Job Description

Candidate Opportunity Briefing Document

Role: Head of Sales – Southern Europe

Ford & Stanley Executive Search (Part of the Ford & Stanley Group) are a leading Executive search firm to the UK, North American and European Rail, Defence, Technology, & Heavy Manufacturing industries.

Our search directors, search consultants and research teams specialise in all horizontal functions of our clients' organisations 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 interim solutions.

We have been appointed on a retained search for a Head of Sales to look after the Southern Europe region.

Below you will find a ‘candidate opportunity briefing document’ developed from notes taken during the scoping meeting (Situational Discovery) held between the Research Manager & Principal Consultant of Ford & Stanley Executive Search and the Sales Director & CEO.

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:

Since coming to the market, my client has positioned itself as a market leader within several countries and is leading the way in helping the global rail industry towards sustainability.

Over the last year, they have invested in their international sales capability, adding sales functions with the North American and Australian markets and while also adding technical capability.

On the back of a number of project wins within the Southern Europe market, my client is now in a position where it needs to bring a full-time Head of Sales to develop new and existing relationships across the Southern Europe market.

The right candidate will have a technical understanding of Track and be able to talk to Track Engineers to increase their understanding of the technical aspects of my client's products and benefits.

This is a varied role that will involve: developing new relationships, working with existing framework agreements, pro-active client development, solution-based sales and unearthing opportunities that may not naturally find their way through.

Challenges expected within the first 12 months include:

1. Getting out and being present, increasing the understanding of my clients' technology within the Southern European market.
2. Competing and standing up against aggressive sales tactics from competitors in the market, my client has the market-leading product.
3. Previously,  products have been sold via a 3rd party – need to reposition the
   product as my client's product in the market

Key deliverables within the first 12 months include:

1. Has built relationships across Sweden with new and existing clients and has
   mapped the future opportunities in the territory.
2. Got current projects/products over the line – built proper brand awareness with the territory and the benefits of my clients' products.
3. Has started to open commercial opportunities across the Southern Europe region, building
   on the reputation my client has built.

Essential Hard Skills (Skills & Experience)

Essential Soft Skills (Attributes & Behaviours)

 Working Arrangements & Location:

Remote working - Expected to travel across the Southern Europe region to develop relationships with customers/clients

Ford & Stanley Interview Process:

• 1^st 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^nd 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.

Interview Process:

• 1^st Stage interview: virtual (MS Teams)
• 2^nd Final Stage interview: Face to Face

Good to know:

• The role has been developed to expand on the opportunity in the Southern European market due to a recent project win.
• Currently using a third party in the area, but due to increased opportunity, now need to invest in having a full-time Head of Sales.
• Need a candidate who is comfortable talking with engineers to explain the technical benefits of my client's product over traditional products.
• There is a big opportunity in the market due to new legislation regarding the
  import/export of timber products across Europe and Net-Zero targets.
• The business is 40 employees strong, the majority of whom are based in the UK and has a presence in areas of Europe, the US and Australia
• Worth noting that this role will work in close collaboration with the existing other members of the Sales team and the executive board.
• My client has developed a  ‘best in class’ technology.
• The business operates a largely ‘flat structure’ with a high degree of honesty, autonomy
  and collaboration.
• Looking to secure a Head of Sales who is looking for a long-term position
  opportunity.
• The business is privately owned and funded, with no debt on the business.

Executive Search Delivery Team:

• Tom Norton – Head of Executive Search, Client & Search Management & Advisory
• Oliver Nunn – Research Manager Candidate & Research Management & Advisory
• Ralitsa Kuzeva – Executive Assistant: Diary Management & Process Adherence

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.

1. Ford & Stanley TalentWise - Business specialising in blue collar trade & technical services – permanent and temporary.
2. 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.
3. Ford & Stanley Executive Search – Business specialising in Executive Search & Executive Interim Solutions in the UK, North America, Middle East and Europe.
4. 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 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 those of an employment consultancy business.