Head of Area Sales - Glasgow, United Kingdom - Finning International

Description

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.

Major Job Functions:

• Lead the area (regional) sales team in both capital equipment and aftermarket through a culture of data-based sales management, accountability for outcomes, customer intimacy through excellent account management, coupled with new customer acquisition through a hunting and conquest mentality, measured on a simple performance dashboard
• Developing and executing an area (regional) sales plan in line with our go-to-market strategies for the business, focused on moving the customer relationship from transactional through to account management, and finally to fleet management in the spirit of our strategic ambition to partner with our customers for the life of the asset.
• Own the area (regional) performance of the used, rental and technology solutions, elevating the profile and performance of each to deliver a balanced portfolio of CI business within the geography.
• Full people Leadership, including Health, Safety, Talent Development, Inclusion & Diversity of a high-performance team. Mentor, lead and create the sales talent pipeline.
• Responsible for achievement of all targets / performance including – Market Share (PINs), Participation, POPS-C, DCAL, 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.
• Maintain personal relationships with all large, high-profile, strategically important, or influential customers within your area (region).
• Collate in-depth industry knowledge within your area (region) and communicate an executive summary regularly to senior leaders.
• New Product Introduction (NPI) including Equipment and Technologies to ensure opportunities are identified and matched to relevant high-potential customers and their needs.

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.

Specific Skills:

• Demonstrable Leadership skills with the ability to communicate at all levels of the business and lead through deep collaboration across the business
• Strategic planning and timely strategy execution
• Strong commercial acumen
• Adept in customer facing situations with outstanding, communication, presentation, negotiation and influencing skills
• Time management skills and the ability to prioritize multiple tasks with varying timelines, often under high degrees of pressure
• Proven problem solving and decision-making skills
• Self-motivated, and ability to work with minimal supervision
• Leadership of high-performance teams both within sales and operations
• Proven & demonstratable change management skills, comfortable with initiating and delivering change to enable profitable growth
• Highly collaborative
• Ability to network and build relationships, internally and externally (Customers, Caterpillar, Partners etc.)

Knowledge:

• Proven (10+ years) experience in a senior sales leadership position
• Knowledge of customers and competitors within our regional 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
• Industry knowledge across extraction, waste and civil engineering customer segments

Accountability:

• Up to 15 direct reports
• Annual sales turnover of between £50m and £125m depending on territory and year
• Development of go to market sales and marketing plans for the area of business
• Manage sales pipeline, from opportunity to execution to maximise growth of new, 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
• Achieve Caterpillar parts STU target on a monthly basis
• Accountable for Construction Industries New, Used, Rental, Parts & Service sales revenues and gross profit to meet or exceed budget in your area (region)
• Accountable for the development of a healthy sales pipeline demonstrable by backlog measure
• Manage Construction Industries expenses, and work with sales enablement and supply chain to deliver EBIT target through process discipline
• To drive successful outcomes in tenders with major customers
• Contribute additional revenues through growth in work tools, technology, connectivity, consultancy, finance and CVAs.
• Manage problem and complaint resolution, providing solutions that improve customer loyalty and reduce Finning cost
• Accountable for customer satisfaction measures within the business area, efficient management of customer disputes
• Achieve zero LTAs through a robust, participative management of health and safety within the business

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.

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