Head of Sales – Rolling Stock Maintenance | Ford & Stanley Executive Search

Job Title: Head of Sales – Rolling Stock Maintenance
Employer: Ford & Stanley Executive Search
Location: Not Specified, United Kingdom
Salary: Bonus
Employment Type: Permanent
Reference Number: 23643_223347434

Job Details:

Opportunity Brief: Head of Rail & Maintenance Services

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 have been retained and appointed by our client on a retained search for a Head of Rail & Maintenance Services, a hands-on Commercial professional who can create and implement a sales strategy for developing the rail services business and unlocking opportunities.

Client Opportunity Statements:

As a business, we are market leaders in rail haulage and the largest railfreight company in the UK. We are looking to grow our rail services and maintenance offering, supporting our clients across ROSCOs, TOCs, FOCs and the wider industry.

We need an experienced commercial sales professional who has strong relationships across the Rail industry and can build internal relationships as the business goes on this journey.

The right candidate will work closely with the Commercial Director and Engineering Director to grow this business, map the industry, and showcase what problems our fully in-house maintenance team can solve for them today and in the future.

Challenges expected within the first 12 months include:

• The business mindset will need to change from being a market leader in rail haulage to a market challenger in this specific market.
• Working with the Directors to gear up the business to deliver the pipeline of opportunity.
• Managing the changing dynamic from customer-supplier with the ROSCOs and lessors to working in greater partnership.

Key deliverables within the first 12 months include:

• Building a commercial picture of the size of the market, key targets, and key contacts.
• Minimising current leakage within existing contracts.
• Understanding onsite depot capacity for projects and expanding offerings into customer facilities.

Essential Hard Skills (Skills & Experience)

• Experienced in commercial sales and account management in a technically challenging environment.
• Strong ability to manage stakeholder relationships both internally and externally.
• Experience working with ROSCOs and Rail Leasers.
• A proven ability to drive revenue growth and market presence within the rail industry.
• Track record operating within a rail business that incorporates maintenance and overhaul.

Essential Soft Skills (Attributes & Behaviours)

• Engaging both externally and internally, strong communications skills.
• Able to self-manage their time and used to having autonomy.
• Hands-on approach and capable of bringing others on a journey.
• Entrepreneurial flair and able to pivot with the needs of the business.
• Resilient with an understanding that changes take time.

Working Arrangements & Location:

Home-based with travel to company and customer sites across the UK.

Main duties and responsibilities:

• To develop market strategy with the Commercial Management team.
• To manage the production of customer proposals and responses to tender exercises.
• To develop and manage pricing models for new business.
• To lead and assist in contract negotiation and completion for new business wins.
• Lead a team of Account Managers for the relevant sector.