Head of Commercial

Position: Head of Commercial

Reporting to: Director

Confidentiality: N/A - No NDA Required

Ford & Stanley Executive Search (Part of the Ford & Stanley Talent Services Group) are a leading Executive search and talent advisory firm specialising in the following sectors:

• Rail & Transportation                      
• Civils & Construction                       
• Manufacturing & Supply Chain      
• Technology & Cyber Security         
• Logistics & Intermodal Freight        
• Defence                                             

Our search directors, search consultants and in house research team specialise in retained opportunities at the highest level of organisational leadership and management.

Our success is based upon a blend of trust-driven relationships, robust market knowledge, and working practices that ensure the best possible alignment of organisational need with experience and personal ambition.

Working with business leaders on bespoke assignments for over a decade, we understand exactly what our customers expect from an executive search and talent advisory service – whether there is a pressing business need for an executive interim or that of a long-term permanent appointment - Ford & Stanley Executive Search provide the solution.

We have been exclusively appointed by our client company on a retained search for a Head of Commercial.

Below you will find a ‘Candidate Opportunity Brief’ developed from notes taken during the scoping meeting (Situational Discovery) held between the Head of Executive Search & Senior     Research Associate of Ford & Stanley Executive Search and the Director of the business.

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.

Challenges expected within the first 12 months include:

• The incoming Head of Commercial will need to work hard to manage the expectations from the group on the growth and development of the business.
• The team has been through a high degree of change over the past few years. The incoming Head of Commercial will need to settle the ship and foster a feeling of togetherness, and drive profitability and growth.

Key deliverables within the first 12 months include

• Leading on the development of an accurate forecast and ensuring the business delivers against it.
• Develop a competent, forward-thinking commercial strategy that takes into consideration the arrival of new products.
• Having built strong relationships internally with all stakeholders.

Essential Hard Skills (Skills & Experience)

§  The incoming Head of Commercial will have successfully run a commercial team and

can demonstrate a track record.

§  The successful candidate will have had exposure to marketing and revenue (Ideally both) and, as such able to lead the team effectively.

§  The new Head of Commercial will have a strong track record in managing multiple stakeholders

§  They will be able to demonstrate the capability or aptitude to quickly get up to speed

with growth and business development activities.

Essential Soft Skills (Attributes & Behaviours)

§  Strong leadership capability and able to unite a mixed team with a common aim

§  Capable of instilling confidence and building relationships with multiple stakeholders.

§  Eager to learn and able to develop quickly.

§  Collaborative and team-oriented.

Working Arrangements & Location:

Able to be based at any of North Yorkshire, West Yorkshire or Northeast England.  On-site 2-3 days per week.

Ford & Stanley Executive Search Pre-Submission Process:

• First Engagement: A short engagement and introductory conversation to position the opportunity, gauge candidate early interest level and arrange a time and date for a more detailed discussion. NDA sent (if applicable) upon receipt of signed NDA - Candidate Opportunity Brief shared.

• Candidate Discovery: An open, conversational and consultative discussion where candidates and executive search consultant explore and discuss the opportunity brief. Candidates are assessed on their suitability for the role in the context of the key essentials and challenged on how the opportunity lines up with their career aspirations, motivations, financial expectations and personal circumstance. The search consultant will utilise the information captured during candidate discovery to start to build your profile on suitability. Recommendations may be made at this point for adjustments or updates to your CV. 

• The ‘shortlist’: Shortlisted candidates, having taken time to reflect on the opportunity and undertake subsequent research on the client's business, are reengaged where they are asked to provide additional specific information on their suitability (if/where applicable). Final checks of key notes, package details and logistical alignments made. Finishing touches are then made to your profile prior to submission, along with our notes and recommendations.

Client Company’s Interview Process:

• 1st Stage interview: Initial Interview with the business’s Director and Finance.
• 2nd Final Stage interview: Face-to-face formal interview with the business’s Director and the Director of the growth team within the parent group

Good to know:

• The Head of Commercial is a brand-new role within the organisation, following the restructure of the Revenue and Marketing teams from a Group function into an internally contained capability.
• The team consists of 2 direct reports and 6 indirect reports.
• Although not solely reliant on these areas, this individual will be leading on the Revenue Management, Marketing, Forecasting and Growth activities of the business..

Key Responsibilities

• Leading a high-performing Commercial Team, including Marketing and Revenue functions.
• Developing and delivering strategic commercial plans to grow revenue and enhance customer experience.
• Collaborating with operational teams to ensure commercial insight drives decision-making.
• Championing innovation in pricing, retail, and marketing communications.

Budget & Benefits:

Competitive benefits and package available.  

Executive Search Delivery Team:

• Tom Norton – Head of Executive Search: Client & Opportunity Management, Client Advisory, Recommendations & Offer Negotiation.
• Emma Barlow – Senior Research Associate: Longlisting, Networking, Research & Search, Interviews, Data & Market Intel & shortlist presentation.
• Ralitsa Kuziva - Executive Assistant: Diary Management, Interview Coordination & Candidate Experience.

About Ford & Stanley Executive Search:

Please see supporting appendix: Executive Search Candidate Journey

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, religion or belief or political beliefs and we place an obligation upon all staff to respect and act in accordance with the policy.

Services advertised by Ford & Stanley Executive Search are that of an executive search and talent advisory business.