st Stage interview: On-site in Chesterfield, with the Managing Director.
2. 2nd Final Stage interview: Either in person or via teams, with company Director.
Good to know:
The organisation is split over three sites in Chesterfield. It's important to note that although the two divisions form part of the same business, they differ in terms of culture, sites, workforce and focus.
Budget:
Low £60,000 / Mid £65,000 / Top end £70,000
Supporting benefits:
1. Bonus structure up to 20% of annual salary, achieved through agreed metrics based off sales success & revenue.
2. Car allowance £500 per calendar month.
3. Pension 3% ER, 5% EE.
4. Holiday allowance.
5. Sick Pay.
6. Annual & Ad hoc Salary Reviews.
7. Flexible working.
8. Bespoke development plan.
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.
Ford & Stanley Talent Services Group Ltd is a Disability Confident employer committed to a policy of equal opportunities for all opportunity seekers.
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