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

Finning International Inc.
Finning International Inc.
Verified Company
Glasgow, United Kingdom

3 weeks ago

Tom O´Connor

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Tom O´Connor

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Description

Company:
Finning (UK) Ltd


Worker Type:
Permanent


Position Overview:
A fantastic opportunity for a Head of Sales covering Scotland.

Reporting directly to the General Manager - Regional Sales, this role will be responsible for the acquisition, growth and management of our regional accounts for the new, used, rental and aftermarket lines of business within a geographic area.

Focus is on increasing revenue with current customer base, identifying and onboarding new customers, driving sales excellence, leading the development of account plans and deliver on our future growth strategies.

The role is responsible for delivering the go-to-market strategy, building and developing a team to deliver the strategy, developing and executing an aggressive Annual Operating Plan (AOP) and leveraging cross-functional teams within the entire FINUKI business.

The role is also responsible for the customer experience within the area including the customer facing aspects of the branch network within the area and high-level customer experience KPIs, working in close partnership with service leaders.


Job Description:


Major Job Functions:

  • Lead the area (regional) sales team in both capital equipment and aftermarket through a culture of databased 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 gotomarket 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 highperformance 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, highprofile, strategically important, or influential customers within your area (region).
  • Collate indepth 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 highpotential customers and their needs.

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 decisionmaking skills
  • Selfmotivated, and ability to work with mínimal supervision
  • Leadership of highperformance 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 ter
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