Head of Sales

Position Profile

Job Title: Head of Sales
Company: Gill Instruments Ltd

The company is an ambitious and growing, privately owned manufacturer of specialist sensors used in demanding and advanced technology industries around the world, including motorsport, defence, marine and heavy industry. The product portfolio includes standard products together with product variants developed for individual customers.

To support and accelerate the company’s growth, the shareholders have invested in new products and business development. An opportunity now exists for an experienced Head of Sales to assume leadership of the existing sales function, to develop the capabilities and devise and implement a sales plan to double sales within 3 years. Candidates must be able to demonstrate experience in a leadership role where results were achieved by developing, motivating and managing a sales team and process, as well as the ability to lead by example when appropriate.      

Position Summary

The Head of Sales reports to the Director and is responsible for delivering current year sales and building the capabilities to meet the planned sales growth. Key responsibilities include:

• Develop, coach and manage the sales team

• Develop, agree and implement a multi-year sales plan

• Review, agree and implement changes to the current sales process and systems

• Review, agree and implement changes to commercial guidelines, including price, distribution plan, and contractual terms

• Propose, agree and report on appropriate KPIs.

Specific Deliverables

• Manage the day-to-day activities of the current sales team to ensure delivery of the short-term sales targets and improved accuracy of sales forecasting

• Report on sales performance, highlighting future risks and opportunities, identifying sales and market trends

• Analyse current sales performance and current and future market opportunities, devise a sales plan to include direct and indirect sales, departmental budget, and a KPI plan. Gain agreement to the plan, and take ownership for delivery and reporting

• Review the current team’s capability to deliver the agreed sales plan, identify gaps and implement appropriate coaching, training, and performance management to develop the required capability

• Review the current commercial structures, including the approach to pricing, distribution, and contract terms. Identify, prioritise and gain agreement for necessary changes and implement as agreed

• Work with the Director to review the business strategy including product vs. market focus, direct vs, indirect distribution, account management vs. customer acquisition, standard product vs. customised product.

Position Requirements

• Demonstrable experience in a similar sector, and able to represent the company at senior levels with customers, and at conferences and tradeshow events

• Demonstrable experience in leading a successful sales team to retain and grow existing customer accounts and, target, acquire and grow new accounts

• Excellent interpersonal skills, able to recognise capabilities within a team, and develop and deploy the necessary skills to achieve business goals

• Excellent leadership skills, able to gain respect from the team, effectively implement change, and ensure adherence to agreed way of working

• Demonstrable experience in identifying and implementing change in a SME sales environment

• Excellent analytical skills (numeric and organisational), combined with the ability to communicate, present and influence credibly and effectively at all levels of an organisation

• Well-developed business skills and experience including commercial, contractual and negotiating skills

• Relevant degree or advanced professional qualification.

Person Specification

• A result focused leader able to balance short term goals with medium term development needs

• Excellent communications and presentation skills

• Problem-solving and analytical skills to interpret sales performance and market trend information

• Proven ability to motivate and lead the sales team. Experience in developing marketing and sales strategies

• Good working knowledge of Microsoft Office Suite

• Good working knowledge of Microsoft Dynamics CRM or equivalent CRM system

• Current driving license/passport and willingness to travel frequently.

Reporting Structure

Head of Sales – Director

 

A position profile does not imply that the duties stated are the only ones to be performed by the incumbent. Employees will be required to follow any other reasonable job-related instruction as requested by the Managing Director.

How to apply

If you are interested in working at Gill Instruments Limited, please send your application letter and CV to jobs@gillinstruments.com