Company:
Finning (UK) Ltd
Number of Openings:
1
Worker Type:
Permanent
Position Overview:
We are currently seeking a dynamic and experienced individual to fill the role of Head of Sales in Scotland. This pivotal position requires a proven leader with a strong track record in driving sales growth and managing teams in demanding environments.
As the Head of Sales, you will be responsible for navigating complex market landscapes, developing strategic initiatives, and leading our sales team to achieve ambitious targets. If you possess the leadership skills and expertise necessary to thrive in this challenging role, we invite you to apply and join us in shaping the future of our sales operations.
Job Description:
Major Job Functions:
Lead the sales team through a culture of data-based sales management, accountability for outcomes, and customer intimacy through excellent account management, coupled with new customer acquisition through a hunting and conquest mentality, measured on a simple performance dashboard
Own the performance of the used, rental and technology solutions, elevating the profile and performance of each to deliver a balanced portfolio within the geography.
Responsible for achievement of all targets/performance including – market share, sales excellence, customer experience, full income statement and working capital across all areas of responsibility. Also responsible for annual, quarterly and monthly budgeting/forecasting.
Working in close partnership with Caterpillar, communicating and holding key relationships including, but not limited to: General Construction Industries Division (GCI), Construction Industries Services Division (CISD), Building & Construction Product Division (BCP), Paving Division, District Office and CAT Technology Team.
Work in close collaboration with Supply Chain, Finance and all relevant stakeholders to accurately forecast revenue/deliveries and carefully manage/maintain accountability to ensure outcomes match the forecast.
Benefits:
In addition to a competitive salary, 25 days holiday, an annual management bonus, life insurance, up to 7% pension, access to the company's share scheme, private medical insurance, and car allowance, you will benefit from:
Enhanced maternity and paternity packages
Family-friendly policies to support working parents
Enhanced flexible working options
Support from a team of 40+ Mental Health first-aiders
Employee wellbeing solutions
Electric car scheme (UK)
The opportunity to work with your charity of choice
Length of service or recognition awards.
Knowledge:
Required: Proven (5+ years) experience in a senior sales leadership position
Required: Industry knowledge across extraction, waste and civil engineering customer segments
Knowledge of customers and competitors within our business
Caterpillar or distribution organisation awareness
Understands marketing programs in relation to the pricing of the assigned product
Knowledge of logistics, inventory management and related processes
Accountability:
Up to 8 direct reports
Annual sales turnover of between £30m and £75m depending on territory and year
Development of go-to-market sales and marketing plans for the area of business
Manage the sales pipeline from opportunity to execution to maximise growth of new and used equipment, rental, rebuilds, contracts, parts, and service sales. Maintain a healthy backlog aligned to the annual revenue plan throughout each quarter.
Achieve targeted sales record card numbers on a monthly basis to ensure dealer pay for performance targets are reached and exceeded
To drive successful outcomes in tenders with major customers
Contribute additional revenues through growth in work tools, technology, connectivity, consultancy, finance and CVAs.
At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and/or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations /adjustments to individuals with disabilities. If you require an adjustment/accommodation at any point during the recruitment process, please inform your recruiter.