Head of Sales

Job Details


UK National

Contract Type


Working Pattern

Full Time


Competitive + generous bonus scheme

Closing Date

27/11/2019 17:00

Role Overview

Job Title: Head of Sales                                   

Reports to: Business Unit Director                              

Business area: Retail and Consumer

Location: UK-wide (Midlands, Northampton, Milton Keynes, Oxfordshire locations preferred)

These roles have responsibility for executing sales strategies and delivering new business revenue targets within our Retail and Consumer division. This is a highly autonomous senior sales role and you will be expected to work across a variety of Operational, Functional and Sales teams to ideate, develop and close new business opportunities. You will also be involved in developing our sales capability across the broader Wincanton Group

Duties & Responsibilities

  • Creates prospecting plans and builds a pipeline of genuine new business opportunities
  • Robustly qualifies new business opportunities and utilizes the Wincanton sales process fully
  • Works in partnership with Business Unit Directors, Finance, HR, Solutions and Marketing to develop solutions that create value and exceed customer expectations
  • Develops new business proposals and takes accountability for all bid/presentational material (using Qorus)
  • Leads on customer pitches and influences customers (creates customer coaches) to change their existing operating models
  • Plays an active/critical role in negotiating contractual terms and bid closing activities
  • Utilizes existing CRM (Salesforce) to own, manage and forecast their individual and BU sales pipeline
  • Provides monthly reporting on sales activity to key internal stakeholders  
  • Networks externally to build and maintain senior customer relationships
  • Maintains knowledge of trends within the industry and competitors’ sales activities

Person Specification

  • Extensive experience of working in sales/business development and/or consulting within Retail/FMCG/3rd party logistics
  • Demonstrable track record of winning large multi-year outsourcing contracts in Retail/FMCG logistics
  • Degree and preferably Masters/MBA educated
  • Background in Logistics operations or network development in Retail/FMCG organisations or 3rd party logistics
  • Strong network of contacts and relationships within the Retail/FMCG logistics industry
  • Relevant knowledge of the Retail/Consumer logistics industry and Supply chain challenges.
  • Fully conversant on current trends in UK and global supply chains, specifically visibility and execution systems, e-fulfilment trends, automation (inc. robotics), and the impact of new technology models
  • Creative and focussed on selling solutions and motivated to close deals
  • Commercially astute and highly analytical with an entrepreneurial mindset
  • Outstanding presentation, communication and facilitation skills
  • Strong personal impact; engaging and passionate  
  • Significant exposure to board-level interactions
  • Skilled at building relationships and influencing stakeholders  
  • Hands on and a self-starter
  • Agile and pragmatic thinker
  • Resilient and calm under pressure

About Us:

Wincanton is a leading third party logistics (3PL) and supply chain solutions provider in the UK and Ireland. As the largest British logistics company we work in industry sectors as diverse as milk, defence, energy, retail, consumer goods and construction, supporting every stage of development and adding value through our supply chain expertise and innovative approach to logistics challenges. With over 17,000 colleagues across more than 200 sites and a 3,400 strong fleet of vehicles, we put our customers at the heart of everything we do and our mission is “to make our customers business’s better, every day.”

Our people are at the core of our business and what makes Wincanton great. That’s why we provide significant opportunities for career progress, as well as training enrichment and multi-skilling, in a dynamic working environment.

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