Head of Sales (Engineering)

  • Location:

    Altrincham, Greater Manchester

  • Sector:

    Manager - Sales

  • Job type:

    Permanent

  • Salary:

    £55,000 - £70,000 + Bonus

  • Contact:

    Halecroft Recruitment Ltd

  • Contact email:

    register@halecroftrecruitment.co.uk

  • Job ref:

    314

  • Published:

    7 days ago

  • Consultant:

    Tricia Bullman

  • Expiry date:

    2022-05-24

Our client based in Altrincham is currently looking to recruit a Head of Sales to join as a member of the Senior Leadership Team working alongside the Head of People, Head of Engineering, Head of Operations, Finance Director and CEO.

The initial short-medium term focus for the role involves building the sales infrastructure and team from the ground up, being accountable for delivering and defining a commercial strategy with the CEO – a blend of strategy and hands-on operations. The potential scope for the future would be moving into a more strategic Sales & Marketing Director role.

Overall responsibility for delivering the sales budget, and for leading the productivity, effectiveness and optimisation of the sales and commercial function, in line with our ambitious strategic goals. Working closely with a forward-thinking management team, the Sales Operations Manager has overall responsibility and accountability for the sales and commercial function, which will include people, process optimisation, systems, planning, reporting and playing a pivotal role in scaling the business.

This role is responsible for developing and implementing an end-to-end sales infrastructure from the ground up, to enable the delivery of budgeted sales and margin growth, and scale up to £25-30m opportunity. This infrastructure includes systems, processes and methodologies covering the entire sales organisation and support functions, including all value streams and Customer Service.

Reporting directly to the CEO, and playing an active informing and contributing role to the activity of the Senior Leadership Team (SLT), the Sales Operations Manager will provide leadership, management and development to the sales and commercial team, encouraging empowerment, ownership, and coaching them.

Requirements:-

  • Background – sales and commercial background, within a complex technical sales environment (ideally highly technical manufacturing or engineering environment), involving multiple client stakeholders, with a heavy focus on effectively developing and implementing sales infrastructures and operations from the ground up.
  • Work experience – minimum of 5 years’ experience as a sales operations manager, or similar role (ideally gained in high growth SMEs), with a proven track record of achieving the sales budget, and “hands-on delivery” experience of building and scaling an effective, high-performing sales and sales support function, built on the foundation of a “people-process-systems” infrastructure.
  • Innovation & change management – experience of innovating to improve performance, embracing technology, and effecting, implementing and embedding change to create high performance teams within a continuous improvement culture.
  • Systems, processes, and infrastructure – experience of successfully developing, implementing and optimising new sales systems, processes, methodologies and software tools into a business, to streamline processes, increase efficiency, maximise performance and delight customers.
  • Stakeholder management, relationship-building and collaboration – ability to communicate and collaborate effectively, and build effective relationships with numerous internal and external stakeholders at multiple levels, including customer and client-facing communications and liaison.
  • Sales and pipeline management – proven success in managing sales and pipeline proactively, and in developing a close working relationship with the Finance team in order to responsibly forecast.
  • Managing complex sales – ability to implement and manage systems and methodologies to win in a complex sales environment, where there are many decision-makers and influencers involved, and experience of both long term projects and higher volume transactional sales
  • Consultative/solutions sales – key account management skills with the ability to identify opportunities and execute a ‘land and expand’ approach in those accounts; a customer-centric, consultative approach to business development with the engineering solution for the client at the heart of any decision making.
  • Leadership and management – proven record of successfully building, leading, and managing sales and sales support teams, including training, developing, coaching and mentoring of individuals, embedding culture, and developing high performing, motivated and engaged teams.
  • Commercial acumen - ability to analyse markets and projects and identify where there is opportunity, and ability to effectively manage and apply resource diligently to ensure maximum output and efficiency at all times.
  • Analytics and data – ability to successfully evaluate sales performance, data and analytics, and take an analytical and data driven approach to complex sales processes, to identify and convert opportunities already known to the business, to inform sales activities and to further scale the business.
  • Customer-centricity – experience of delivering on customer promises through an efficient and optimised sales function and embedding a customer-centric team culture.