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 our client 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!

Below you will find an ‘opportunity brief’ developed from notes taken during the scoping meeting (Situational Discovery) held between the Business Manager & Managing Consultant of Executive Seacrh and Managing Director 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:

“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.

Core services include

Calibration Services: offer a diverse range of calibration services including but not limited to: Torque, Electrical, Dimensional, Pressure, Mechanical, Force & Mass, Temperature and Humidity.
On site: experienced technicians specialise in temperature, pressure, force & mass and electrical calibrations. The on-site team are all SPA approved, and the equipment is UKAS traceable, so clients can trust that the equipment is in safe hands. 
Specialist services: Rail and Wheel Profiling, made for the quality control, maintenance and safety regulation of rail tracks, brakes and wheels. Asset Management, bespoke system allows you to effortlessly keep track of all your items’ calibration states, HAV assessments, and PAT tests all in one place. 
Our client have a very experienced technical team available to design and develop calibration requirements specifically for organisations; their technical team can visit customer sites to assess what you need, design the process and implement either within their laboratories or as an onsite service where their engineers visit a customer’s site to undertake the work.

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 Arrngements & 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.
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:

They currently have the foundations in place to support 70% more new business and have a longer-term ambition to hit £10-£15 million turnover.
The Head of Sales reports directly into the Managing Director and will have close relationships with the board (Finance Director & Technical Director), there is the future potential that this role steps up to become a board member.
The business has a strong client base across Rail, with several key relationships in Aviation, Defence and Oil & Gas. The focus for this role is to grow the business further into the areas where they are less dominant.
Key clients include Transport for London, Croydon Trams, Ryan Air, TUI and British Airways, along with many more.
Ultimately, our client have developed and grown a successful business within Rail but are at a point where they are proactively looking to expand their influence in other industries.
 Keen to acquire a real ‘hunter’ in the role, someone who can focus on opening doors for the business and driving their growth.
It will be of particular interest to sales individuals to note that the board have focussed on laying the foundations within the business for growth. They have the infrastructure and people in place that can sustain significantly increased workloads and ultimately, growth.
Over the years, our client have focussed on delivering a service that is centred around utilising a ‘personal touch’ with clients. Ensuring that work is completed  quickly, effectively and at the first time of asking.
It’s important to note, that it is expected that this individual will bring new ideas to the table and work alongside the board to drive business improvement.
The current bid and tending process is a shared responsibility across the business, the vision for this role is to take ownership of the process and implement some consistent structure.
The customer services team is 5 strong, focusing on the management of day-to-day client communication, it is expected this role will work closely with this team, with the longer-term goal to take management responsibility of this team.
 A close nit, family feel culture that all take pride in what they do and have a collective “winner” mentality, a successful candidate will need work well in this type of environment and build long term, trusting relationships.
Currently an SME, the business promotes a culture that empowers employees to have high levels of ownership, a successful candidate will need to be comfortable being “hands on” and getting involved in the end-to-end sales process.
Our clients services are technically driven, as such it would be beneficial for a successful candidate to have a engineering background, or be comfortable articulating these types of solutions.
It is expected a successful candidate will be out of the office consistently, visiting prospect clients and developing new business, as such there isn’t a set expectation on presence in the office.
Budget:

Low £70,(Apply online only) / Mid £80,(Apply online only) / Top end £100,(Apply online only)

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
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 Executive Search – Business specialising in Executive Search & Executive Interim Solutions in the UK, North America, Middle East and Europe.
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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