Opportunity Brief: Head of Business Development
Ford & Stanley Executive Search (Part of the Ford & Stanley Group) are specialists in Executive Interim and Permanent appointments to the UK, European & North American Rail, General Manufacturing and Digital & Technology Industries.
We have been exclusively entrusted and retained on the search for a Head of Business Development who will be pivotal in ensuring the continued growth, strategic thinking and evolution of the business across the rail sector and other industries.
Client Opportunity Statement:
We are looking to continue our impressive journey of being one of the leading suppliers of asset monitoring products and want to build on our previous successes to continue to develop our reputation across the rail sector and other industries. Pivotal to the success of our growth trajectory is the hiring of a proven, hands-on, Head of Business Development, someone who can set and deliver strong sales in new and exciting business areas.
3 Key deliverables within the 1st year for this role:
Implement the sales strategy with the business to open new commercial opportunities across different industries.
Build on the current sales pipeline and open up opportunities with new customers in exciting and new markets.
3 main challenges that will be encountered in the 1st year:
We are currently riding a buoyant market, the phone rings, opportunities find their way into us and repeat business is strong. We want to become more proactive and aggressive in our sales activity to get ahead of a steady flow of work into an expansive predictable pipeline of opportunities inside and outside of rail. The new Head of Business Development will find this both exciting but also challenging.
Relationship building able to not only build strong relationships externally but also with the internal teams within the business and be able to report upwards.
Agreed Hard Skills for candidates to secure an interview:
Strong sales background with a black book of contacts within Rail, Manufacturing or Heavy Engineering. We are open to hearing from candidates who feel they can drive growth of our products in their respective industry.
Demonstrable track record of delivering solution-based sales / growing an order book.
A true hunter, someone who has a history of winning and closing new business opportunities.
Technical Background desirable.
Agreed Soft Skills for candidates to secure an interview:
An individual capable of building deep and trusted relationships with customers to develop commercial opportunities.
Energetic, and confident yet work with humility and team focus (The culture of the business is that of collaboration and teamwork).
Desire to lead by example in own activities.
Engaging and inspirational personality able to bring teams along a journey of improved performance.
Utilise the resources and experience in the business to drive growth.
Willingness to get out and client-face, on the road building relationships, winning business opportunities.
Working Arrangements & Location:
Location: Flexible working Main Office location Leeds.
Expected to be in the office 2-3 days per week with 2-3 days on the road visiting clients.
As with any sales role there is flexibility on working locations but a regular presence in Leeds is important to engage and develop with the team.
Client Interview Process:
1st Stage interview to be held ideally face to face with the MD in Leeds.
2nd Stage interview will be face-to-face with the MD & Group HRD who will dial in remotely.
3rd stage Rubber stamp meeting with Group MD.
Good to know:
The business is currently tracking against its 2024 £4.5m target.
Could be described that the business is riding a market as opposed to proactively growing and developing beyond repeat / existing business and orders.
The current headcount of the business is circa 30 with an ambition to grow that but orders need to increase to do so.
Business was incorporated in 2001 as a venture capital-backed spin-out from the School of Electrical and Electronic Engineering and has since developed to become a world leader in the design and manufacture of telemetry systems for extreme and inaccessible environments.
Our client's condition-based maintenance systems are being increasingly adopted by asset owners, operators and maintainers in the Rail, Automotive, Industrial and Defence sectors.
The business has developed from a small company doing one-off projects in one market to several complex projects across several industries and now includes installing the kit onto various transport.
Benefits of being an SME tech company light on its feet yet with the backing of a £1bn ownership group.
Ambitions in product diversification, innovation, and blue-sky thinking the business has larger ambitions.
The role reports to the MD and is supported by a Technical Director and Ops Manager.
It is expected that the person works in collaboration with the wider technology group.
Supporting benefits:
Bonus: mix of personal and company performance.
Salary reviews: Annually.
Car Allowance: £5,960 per year.
Holidays: 25 days & 8 Statutory.
Pension: 5% employee contributions, 3% employer contributions into DC pension scheme.
Sick Pay.
Life Assurance: Death in service x4 times salary.
Private Healthcare: For you and your family.
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