Head of Area Sales

**Company**: Finning (UK) Ltd

**Number of Openings**: 1

**Worker Type**: Permanent

**Position 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.
**Major Job Functions**:

- 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. 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.

**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.

**Knowledge**:

- Required: Proven (5+ years) experience in a senior sales leadership position
- Required: 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. 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 exceeded
- To drive successful outcomes in tenders with major customers
- Contribute additional revenues through growth in work tools, technology, connectivity, consultancy, finance and CVAs.

At 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 at any point during the recruitment process, please inform your recruiter.