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 our client to search for an engaging, proactive and driven Head of Sales who can not only introduce structure to the sales function but can also inspire the wider team by closing new business in new markets!
Client Opportunity Statements:
* “We have seen consistent and considerable success in the rail industry since our inception in the 80's. More recently, we have spent significant time and effort in establishing strong foundations and people within our business to gear us up for growth. We are now looking to take that next step in our journey and continue to expand and diversify our client base.”
* “We are looking for a dynamic and results driven ‘Head of Sales’ to play a pivotal role in our growth strategy and expand our presence into new markets with the ultimate goals of driving revenue growth whilst establishing a more robust sales process and pipeline.”
* “Our agility as a business and diversity of products makes us uniquely positioned to penetrate a broad spectrum of markets, this is a unique opportunity for a seasoned sales leader to partner closely with our board of directors and have the flexibility to create a quick solution to a range of customers.”
Company Overview:
Our client is well established and holds strong partnerships with some of the biggest names in the UK transport industry. Well known in the rail sector, and where their roots began, they have expertise and proficiency in the automotive, aerospace and various other sectors too.
Challenges expected within the first 12 months include:
* This is a very autonomous role, as such a successful candidate will need to “roll their sleeves up” and take a lead on bids, tendering and marketing activity where applicable.
* Our client are having increased opportunity to work with large blue-chip companies, as such need to demonstrate they can operate at this level. This role be the “face” of these conversations and will need to confidently “punch above their weight”.
* Current sales activity is very opportunistic, with this hire the business are looking to introduce more structure and strategic activity. A successful candidate will need to manage this change internally and take the time to build trust.
Key deliverables within the first 12 months include:
* To have closed £1m worth sales and a further pipeline of opportunity at a value of c.£5m.
* To have successfully introduced a sales structure into business and establish “what good looks like”.
* Established a board reporting structure that allows visibility on closed sales and tangible future pipeline, ultimately empowering the board on its future investment decisions.
Essential Hard Skills (Skills & Experience):
* Proven track record in securing new clients in new market areas, we are looking for a real “Hunter”.
* Experience operating in highly regulated industries, including but not limited to, Rail, Aerospace, Defence and Oil & Gas.
* Candidates to demonstrate knowledge of what a good sales process looks like.
* Candidates to be executively mature, confident in presenting sales results and pipeline to the board.
* A technical/engineering background desirable but not essential.
Essential Soft Skills (Attributes & Behaviours):
* Proactive and high energy, be relentless in chasing down new opportunities.
* A winner mentality, natural ability to close sales.
* Resilience, pushing forward with each opportunity with the same tenacity no matter how many rejections may have come before.
* Natural problem solver, focused on solution-based sales.
* Autonomous, comfortable making independent decisions and self-sufficient with their activity.
Working Arrangements & Location:
* Based out of the Derby office. Candidates are expected to be “on the road” consistently visiting prospect customers.
* Therefore, there is not a set expectation on days in the office.
Interview process:
* 1st Stage interview: Face to face in Derby with Managing Director and Finance Director or Technical Director.
* 2nd Final Stage interview: More formal Face to face in Derby with Managing Director and Finance Director or Technical Director, whom ever was not in attendance during the first stage interview.
* 3rd Stage: Opportunity to attend the office and meet the wider team, expected to be more informal.
Budget:
Low £70,000 / Mid £80,000 / Top end £100,000
Supporting benefits:
* Car allowance of £500 PCM.
* Bonus structure (Paid Quarterly).
* 33 days holiday (including bank holidays).
* Company pension.
* Costco Membership.
* Free parking.
* Healthcare discounts.
Ford & Stanley Talent Services Group Ltd is a Disability Confident employer that is committed to a policy of equal opportunities for all opportunity seekers. We shall adhere to such a policy at all times and will review on an on-going basis all aspects of recruitment to avoid unlawful or undesirable discrimination.
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