Head of Regional Sales

3 months ago

Cannock, United Kingdom Finning (UK) Ltd Full time

Company:
Finning (UK) Ltd

Number of Openings:
1

Worker Type:
Permanent

Position Overview:
A fantastic opportunity to join the Finning brand, Heading up the Sales Team in the North. Reporting directly to the GM Construction Industries this role will be responsible for the growth and management of our regional accounts. Working closely with key stakeholders, including Caterpillar you will identify new customers, develop relationships, lead the development of account plans and deliver on our future growth strategies

**Job Description**:
Major Job Functions:

- To lead and develop a regional sales team to deliver against business plan. Create a climate of accountability and empowerment with team members to ensure exceptional and consistent customer experience
- Lead growth across our regional accounts within Construction Industries driving maximum deal participation, customer penetration and profitable market share growth
- Drive lead generation through using data analytics and sales support teams to identify new opportunities
- Fully understand the customer’s key business drivers and emerging needs to ensure customer-centric solutions are created and executed in line with business plans
- Ensure strategic plans are in place for territories in line with the overall strategy to grow our customer base whilst developing existing business with key customers in the region
- Ensure high standards of sales excellence are achieved through diligent sales management, process adherence and CRM usage
- Collaborate with supply chain and all relevant stakeholders to execute on monthly delivery
- Liaise with Caterpillar to ensure they provide appropriate support levels and senior engagement for national accounts
- Provide accurate forecasting for the national accounts feeding in to the S&OP process and financial planning calendar

Specific Skills:

- Highly collaborative
- Highly skilled influencer and negotiator
- Visionary outlook with the ability to spot opportunities
- Adept in customer facing situations with excellent presentation skills
- Strategic thinking across a 1 - 3 year timeframe
- Ability to network internally and externally (Customers, Caterpillar, Partners e.g. Trimble)
- Ability to develop strategy and execute providing the vision and engagement to people
- Commercial acumen
- Lateral thinking who displays creativity and innovation

Knowledge:

- Substantial experience in a sales leadership position.
- Caterpillar or distribution organisation awareness
- Regional knowledge of customers and competitors is desirable

Accountability:

- Up to x10 direct reports.
- Annual sales turnover of up to £100m
- 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 and used equipment sales
- Achieve targeted sales record card numbers on a monthly basis to ensure dealer pay for performance targets are reached and exceeded
- Accountable for equipment solutions key accounts sales revenues and gross profit to meet or exceed budget
- Accountable for the development of a healthy sales pipeline demonstrable by backlog measure
- Manage Equipment Solutions gross profits and 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 within equipment solutions
- Contribute additional revenues through growth through work too sales, solution sales, CSA sales, R&M contracts
- 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

You will receive an outstanding benefits package, inclusive of: 8% Contributory Pension Scheme, Private Medical Insurance, Life Assurance, Health Cash Plan, Employee and Share Purchase Plan.

As part of our ongoing commitment to our valued employees, Finning also partner with three independent salary survey organisations to ensure we are competitive in the market place.

IND1

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