Sales Leadership Position

1 month ago


Glasgow, Glasgow City, United Kingdom Finning International Full time
We are seeking a seasoned sales leader to drive growth and manage our sales team in Scotland. 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. Your key responsibilities will include: Key Responsibilities: * Lead the sales team through a culture of data-based sales management, accountability for outcomes, and customer intimacy through excellent account management, coupled with new customer acquisition through a hunting and conquest mentality, measured on a simple performance dashboard. * Own the performance of the used, rental, and technology solutions, elevating the profile and performance of each to deliver a balanced portfolio within the geography. * Responsible for achievement of all targets/performance including – market share, sales excellence, customer experience, full income statement, and working capital across all areas of responsibility. * 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. 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. Requirements: * Proven (5+ years) experience in a senior sales leadership position * Industry knowledge across extraction, waste, and civil engineering customer segments * Knowledge of customers and competitors within our 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 Accountability: * Up to 8 direct reports * Annual sales turnover of between £30m and £75m depending on territory and year * Development of go-to-market sales and marketing plans for the area of business * Manage the sales pipeline from opportunity to execution to maximise growth of new and used equipment, rental, rebuilds, contracts, parts, and service sales. * Achieve targeted sales record card numbers on a monthly basis to ensure dealer pay for performance targets are reached and exceeded.

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