Head Of Sales & Marketing

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 will 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!”

Company Overview:

The company is an innovative logistics expert and wagon operator, that covers the UK and Ireland.

With a diverse service offering portfolio and a variety of rail containers, they boast a maintenance and manufacturing capability, holding their place as one of the leaders in the UK Rail Freight Sector.

Challenges expected within the first 12 months include:

It's worth noting that the current MD was previously the Sales and Marketing Director and as such is likely to hold close ties with many of the customers currently dealing with the business. The incoming Head of Sales & Marketing will need to be comfortable with this situation and work closely with both the MD and customers to establish themselves as the sales lead within the business.

Whilst the popularity of their leading product is impressive, it's important to know that customer demand for the product is currently outpacing their capability to fit it, and this will need to be well managed.

The business has a fast-paced, collaborative environment that is continuously evolving to sustain growth. The incoming Head of Sales & Marketing will need to be comfortable rolling their sleeves up and succeeding within this environment.

Key deliverables within the first 12 months include:

1. You will be able to demonstrate that you have worked on and developed key relationships both internally and externally.
2. You will have demonstrated your ability to empower the team, and continue to upskill their capability and independence.
3. You will have successfully familiarised yourself with business elements such as the new product, the new CRM system and future innovations.

Essential Hard Skills (Skills & Experience)

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

Essential Soft Skills (Attributes & Behaviours)

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

Working Arrangements & Location:

Offices are located in Birmingham. The expectation is that the successful individual will spend no more than 1 day working from home and the rest of the week either in the office or face-to-face with clients.

Our Client's Interview Process:

1. 1st Stage interview with Managing Director and HR Manager complete with a competency-based Q&A interview.
2. 2nd Final Stage interview: Face-to-face interview on-site with MD, HR Manager and other members of SLT, this will be a half-day interview and will involve a presentation (Topic TBC) and conversations with the wider senior leadership team to ensure buy-in from all parties.

Ford & Stanley Interview Process:

1. 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.
2. 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:

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 business are 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.

Budget:

Low £60,000 / Mid £67,500 / Top end £75,000

Supporting benefits

• Car allowance / Company car: Electric company vehicle / £994 per month
• Bonus: TBC
• Pension 3%/5% during probation and rising to 5%/5% after probation and 7% after 5 years of service
• Holiday allowance: 30 + Bank holidays with the option to purchase an additional 5 days leave (Noting the purchase of additional leave may be revoked and as such won't be communicated to candidates)
• Eyesight tests
• Health club membership: £250 per year (After probation)
• Private medical screening (After probation)
• Private Medical Insurance (After probation)
• Income Protection Scheme (After probation)
• Life insurance

Executive Search Delivery Team:

• Oliver Nunn - Research Manager (Client Recommendations/Advisory, Offer Negotiations, Headhunting, Networking, Research, Search, Longlisting, Interviews, Data & Market Intel)
• 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)

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.

Ford & Stanley TalentWise - Business specialising in blue collar trade & technical services - permanent and temporary.

Ford & Stanley Recruitment - Business specialising in white collar spanning all company functions with specialist verticals within Digital, Rail Engineering, Civils & Infrastructure, General Manufacturing, Supply Chain & Logistics both permanent and contract.

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

Ford & Stanley Genius Performance - Performance is always accelerated when good people are coached, inspired, trained and focused in the right way.

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 ongoing basis all aspects of recruitment to avoid unlawful or undesirable discrimination. We will treat everyone equally irrespective of 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.