Sales Director

Opportunity Brief:Sales Director - Rail

Ford & Stanley Executive Search (Part of the Ford & Stanley Group) are specialists in Executive Interim and Permanent appointments to the UK, US & North American Rail, General Manufacturing, Envirotech & Digital Industries.

We have been exclusively entrusted and appointed by UK Rail Leasing on a retained search for a Sales Director to partner closely with the newly appointed Managing Director to drive growth across the business.

Below you will find an 'opportunity brief' developed from notes taken during the scoping meeting (Situational Discovery) held between the Business Manager of F&S Executive Search & the MD of UK Rail Leasing. 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 Statement:

"We (UK Rail Leasing) are looking to continue our impressive expansion throughout the UK Rail Market, building on our previous successes and strong financial position to continue to develop our reputation across both passenger and freight markets."

"We already have a well-functioning facility based in Leicester which is the bedrock of our business. However, there is another, newer facility in Loughborough which has some serious potential for growth. Essentially, we are well positioned and primed for our growth across the UK."

"Pivotal to the success of our growth trajectory is the hiring of a proven, hands on, Sales Director, someone who understands the UK Rail Market, is well networked and can lead our growth from the front."

Challenges expected within the first 12 months include:

• UK Rail leasing is at the start of a steep growth curve which will require its management team to input foundations to realise the growth opportunity.
• UK Rail leasing is particularly a 'business of two halves' with the two sites offering different services and being at different stages of growth.
• Clear communication will be needed to manage the expectation on growth.

Key deliverables within the first 12 months include:

• Develop a functional sales strategy that will deliver sales for the next 2 years.
• Deliver the 2024 budget (3/4 of which is already contracted).
• Continue to develop and elevate the brand awareness.

Agreed Hard Skills for candidates to secure an interview:

• A working understanding and strong network with either (or both) the freight and passenger markets.

• A strong understanding of required order intake/gross margin within SME businesses.

• Experience within wider commercial responsibilities (Risk strategy, bidding, tenders, contracts)

• UK Rail Knowledge   

• A proven track record in a similar 'lone wolf' business development role within UK Rail.

Agreed Soft Skills for candidates to secure an interview:

• Open and honest communicator, some would say 'over communicator'.

• Keen to work in a collaborative environment and 'flat structure'. Able to work closely with multiple disciplines.

• Ambitious and excited by growth.

• Culture fit is key as UK Rail Leasing operate a 'close knit' team. Honesty, transparency, candour, and collaboration.

• Proactive and able to ensure customers receive a 'first in class' service.

Desirables include: A working understanding of the overhaul, maintenance and upgrade market. 

Business Manager side notes:

• UK Rail leasing currently has a headcount of 50, with the expectation that this will grow by roughly 20% year on year.
• Currently, the business is turning over £11m.
• It's important to note that throughout its history UK Rail Leasing has managed to demonstrate growth and profitability year on year.
• Essentially, they remain in an extremely strong financial and are primed for growth. Additionally, due to the ownership structure they retain very strong relationships with the banks should they need to leverage additional funding.
• Worth noting that the managing director joined in Q4 2023 and is well underway making an impact across the business including a full restructure of the management team.
• Once the Sales Director has joined the business the plan is to continue to develop the team underneath them to include contracts and bids.
• The business has identified brand awareness and sales strategy as two areas requiring focus as they continue to grow into 2024.
• Historically, UK Rail leasing has operated a 'passive' sales approach and is looking to implement a more proactive approach based on solid market information and partnerships.
• We are looking to implement a more structured process that will contain accountability for all parties.
• Worth noting that as the business continues its journey of growth there will be a big shift i