Ford & Stanley Recruitment
Opportunity Brief:Head of Sales and Bids Ford & Stanley Executive Search (Part of the Ford & Stanley Group) are a leading Executive search firm to the UK, North American and European Engineering, Technology, Sustainability & Heavy Manufacturing industries. Our search directors, search consultants and research teams specialise in all horizontal functions of our clients' organisations with expertise spanning engineering, commercial, procurement, HR, IT, finance, HSQE, sales, projects, operations and c-suite. We are trusted by over 100 leading organisations when they seek to make a leadership appointment, be that a permanent appointment or an interim solution. We have been retained and appointed by our client company on a retained search for a Head of Sales and Bids, a hands-on, pragmatic leader who can drive growth across the businesses and own bid governance for the group. Below you will find an opportunity brief developed from notes taken during the scoping meeting (Situational Discovery) held between the Business Manager and Managing Consultant of Ford & Stanley Executive Search and the newly appointed CEO of the client company. This brief is designed to give candidates a deeper insight into the opportunity inherent within the role, the challenges the role presents and provide access to the detail that sits behind the job specification. Client Opportunity Statements: We have seen consistent success in the rail freight industry across the group since our inception. We are now applying significant resource to grow our pipeline, reputation and business in the passenger market. The successful Head of Sales and Bids will be the catalyst to this success and push the business forward on our continued growth journey. As our sales pipeline builds in the passenger market, we expect the incoming Head of Sales & Bids to take charge of bid process and governance at a group level. The successful candidate will need to be relentless in building our sales pipeline in the passenger market and, with the support of our 3 Managing Directors, will be fully supported in the growth strategy of our business . Challenges expected within the first 12 months include: Seen as an integral hire to the continued growth of the group, we expect this role to come with pressure to build a sales pipeline, with a particular focus on their rolling stock maintenance and overhaul business. Key deliverables within the first 12 months include: To have successfully built a sales pipeline of opportunity for one of their businesses worth £5 million. Increased bid conversion rate to 50%. To have implemented a uniform bid process and taken full ownership for ongoing bid governance. Essential Hard Skills (Skills & Experience) Experience selling solutions/services into the Traction & Rolling Stock market. Well networked and coming with a black book across Rail. Sales biased and relationship-led in their sales approach. Strong experience with leading end-to-end bid process is needed, but secondary. This individual needs to have an understanding of the technical side of the products and services they are selling but does not need to be an engineer. Desirable: Experience selling overhaul & maintenance into the Passenger Rolling Stock sector. Essential Soft Skills (Attributes & Behaviours) Engaging both externally and internally. Emotionally intelligent, strong ability to read situations. Success-driven, ambitious and a desire to win. Hands-on in approach and capable of bringing others on a journey. Solutions-focused, being proactive to overcome obstacles. Working Arrangements & Location: We expect candidates to spend 2 days in one of their businesses East Midlands Facility. The rest of the time we anticipate being spent at client facilities and other businesses in the group. Candidates are likely to be more present in the office during the first few months. Otherwise, we expect this role to be present at client sites consistently. Our Client s Interview Process: 1st Stage interview: Face-to-face interview at their East Midlands HQ, conducted by Managing Director of the rolling stock overhaul and maintenance business and Managing Director of their rail freight sector manufacturing business. 2nd Final Stage interview: Face-to-face interview East Midlands HQ, conducted by Group CEO. Ford & Stanley Interview Process: 1st Stage: Candidate Discovery: An open, conversational and consultative discussion where interested candidates are assessed on their suitability for the role in the context of the above and challenged on how the opportunity lines up with their career aspirations, motivations, financial expectations and personal circumstances. 2nd Stage: The shortlist : Candidates are asked to reflect on the candidate discovery discussion, take time to reflect on the opportunity and undertake subsequent research on the client business reporting back on their thoughts, questions and providing additional specific information on their suitability (if applicable). Final checks of role, package and logistical alignments made. Good to know: The Group is a privately owned holding company that owns companies in long-term partnership with management. The Group consists of a number of smaller rail sector SMEs. The Head of Sales and Bids will report directly into the CEO of the Group and be directly accountable for all Sales/Bids activity across the group. As a group, our client s business are profitable, have a good mix of people and receive consistent investment for growth. One of the companies within the group are a specialist engineering business with strong capability in overhaul and repair. The business is made up of varied project values and sizes from £50k-£2m. The second business are a specialist rail freight sector manufacturer. The other main business are a leading maintainer of rail freight wagons, with a predictable stable performance, they tend to grow in line with the investment provided into them. They have so far outperformed expectations and are on a stable trajectory. All though this is a group-focused position, we expect the majority of sales work to be focused on the maintenance and overhaul business, in particular, growth in the passenger market. This is where the group see the greatest opportunity for growth. This role is a newly created position within the structure aimed at enabling the business to retain its position within the freight market whilst bolstering its offering within the passenger sector. We expect this role to work very closely with the Group CEO and MDs of each business, collaborating on the client approach and developing accounts further once secured. Sales activity and pipeline growth are the primary focus of this role, followed closely by full ownership of the bids function. As this role develops, and the need for support on sales/bids activity grows, we expect new hires to come into the team under the management of the Head of Sales & Bids. Budget: Low: £75,(Apply online only) / Mid: £85,(Apply online only) / High: £90,(Apply online only) Supporting benefits - Please enquire directly Executive Search Delivery Team: Tom Norton Business Manager (Client Recommendations/Advisory, Offer Negotiations, Headhunting, Networking) Billy Jackson Managing Consultant (Shortlisting, Offer Negotiations, Headhunting, Networking, Research, Search, Longlisting, Interviews, Data & Market Intel) Ralitsa Kuzeva Executive Assistant (Diary Management, Coordination, Candidate Experience) About Ford & Stanley Executive Search: Ford & Stanley Talent Services Group are in the business of people and performance. Our mission is to create one million better workdays through facilitating great recruitment, leadership and occupational mental fitness. We support our clients in their most challenging business areas - recruiting, developing and retaining the best talent from shop floor to boardroom. Ford & Stanley TalentWise - Business specialising in blue collar trade & technical services permanent and temporary. Ford & Stanley Recruitment - Business specialising in white collar spanning all company functions with specialist verticals within Digital, Rail Engineering, Civils & Infrastructure, General Manufacturing, Supply Chain & Logistics both permanent and contract. Ford & Stanley Executive Search Business specialising in Executive Search & Executive Interim Solutions in the UK, North America, Middle East and Europe. Ford & Stanley Genius Performance - Performance is always accelerated when good people are coached, inspired, trained and focused in the right way. Ford & Stanley Talent Services Group Ltd is a Disability Confident employer that is committed to a policy of equal opportunities for all opportunity seekers. We shall adhere to such a policy at all times and will review on an on-going basis all aspects of recruitment to avoid unlawful or undesirable discrimination. We will treat everyone equally irrespective sex, sexual orientation, gender reassignment, marital or civil partnership status, age, disability, colour, race, nationality, ethnic or national origin . click apply for full job details
Opportunity Brief:Head of Sales and Bids Ford & Stanley Executive Search (Part of the Ford & Stanley Group) are a leading Executive search firm to the UK, North American and European Engineering, Technology, Sustainability & Heavy Manufacturing industries. Our search directors, search consultants and research teams specialise in all horizontal functions of our clients' organisations with expertise spanning engineering, commercial, procurement, HR, IT, finance, HSQE, sales, projects, operations and c-suite. We are trusted by over 100 leading organisations when they seek to make a leadership appointment, be that a permanent appointment or an interim solution. We have been retained and appointed by our client company on a retained search for a Head of Sales and Bids, a hands-on, pragmatic leader who can drive growth across the businesses and own bid governance for the group. Below you will find an opportunity brief developed from notes taken during the scoping meeting (Situational Discovery) held between the Business Manager and Managing Consultant of Ford & Stanley Executive Search and the newly appointed CEO of the client company. This brief is designed to give candidates a deeper insight into the opportunity inherent within the role, the challenges the role presents and provide access to the detail that sits behind the job specification. Client Opportunity Statements: We have seen consistent success in the rail freight industry across the group since our inception. We are now applying significant resource to grow our pipeline, reputation and business in the passenger market. The successful Head of Sales and Bids will be the catalyst to this success and push the business forward on our continued growth journey. As our sales pipeline builds in the passenger market, we expect the incoming Head of Sales & Bids to take charge of bid process and governance at a group level. The successful candidate will need to be relentless in building our sales pipeline in the passenger market and, with the support of our 3 Managing Directors, will be fully supported in the growth strategy of our business . Challenges expected within the first 12 months include: Seen as an integral hire to the continued growth of the group, we expect this role to come with pressure to build a sales pipeline, with a particular focus on their rolling stock maintenance and overhaul business. Key deliverables within the first 12 months include: To have successfully built a sales pipeline of opportunity for one of their businesses worth £5 million. Increased bid conversion rate to 50%. To have implemented a uniform bid process and taken full ownership for ongoing bid governance. Essential Hard Skills (Skills & Experience) Experience selling solutions/services into the Traction & Rolling Stock market. Well networked and coming with a black book across Rail. Sales biased and relationship-led in their sales approach. Strong experience with leading end-to-end bid process is needed, but secondary. This individual needs to have an understanding of the technical side of the products and services they are selling but does not need to be an engineer. Desirable: Experience selling overhaul & maintenance into the Passenger Rolling Stock sector. Essential Soft Skills (Attributes & Behaviours) Engaging both externally and internally. Emotionally intelligent, strong ability to read situations. Success-driven, ambitious and a desire to win. Hands-on in approach and capable of bringing others on a journey. Solutions-focused, being proactive to overcome obstacles. Working Arrangements & Location: We expect candidates to spend 2 days in one of their businesses East Midlands Facility. The rest of the time we anticipate being spent at client facilities and other businesses in the group. Candidates are likely to be more present in the office during the first few months. Otherwise, we expect this role to be present at client sites consistently. Our Client s Interview Process: 1st Stage interview: Face-to-face interview at their East Midlands HQ, conducted by Managing Director of the rolling stock overhaul and maintenance business and Managing Director of their rail freight sector manufacturing business. 2nd Final Stage interview: Face-to-face interview East Midlands HQ, conducted by Group CEO. Ford & Stanley Interview Process: 1st Stage: Candidate Discovery: An open, conversational and consultative discussion where interested candidates are assessed on their suitability for the role in the context of the above and challenged on how the opportunity lines up with their career aspirations, motivations, financial expectations and personal circumstances. 2nd Stage: The shortlist : Candidates are asked to reflect on the candidate discovery discussion, take time to reflect on the opportunity and undertake subsequent research on the client business reporting back on their thoughts, questions and providing additional specific information on their suitability (if applicable). Final checks of role, package and logistical alignments made. Good to know: The Group is a privately owned holding company that owns companies in long-term partnership with management. The Group consists of a number of smaller rail sector SMEs. The Head of Sales and Bids will report directly into the CEO of the Group and be directly accountable for all Sales/Bids activity across the group. As a group, our client s business are profitable, have a good mix of people and receive consistent investment for growth. One of the companies within the group are a specialist engineering business with strong capability in overhaul and repair. The business is made up of varied project values and sizes from £50k-£2m. The second business are a specialist rail freight sector manufacturer. The other main business are a leading maintainer of rail freight wagons, with a predictable stable performance, they tend to grow in line with the investment provided into them. They have so far outperformed expectations and are on a stable trajectory. All though this is a group-focused position, we expect the majority of sales work to be focused on the maintenance and overhaul business, in particular, growth in the passenger market. This is where the group see the greatest opportunity for growth. This role is a newly created position within the structure aimed at enabling the business to retain its position within the freight market whilst bolstering its offering within the passenger sector. We expect this role to work very closely with the Group CEO and MDs of each business, collaborating on the client approach and developing accounts further once secured. Sales activity and pipeline growth are the primary focus of this role, followed closely by full ownership of the bids function. As this role develops, and the need for support on sales/bids activity grows, we expect new hires to come into the team under the management of the Head of Sales & Bids. Budget: Low: £75,(Apply online only) / Mid: £85,(Apply online only) / High: £90,(Apply online only) Supporting benefits - Please enquire directly Executive Search Delivery Team: Tom Norton Business Manager (Client Recommendations/Advisory, Offer Negotiations, Headhunting, Networking) Billy Jackson Managing Consultant (Shortlisting, Offer Negotiations, Headhunting, Networking, Research, Search, Longlisting, Interviews, Data & Market Intel) Ralitsa Kuzeva Executive Assistant (Diary Management, Coordination, Candidate Experience) About Ford & Stanley Executive Search: Ford & Stanley Talent Services Group are in the business of people and performance. Our mission is to create one million better workdays through facilitating great recruitment, leadership and occupational mental fitness. We support our clients in their most challenging business areas - recruiting, developing and retaining the best talent from shop floor to boardroom. Ford & Stanley TalentWise - Business specialising in blue collar trade & technical services permanent and temporary. Ford & Stanley Recruitment - Business specialising in white collar spanning all company functions with specialist verticals within Digital, Rail Engineering, Civils & Infrastructure, General Manufacturing, Supply Chain & Logistics both permanent and contract. Ford & Stanley Executive Search Business specialising in Executive Search & Executive Interim Solutions in the UK, North America, Middle East and Europe. Ford & Stanley Genius Performance - Performance is always accelerated when good people are coached, inspired, trained and focused in the right way. Ford & Stanley Talent Services Group Ltd is a Disability Confident employer that is committed to a policy of equal opportunities for all opportunity seekers. We shall adhere to such a policy at all times and will review on an on-going basis all aspects of recruitment to avoid unlawful or undesirable discrimination. We will treat everyone equally irrespective sex, sexual orientation, gender reassignment, marital or civil partnership status, age, disability, colour, race, nationality, ethnic or national origin . click apply for full job details
CBRE Global Workplace Solutions / Data Center Solutions
ABOUT CBRE DATA CENTRE SOLUTIONS CBRE Data Centre Solutions (DCS) is a part of the CBRE Group with over 115,000 employees worldwide and delivers fully integrated real estate, facilities, and technology solutions for data centre owners, occupiers, and investors across the globe. As a dedicated business line within CBRE, DCS is dedicated to solving complex challenges within every stage of the data centre lifecycle. We provide our employees the best conditions to develop professionally and personally and to realise their full potential in the course of their career. Join us now and bring your unique talent and skills to our Team. Join our team as soon as possible in London or Amsterdam! Tasks YOUR RESPONSIBILITIES Job Purpose The main purpose as Sales Director - Europe is to cover the full responsibility for developing, defining and driving the growth within the CBRE Data Centre Solutions EMEA market by winning new business from both new and existing customers. Working as part of the EMEA Regional Leadership team to develop and document the overall market growth plan including strategy, targeting approach, contact strategy and develop suitable value propositions to acquire new relationships and expand existing client relationships. Key Responsibilities Lead the EMEA growth strategy in the data centre market in conjunction with the global growth objectives for the business Manage and develop the Business Development Managers (BDM's) to ensure they have the appropriate training and development opportunities to fulfil their role and are given the experiences to allow them to be successful Oversee the BDM/ sales team efforts to identify and build a long-term active pipeline, exploring both existing markets and targeting new market opportunities Lead sales strategy and negotiations on key regional and global pursuits Leading on interactions in a client-facing role in large, global pursuits Developing and building long-term professional customer relationships with existing, new and potential clients Foster a positive and successful sales culture across all business units in the EMEA region Take complete ownership of, develop and deliver exceptional sales and tender documents and presentations, in line with CBRE Data Centre Solutions standards. Effectively leverage the sales support functions and SME resources to create winning outcomes Raise the company and business profile by representing CBRE at industry events, high level networking and promoting an image of professionalism at all times Collaborate with the Regional MD and other global BDD's to develop a concise plan to accomplish the retention and acquisition of clients/markets Coordinate and govern sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation and negotiation Evaluate industry and business trends and analyze performance and respond with necessary business change In addition to the above-mentioned tasks, other activities and responsibilities may be individually defined Requirements YOUR PROFILE Most important: Experience with selling Facility Management Services Strong track record of success in winning new business, demonstrated knowledge of selling "managed services" and the ability to influence all organizational levels - including the ability to develop credibility and trust quickly with C-Level executives/decision makers Leadership experience in building high performing sales teams that consistently outperform the competition and exceed sales plan results Extensive experience Facility Management Services and developing outsourcing solutions, pricing and org development models preferred. At least Sales experience in managed services must be given Ability to comprehend, analyze, and interpret various types of business documents such as complex and lengthy RFP documents with detailed SOW around data center operations. Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook English language proficiency is a must have. Further European languages would be a plus Benefits OUR BENEFITS - What you'll get in return Future-proof job opportunity with a true development guarantee in one of the fastest growing Data Centre markets worldwide A demanding job with an interesting variety of responsibilities and high level of real management autonomy Working in an exceptionally motivated team TOP trainings with internationally recognized state-of-the-art certifications as well as through our own GWS Academy Attractive salaries with good fixed pension schemes, optional collective health and home insurance and holiday pay International working environment with inspiring cross-border career opportunities A friendly and collegial working atmosphere combined with a dynamic and creative working culture DIVERSITY, OCCUPATIONAL SAFETY and WORK-LIFE BALANCE are practiced values! Do you need more good reasons for joining CBRE? Check our recent Awards: Best Company for Career Growth 2024 (Wallstreet Journal) Best Places to Work 2024 (Globe St's) Best Workplace for Wellbeing (Top 100 on Indeed) TOP Company 2024 (among the top 5% on KUNUNU) Commitment to Diversity and Talent Development Award 2024 (Datacloud Global Awards) Outstanding Contribution to Skills and Training Award 2024 (DCS Awards) HAVE WE AROUSED YOUR INTEREST? If yes, please submit your application documents (CV, selected certificates, no cover letter necessary) including your availability and salary expectations to us. Please refer to the following reference number Ref. No.: DC/173985 in your application. For the sake of the environment, we kindly ask you to apply exclusively via e-Mail and to refrain from post applications.
ABOUT CBRE DATA CENTRE SOLUTIONS CBRE Data Centre Solutions (DCS) is a part of the CBRE Group with over 115,000 employees worldwide and delivers fully integrated real estate, facilities, and technology solutions for data centre owners, occupiers, and investors across the globe. As a dedicated business line within CBRE, DCS is dedicated to solving complex challenges within every stage of the data centre lifecycle. We provide our employees the best conditions to develop professionally and personally and to realise their full potential in the course of their career. Join us now and bring your unique talent and skills to our Team. Join our team as soon as possible in London or Amsterdam! Tasks YOUR RESPONSIBILITIES Job Purpose The main purpose as Sales Director - Europe is to cover the full responsibility for developing, defining and driving the growth within the CBRE Data Centre Solutions EMEA market by winning new business from both new and existing customers. Working as part of the EMEA Regional Leadership team to develop and document the overall market growth plan including strategy, targeting approach, contact strategy and develop suitable value propositions to acquire new relationships and expand existing client relationships. Key Responsibilities Lead the EMEA growth strategy in the data centre market in conjunction with the global growth objectives for the business Manage and develop the Business Development Managers (BDM's) to ensure they have the appropriate training and development opportunities to fulfil their role and are given the experiences to allow them to be successful Oversee the BDM/ sales team efforts to identify and build a long-term active pipeline, exploring both existing markets and targeting new market opportunities Lead sales strategy and negotiations on key regional and global pursuits Leading on interactions in a client-facing role in large, global pursuits Developing and building long-term professional customer relationships with existing, new and potential clients Foster a positive and successful sales culture across all business units in the EMEA region Take complete ownership of, develop and deliver exceptional sales and tender documents and presentations, in line with CBRE Data Centre Solutions standards. Effectively leverage the sales support functions and SME resources to create winning outcomes Raise the company and business profile by representing CBRE at industry events, high level networking and promoting an image of professionalism at all times Collaborate with the Regional MD and other global BDD's to develop a concise plan to accomplish the retention and acquisition of clients/markets Coordinate and govern sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation and negotiation Evaluate industry and business trends and analyze performance and respond with necessary business change In addition to the above-mentioned tasks, other activities and responsibilities may be individually defined Requirements YOUR PROFILE Most important: Experience with selling Facility Management Services Strong track record of success in winning new business, demonstrated knowledge of selling "managed services" and the ability to influence all organizational levels - including the ability to develop credibility and trust quickly with C-Level executives/decision makers Leadership experience in building high performing sales teams that consistently outperform the competition and exceed sales plan results Extensive experience Facility Management Services and developing outsourcing solutions, pricing and org development models preferred. At least Sales experience in managed services must be given Ability to comprehend, analyze, and interpret various types of business documents such as complex and lengthy RFP documents with detailed SOW around data center operations. Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills Technically savvy with solid experience in Microsoft Office (PowerPoint, Excel, Word) and Outlook English language proficiency is a must have. Further European languages would be a plus Benefits OUR BENEFITS - What you'll get in return Future-proof job opportunity with a true development guarantee in one of the fastest growing Data Centre markets worldwide A demanding job with an interesting variety of responsibilities and high level of real management autonomy Working in an exceptionally motivated team TOP trainings with internationally recognized state-of-the-art certifications as well as through our own GWS Academy Attractive salaries with good fixed pension schemes, optional collective health and home insurance and holiday pay International working environment with inspiring cross-border career opportunities A friendly and collegial working atmosphere combined with a dynamic and creative working culture DIVERSITY, OCCUPATIONAL SAFETY and WORK-LIFE BALANCE are practiced values! Do you need more good reasons for joining CBRE? Check our recent Awards: Best Company for Career Growth 2024 (Wallstreet Journal) Best Places to Work 2024 (Globe St's) Best Workplace for Wellbeing (Top 100 on Indeed) TOP Company 2024 (among the top 5% on KUNUNU) Commitment to Diversity and Talent Development Award 2024 (Datacloud Global Awards) Outstanding Contribution to Skills and Training Award 2024 (DCS Awards) HAVE WE AROUSED YOUR INTEREST? If yes, please submit your application documents (CV, selected certificates, no cover letter necessary) including your availability and salary expectations to us. Please refer to the following reference number Ref. No.: DC/173985 in your application. For the sake of the environment, we kindly ask you to apply exclusively via e-Mail and to refrain from post applications.