Opportunity Brief:  Director of Business Development  

Ford & Stanley Executive Search (Part of the Ford & Stanley Group) are an award-winning Executive search firm to the UK, North American and European Engineering, Technology, Sustainability & Heavy Manufacturing industries.

Our search directors, search consultants and in-house research team specialise in all vertical & horizontal functions of our clients’ leadership requirements with expertise spanning engineering, commercial, procurement, HR, IT, finance, HSQE, sales, projects, operations and c-suite.

We are trusted by over 100 organisations when they seek to make a leadership appointment, be that a permanent appointment or an interim solution.

We have been appointed by a locally based rail business on a retained search for a Director of Business Development who will drive continuous improvement initiatives across the current product offering whilst increasing engagement with the European teams.

Below you will find an ‘opportunity brief’ developed from notes taken during the scoping meeting (Situational Discovery) held between the Business Manager and Director of Ford & Stanley Executive Search along with the Managing Director of the client 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.

Client Opportunity Statements:

“Integral to the performance and growth of our business is the hiring of a capable and proven Business Development Director. Someone who knows our industry well, understands our capability and can work closely with existing and prospective clients to maintain and grow our position in the market.”

“We are at an incredibly exciting point in our journey with a significant amount of growth just around the corner. We have a real and genuine opportunity to put our name on the map and continue to develop an impressive capability within rail. What will be key to this is hiring those who are excited to roll their sleeves up and lead from the front”.

“As with any newly acquired business, it’s important that we unify not only the process and procedures across our group but also our message to market. As such, our new Business Development Director will be instrumental in building relationships with internal stakeholders, laying out consistent processes and ensuring we have a consistent approach to the market.”

Challenges expected within the first 12 months include:

• Understanding of the market, what opportunities there are for the business and how to structure the approach to capitalise upon it.
• Being able to use the extensive portfolio across the business to identify opportunities within the passenger and freight sector.
• Utilising the commercial savvy to know what is a good opportunity and has potential or what could be a waste of time and resource pursuing.  
• Respect and understand that our rapidly growing business will continue to evolve and change over the coming years.  

Key deliverables within the first 12 months include:

• Achieve our short and mid term strategic goals.
• Working closely with stakeholders and their respective teams to ensure that the business maintains its prolific position within the sector. 
• Continue to expand our influence across the sector and achieve entry points into new markets.

Essential Hard Skills (Skills & Experience)

• We would expect the successful candidate to have a proven track record of delivering growth within a similar role.

• The successful candidate will have the ability to deliver complex sales within Rail or a similar industry. 

• We would expect the new Business Development Director to be able to confidently work strategically within the business and lead the sales function to achieve the five-year plan.

• The preferred candidate will be used to getting hands-on in driving growth whilst becoming well-known with customers, clients and competitors.

• The successful individual will be capable of managing internal and external stakeholders effectively to ensure all parties are aligned on growth. 

Essential Soft Skills (Attributes & Behaviours)

• The successful individual will have the gravitas and proven track record to enable them to 'hold the room' amongst their peers. 

• The new Business Development Director will have the energy to lead from the front and secure new business whilst ensuring the continuation of existing business.

• The successful candidate will be ambitious and naturally excited by the prospect of joining a rapidly growing business.

• We expect that the incoming Business Development Director will be a strong relationship builder able to quickly build rapport and establish working relationships. 

• A strong, confident character who can inspire the confidence to lead the sales function to success. 

Working Arrangements & Location:

• The Business Development Director will be expected to be spending the majority of their time with clients and prospective clients. However, when not in meetings it's expected that they will be in the office building relationships with the team. 

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.

Client Interview Process:

• 1st Stage interview face-to-face.
• 2nd Final Stage interview: Face-to-face

Good to know:

• The Business Development Director will report into the MD 
• It's important to note that although they will be reporting into the MD, they will also be accountable to each of the product/service lines within the group. In line with this expectation, they will inherit accountability for bidding/sales/account management staff. 
• This role is a newly created position within the structure aimed at enabling the business to retain its position within the market whilst bolstering its offering within new sectors. 
• Worth noting that there isn't currently any form of 'professional' sales throughout the business as this is currently done through the use of networks, stakeholders and word of mouth. 
• The expectation with the newly formed role is that the incoming Business Development Director will take hold of all commercial activities within the business and focus on increasing the market share to drive growth. 
• The business has considerable complementary capabilities, when combined they present excellent opportunities for providing unique turnkey services through the businesses extensive portfolio and considerable UK presence and facilities.
• The current plans for the business’ offering are to remain within their core markets, this being in the passenger train, freight and wider rail sectors, however, the BDD will be responsible for defining and driving the sales strategy, how to exploit further acquisitions and expand the group’s scope of supply where appropriate.
• The vision for the business is to be more important to its customers’ by increasing the capability, range of services, and contribution to their success. This is achieved by increasing market share in all areas of our portfolio and working to develop further strategic partners.

Role Budget:

• Low:£75,000 Mid: £85,000 High: £95,000

Supporting benefits

• Car allowance £500 per month
• Pension employer contribution 7%
• Private Medical: Yourself + Family
• Life assurance x 3 Annual Salary
• Holiday 25 days + 8 Statutory Bank Holidays
• Bonus up to 40% of base

Executive Search Delivery Team:

• Tom Norton– Business Manager (Longlisting, Networking, Research, Search, Interview preparation, Data & Market Intel, Offer Negotiations, Shortlisting, Headhunting, Networking)
• 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.

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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 are that of an employment consultancy business.