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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.

Our search directors, search consultants and research teams specialise in all horizontal functions of our clients' organisation with expertise spanning engineering, commercial, procurement, HR, IT, finance, HSQE, sales, projects, operations and c-suite.

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.

Below you will find an ‘opportunity brief’ developed from notes taken during the scoping meeting (Situational Discovery) held between the Managing Consultant and Business Manager of Executive Search and the Managing Director. This brief is designed to give candidates a deeper insight into the opportunity inherent within the role, the challenges the role presents and provide access to the detail that sits behind the job specification.

Client Opportunity Statements:

“We have seen consistent and considerable success in the rail industry since our inception in 90’s. More recently, we are focused on professionalising our sales approach and increasing our conversion rates, with the ultimate aim of securing more new business.”

“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. 

They offer engineering consultancy for sander systems, new system design, build and installation.

The business undertake:

▪ Parts supply

▪ Repair, Service and Overhaul

▪ Continuing Product support and improvement

▪ Engineering consultancy for sander systems

▪ New system design, build and installation

Challenges expected within the first 12 months include:

The success of this role will be underpinned by robust internal relationships, particularly with operations. We expect this to take time, and a successful candidate will need to be committed to building these relationships.
Sales in the business have been opportunistic, we are looking for someone to build structure and strategy. 
The operational capacity of the business varies through the year and a successful Head of Sales will need to be mindful of these capacities when servicing customers, making sure to not put the business in the position of overpromising and underdelivering.
Key deliverables within the first 12 months include:

Expected to have leveraged their black book to increase leads, bid opportunities and bids won, with the ultimate goal of increasing bid conversion rates.
Successful definition and implementation of a sales structure, including leads, bids, tendering, KPIS etc.
To have provided clear and concise insight on the ever-changing market dynamics and, utilising this information, created a sales strategy aligned to that of the business strategy.
Essential Hard Skills (Skills & Experience)

Candidates to demonstrate evidence of having personally led a successful sales process.
Proven track record of sales within Rail, ideally the rolling stock sector and offering a black book of contacts.
Candidate to have worked in an SME business or has a solid appreciation for the dynamics of an SME.
A solution-based seller, someone who understands a client’s challenges to tailor their approach.
Technical/engineering background desirable but not essential.
Essential Soft Skills (Attributes & Behaviours)

Process-driven, with a natural ability to implement this in a business
A high energy, proactive approach to sales but balanced with realism of business conversion
Professional approach to work that inspires others to follow suit 
Collaborative and engaging approach to working alongside the team.
Comfortable with a high degree of autonomy and over-communication.
Working Arrangements & Location:

Based in Chesterfield and the expectation for this role is an office presence of 1 to 2 days per week.
It is expected this position will spend a significant amount of time visiting clients across the UK.
Client Interview Process:

1st Stage interview: On-site in Chesterfield, with the Managing Director.
2nd Final Stage interview: Either in person or via teams, with company Director.
Ford & Stanley Interview Process:

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 and challenged on how the opportunity lines up with their career aspirations, motivations, financial expectations and personal circumstances.
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). Final checks of role, package and logistical alignments made.
Good to know:

The organisation is split over three sites which vary in size and function, all sites are in Chesterfield. It’s important to note that although the two divisions form part of the same business, they are clearly different in terms of culture, sites, workforce and focus.
Important to note that they continue to strengthen their relations within the Railway industry particularly with ROSCO’s, TOC’s and Overhaulers/Maintainers.
Our client are looking for a pragmatic, hands on Head of sales who can implement structure, increase the businesses’ bid conversation rate and build a strong sales strategy that will be underpinned by robust internal relationships.
This role reports into the MD and will be pivotal in providing market dynamics, opportunities and risks back into the business.
This role has complete ownership and accountability for the business’s sales function and strategy.
Worth noting that the business is at the start of its growth journey and is currently setting in the processes and procedures across all functions that will pave the way for future growth.
Not only will the Head of Sales be expected to secure new business at the “front end” but will also hold the responsibility to see this through to close and remain close to the customer, ensuring maximum satisfaction.
This role currently doesn’t have any direct reports, but if successful, and tangible revenue increase is achieved there will be genuine scope to build a sales team.
We expect a successful candidate to lean heavily on their “black book” of contacts focusing on building long-term, trusting relationships that produce repeat business rather than one-off transactions. We expect this approach to massively increase conversion rates.
To support accurate forecasting of both revenue and margin, we need a sales leader who is optimistic in their sales approach but a realist in the likelihood of conversion. This will support the senior leadership team in their confidence of further investment. 
There is a real, genuine opportunity to develop within the business and contribute directly to their growth.
Budget:

Low £60,(Apply online only) / Mid £65,(Apply online only) / Top end £70,(Apply online only)

Supporting benefits

Bonus structure to be up to 20% of employee's annual salary, achieved through agreed metrics based off sales success & revenue
Car allowance £500 per calendar month
Pension 3% ER, 5% EE
Holiday allowance
Sick Pay
Annual & Ad hoc Salary Reviews
Flexible working
Bespoke development plan
Executive Search Delivery Team:

Tom Norton – Business Manager (Client Recommendations/Advisory, Offer Negotiations, Headhunting, Networking)
Billy Jackson – Managing Consultant (Shortlisting, Offer Negotiations, Headhunting, Networking, Research, Search, Longlisting, Interviews, Data & Market Intel)
Ralitsa Kuzeva – Executive Assistant (Diary Management, Coordination, Candidate Experience)
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. We support our clients in their most challenging business areas - recruiting, developing and retaining the best talent from shop floor to boardroom.

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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. We will treat everyone equally irrespective sex, sexual orientation, gender reassignment, marital or civil partnership status, age, disability, colour, race, nationality, ethnic or national origin, religion or belief or political beliefs and we place an obligation upon all staff to respect and act in accordance with the policy.

Services advertised by Ford & Stanley are that of an employment consultancy business