Sales and Marketing Director

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 by our client on a retained search for a Sales and Marketing Director.

Below you will find an 'candidate opportunity briefing document' developed from notes taken during the scoping meeting (Situational Discovery) held between the Head of Executive Search & Principal Consultant of Ford & Stanley Executive Search and the CEO & Interim HR Director of the business.

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 are entering a bold new chapter in our growth journey, and we are seeking a strategic, driven, and hands-on Sales and Marketing Director to help shape it and “move the needle” on revenue growth.”

“With a newly developed sales structure, strong ambitions for growth, and a complex solution-based offering that sets us apart, this role presents an opportunity to drive meaningful change across the UK's asset rental business.”

“The successful candidate will bring credibility and leadership, leading from the front, breaking into new markets, and building alignment between sales and operations. This is a chance to define 'what good looks like' and embed structure, strategy and professionalism into a responsive, entrepreneurial business poised for scale.”

Challenges expected within the first 12 months include:

It's important to note that the sales structure within the team is relatively new and has two brand-new 'teams' within it. The incoming individual will have to quickly gain credibility and establish themselves as a key figure through leading from the front.
To ensure seamless collaboration, the new Sales and Marketing Director will play a key role in fostering strong, positive relationships, particularly between the sales and operations teams.
It's often noted that the market the business operate within is a tough one, and in addition, their intended solution is complex. This will require an individual who can quickly gain a thorough understanding of the business and its marketing.
Key deliverables within the first 12 months include:

Demonstrate an ability to lead from the front and evidence 'moving the needle' within the sales performance of the business.
Complete a business-wide sales strategy that includes processes, procedures and standardisation across the teams.
Evidence a move towards new markets and key target customers to increase market share.
Essential Hard Skills (Skills & Experience)

A proven track record of performing at a high level within a large business and being able to articulate 'what good looks like' from a processes, procedures and training perspective.
Able to demonstrate that they can effectively lead from the front with their 'sleeves rolled up' in addition to effectively setting sales strategy. 
In addition to bigger business experience, the incoming Sales and Marketing Director will be able to showcase their ability to operate in a fast-paced and at times 'smaller' environment.
Proven ability to break into new markets and secure 'big business' wins.
A proven track record of operating within similar clients to that of the client business that demand a “technical sale”.
Essential Soft Skills (Attributes & Behaviours)

A hands-on, strategic individual with a “no task too big or too small” attitude to any task. 
 Personable, engaging character.
Successful at building relationships cross-functionally and earning the buy-in and collaboration of internal stakeholders and their team.
Independent and self-motivated.
A driven and ambitious individual with a passion for selling.
Comfortable with change and challenging established ways of working. This individual will question the “we've always done it this way” mentality and aim towards continuous improvement in order to address the evolving needs of a growing business. 
Working Arrangements & Location:

Based out of their Hampshire HQ 1 - 2 days a week, with the expectation that the remainder of their time will be spent on the road visiting client sites.  

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.
Client Company's Interview Process:

1st Stage interview: Face to Face with the CEO and UK MD.
Mid-Stage Personality Profiling Assessment 
Final Stage interview: Interim HRD, Talent Partner, CEO and UK MD - Initial Discussion followed by a presentation.
Good to know:

The business is a leader in rental providing HVAC, refrigeration & catering hire services to a broad number of industries, it offers a broad range of products, services and solutions and has locations across the UK.
The UK business is headquartered in Hampshire and has a counterpart in Ireland. Following acquisitions, there are a number of brands in operation across the two jurisdictions.
This is a responsive and entrepreneurial business, and a successful Sales and Marketing Director will need to be similarly responsive and entrepreneurial. Developing and executing effective strategic sales plan is a central part of this role, as is growing the business. But importantly, the incoming candidate will bring a drive to see results, and through expertise, will identify, grasp and exploit opportunity as it arises. 
This role will report directly into the group MD with significant involvement with the Group CEO.
The business view this role as the “right hand” to the MD and will be the source of knowledge on market dynamics and insights at a top level.
It's important to note that this is a newly created role within the structure that has been designed to drive growth and professionalism within the sales structure.
It's expected that the successful individual will arrive with some proven track record within larger businesses and, as such be able to give some clarity and guidance on 'what good looks like' as far as sales practice is concerned and pull together a strong strategy for growth.
In addition to growth, it is imperative that this is a hands-on individual who will roll their sleeves up and lead from the front. Demonstrating their capability and moving the needle on revenue generation.
In addition to the above, we need someone who is commercially astute and can recognise opportunities for better margins and dynamic pricing.
Although we are interested in those from a corporate background and an understanding of “what good looks like”, they are not looking to become a corporate organisation; they need to remain dynamic and agile but are focused on professionalisation.
The business are keen to move towards a higher margin, complex solution-based offering to solidify their position in the market and as such, it would be beneficial for the incoming Sales and Marketing director to have had this exposure.
They are looking to introduce structure, consistency, strategy and some professionalism into the sales team to drive growth.
The role has five direct reports with a full team size of 25 - 31.
The 5 direct reports head up a sales vertical including Marketing, Inside Sales, Field Sales, Technical Sales and Product Sales.
Whilst the business is performing well, there is some serious ambition to grow and as such, they are looking to expand on the client base and footprint within current clients.
Budget:

Low: £155,(Apply online only)/Mid: £165,(Apply online only)/High: £175,(Apply online only) DOE

Supporting benefits

Car Allowance £750 per month.
Uncapped bonus potential.
25 days' holiday + Statutory bank holidays.
Pension 5% Employee, 3% Employer.
Discretionary benefits including life assurance and private medical insurance.
Executive Search Delivery Team:

Tom Norton - Head of Executive Search: Client & Search Management & Advisory
Billy Jackson - Principal Consultant: Shortlisting, Networking, Research, Search, Longlisting, Interviews, Data & Market Intel, Offer Negotiation
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 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