Head of Area Sales - Scotland

Company:Finning (UK) LtdNumber of Openings:1Worker Type:PermanentPosition 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 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 dashboardDeveloping 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 packagesFamily-friendly policies to support working parentsEnhanced flexible working optionsSupport from a team of 40+ Mental Health first-aidersEmployee wellbeing solutionsElectric car scheme (UK)The opportunity to work with your charity of choiceLength 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 businessStrategic planning and timely strategy executionStrong commercial acumenAdept in customer facing situations with outstanding, communication, presentation, negotiation and influencing skillsTime management skills and the ability to prioritize multiple tasks with varying timelines, often under high degrees of pressureProven problem solving and decision-making skillsSelf-motivated, and ability to work with minimal supervisionLeadership of high-performance teams both within sales and operationsProven & demonstratable change management skills, comfortable with initiating and delivering change to enable profitable growthHighly collaborativeAbility to network and build relationships, internally and externally (Customers, Caterpillar, Partners etc.)Knowledge:Proven (10+ years) experience in a senior sales leadership positionKnowledge of customers and competitors within our regional businessCaterpillar or distribution organisation awarenessUnderstands marketing programs in relation to the pricing of the assigned productKnowledge of logistics, inventory management and related processesIndustry knowledge across extraction, waste and civil engineering customer segmentsAccountability:Up to 15 direct reportsAnnual sales turnover of between £50m and £125m depending on territory and yearDevelopment of go to market sales and marketing plans for the area of businessManage 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 exceededAchieve Caterpillar parts STU target on a monthly basisAccountable 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 measureManage Construction Industries expenses, and work with sales enablement and supply chain to deliver EBIT target through process disciplineTo drive successful outcomes in tenders with major customersContribute 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 costAccountable for customer satisfaction measures within the business area, efficient management of customer disputesAchieve zero LTAs through a robust, participative management of health and safety within the businessAt 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
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