Head of Sales & Marketing

at  Ford and Stanley Executive Search

Salary: £60k - 75k per year + Car Allowance (£990 PCM), Pe
Reference: JOB-12088
Opportunity Brief: Head of Sales & Marketing
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 client’s 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 our client company on the search and selection for a Head of Sales & Marketing who drive relationship-led sales and commercially lead them through this exciting period.
Below you will find an ‘opportunity brief’ developed from notes taken during the scoping meeting (Situational Discovery) held between the Business Manager and Research Manager of F&S Executive Search and The Managing Director and HR Manager of our client. 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:

“Pivotal to our continued evolution and growth as a business is the appointment of a relationship-driven and pragmatic Head of Sales & Marketing. This leadership position will be integral to the continued mentorship of our existing sales and marketing team alongside being the driving force behind our sales strategy.”
“Whilst we have continually seen consistent success across our industry we are entering a phase of unprecedented growth as a result of our leading product. As such, it’s vital that we capitalise on this opportunity through the building of excellent relationships with new and existing clients and ultimately, the incoming Head of Sales and Marketing will be driving this.”
“The successful candidate will be joining a business that is agile, fast-paced and highly collaborative, we are looking for a Sales leader who is passionate about our mission and eager to join us on our journey of continued growth!”

ESSENTIAL HARD SKILLS (SKILLS & EXPERIENCE)

• A proven ability of success within an environment with long sales cycles (3 – 12 months+)
• Demonstrated ability to work closely with multiple stakeholders from different disciplines (both internally and externally) and collaborate closely to get successful results.
• A strong track record of leading and managing teams.
• Exposure to and understanding of contract sales with long-term arrangements/service agreements.
• Technical sales understanding or experience complete with exposure to high-value low-volume sales.
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• Desirable: Experience with leasing sales.

ESSENTIAL SOFT SKILLS (ATTRIBUTES & BEHAVIOURS)

• Inspiring and empowering with the ability to bring others on a journey.
• A self-starter, someone who will be proactive and pragmatic.
• Inquisitive, a true people person who will lead their engagements with the desire and ability to build strong long-term relationships.
• A track record of embracing change and succeeding in fast-paced environments.
• Possessing the right level of gravitas and being solutions-focused.

GOOD TO KNOW:

• An innovative business behind a first of its kind digital product in the UK, this incorporates Wheel Flat Prevention (WFP), a patented system which monitors wheelset slide protection and brake condition. Subsequently, wheelset conditions are maintained, preventing track damage, and increasing the longevity of wagons, and availability as less maintenance is required. This also mitigates the risk of repeating recent major derailments due to its locked axle detection and driver communication.
• The requirement for a Head of Sales & Marketing within the business is a new role and a direct result of a restructure designed to continue to encourage growth.
• The successful individual will be a self-starter, ambitious and a strong solutions finder.
• The Head of Sales & Marketing will have line management responsibility for a team of three (2 X Account Managers and one Marketing Professional).
• Worth noting that the company are currently undergoing a project with a major logistics provider that will allow them to consider a wider partnership between the two businesses that will improve lead times and availability of wagons.
• Given the market that they operate within, the businessare aware of most of their customers already. They have 26 customers and roughly 65% of their revenue will be generated by their top five customers.
• Whilst the processes and procedures within the business are certainly considered ‘good’ the culture within the business is one of continuous improvement and as such it’s expected that the incoming Head of Sales and Marketing will have a focus on improving the processes.
• Contracts within the business range from 2 years to 20 years.
• The senior leadership team within the business consists of 8 individuals across a number of disciplines. All eight of these individuals collaborate closely.
• It’s been agreed that it’s not a requirement that this individual comes complete with rail experience.
• Culturally, the Rail team is close-knit, collaborative and non-hierarchical. Worth noting that there are a number of individuals who have been within the business for a significant amount of time.
• It is important that the successful candidate has strong CRM experience and understands the methodology of CRM.
• The business has recently implemented Maximo in order to drive the business towards becoming data-led with the vision of implementing continuous improvement initiatives.
• The business is profitable, performing well with a strong pipeline and has a turnover of £60 million.
• The current headcount is 28 (Including this hire) in the UK and the business is accountable to a German-owned group and Board.
• Whilst the role is hybrid/flexible it is expected that the successful candidate will want to invest time in getting to know key stakeholders, clients, colleagues and personalities within the company during the probation period. As such it is expected that the majority of the time will be spent on-site or with customers.

Please refer the Job description for details