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Matrix SCM
Sales Director
Appointment Brief
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Sales Director – Matrix SCM – Appointment Brief
Contents
• Letter from the Chief Executive and Chairman
• Background
• Organisational structure chart
• Role Profile
• Person Specification
• Timetable
• Terms and Conditions
• How to Apply
Letter from the Chief Executive and Chair
Dear Candidate,
Thank you for your interest in this exciting and important role.
Matrix SCM is a technology company, specialising in the procurement of temporary, interim
and permanent staffing services. We offer what is believed to be a unique, category
agnostic, end-to-end solution for micro-procurement. You tell us what you want and we
supply what and who you want, when and where you want them. So far, no different to any
other staffing agency - but - when we say supply, we really supply. That’s because we have a
branch network throughout the UK, managed with rigour and commercial exactness that
only comes because we contract with each branch, we do not own them.
We use the market to your advantage. Whilst we accept the liability and responsibility for
supplying a member of staff of the right quality, we will source that member of staff from a
local provider, we will ensure and guarantee all right to work checks are complete, ensure
references are taken and ensure that we have leveraged the best possible price.
Last year, Matrix SCM had another highly successful year. We continued to increase our
client base, revenues and our net cash position. This is a huge achievement as the prior year
included significant one-off fees, which have now been converted to annuity revenue on
long term contracts. We expanded our office, invested in infrastructure and enlarged our
sales, implementation and training offerings – all with a focus to bring longer term benefits
for us and for our clients. To view our 2013/4 accounts, please click here.
However, there are still places to go and new avenues to explore, to grow Matrix SCM
further and deliver our unique services to more people, ensuring they have quality staff and
the very best prices. We have a very strong presence within Local Government and have
aspirations to replicate this within the health sector.
As part of our desire to grow and innovate, we are looking for a new Sales Director to join
the Matrix SCM team. The Sales Director will lead the sales team and implement the sales
strategy for the business, while working closely with the Managing Director and Senior
Management Team.
As the Sales Director you will have strong communication skills and be charismatic, with the
ability to influence at the highest levels, both political and executive. You will exude
gravitas, vision, creativity and tenacity, and have proven strategic leadership skills and
strong experience of building, developing and managing highly effective teams.
The Sales Director will enter a business that has already set a 2015/16 budget and will have
broadcast and an expectation of sales for 2016/17 and 2017/18. These numbers will form
the backdrop of the expectation. Equally the product offering is 90% set in stone. However
the sales director will be empowered to arrive at the numbers in whichever way he or she
will see fit.
We are a dynamic and evolving business and we are seeking a strategic leader to join us
who will relish the challenge of working within an innovative and forwarding thinking group.
If you think you have what it takes, we very much look forward to hearing from you.
Best wishes,
Julian Young, Chief Executive
Ian Wolter, Chairman
About Matrix SCM
Matrix SCM is an autonomous and separate limited company. Reporting into the Chief
Executive of DPH, Julian Young, it has accountability to the board, and benefits from the
central services of Finance and Technology services, which it buys on a time or project basis.
Matrix SCM owns its own software (CR.net).
Put simply, Matrix SCM helps all individuals responsible for the procurement of temporary,
interim and permanent staff, as well as consultancy to perform their role more efficiently
and in doing so, source the very best service that meets their individual requirements.
We achieve this through the provision of technology.
Matrix-CR.Net is Matrix’s proprietary technology application, that customer’s access over
the internet.
Matrix-CR.Net automates the end to end process of procuring temporary, interim and
permanent staff. The technology can also be used to procure consultancy, thus providing
customers with a single technology system for managing their resourcing requirements.
Matrix-CR.Net automates the end to end procurement process from supplier accreditation
and enrolment through to supplier payment. By breaking down the end to end process into
clearly distinguishable individual steps, customers can implement corporate policy decisions
at each step, and then measure and monitor the effectiveness of these decisions on their
organisation's purchasing behaviour.
Matrix-CR.Net can either be directly licensed by customers in order to manage their own
supply chains under a Software as a Service model or alternatively offered to customers as
part of our Primary Contractor managed service model.
Temporary Staffing
Matrix currently partners with 80 public and private sector organisations across the UK, who
are using our technology and processes to procure £300M of temporary staffing services
per annum. Each and every week, over 2500 local recruitment suppliers interact with our
technology and are responsible for the provision of 15,000 temporary workers to our
customers across a broad range of different skills categories.
Permanent Staffing
Matrix’s local candidate portal has been specifically developed to enable local job seekers to
apply for work directly with Matrix customers. Customers use the portal to submit their
permanent job requirements. Potential candidates are able to search and view all
permanent positions being advertised by out customers within a defined mile radius of
where they live.
Dynamic Procurement Holdings (DPH)
DPH Ltd owns 100% of Matrix SCM, other portfolio companies are Attigo, a web based
training business, Adam, a service procurement business and N-Fuze a Software as a
service technology play. DPH was founded by Julian Young and Ian Wolter in 2011 as
the vehicle to complete the management buy out of Matrix SCM from the private equity
group Hamilton Bradshaw.
Dynamic
Procurement
Holdings Ltd
(DPH)
Matrix SCM
Attigo
Adam
N-Fuze
Organisational Structure Chart
TBD
Barry Moseley
Sales Director
Managing Director
SALES
Sales Manager
TBD
Chris Grimes
Vacancy
Public Sector
OPERATIONS
CENTRE
BUSINESS
MANAGEMENT
Anne Noakes
Business
Development
Director
Manager
(Full Time)
Private Sector
Chris Boyes
Vicky Hoole
NHS
Manager
(Part Time)
Charlie HerdmanNewton
TBD
Julian Panter
CDL
IMPLEMENTATION
David Terry
Sarah Hindry
Manager
Sylvia-Violet
Anigbogu
London & South East
Bid Writer & Marketing
Nick Perks
Telesales
Hannah
Malsbury
AM
N Yorkshire
County Council
N Yorkshire
School
Chorley
Fylde
Connect
Housing
Wyre Council
Wyre Forest
Joe Harrison
AM
London
Borough of
Wandsworth
Redbridge CDL
St Georges
University
Compliance
Keith
Beesley AM
Lambeth
Aylesbury
London
Borough of
Waltham
Forest
Rochdale MBC
Shropshire
Greater
Manchester
Police
Sheel Patel
AM
Denbighshire
Flintshire
Isle of
Anglesey
Matt Savage
Remote AM
Hampshire
Joey
Marchant
AM
Alistair Park
AM
Vacancy AM
Cheshire East
Wychavon
Hampshire
District
Council
County
Council
Barnsley
Bromsgrove
Basingstoke
Wakefield
Redditch
and Deane
Borough
Borough
Hampshire
Council
Council
Police
Calderdale
Derby
Salford
District Council
East
Riding
Isle
of
Wight
Kirklees
Malvern
Hills
District Council
District
Council
Thirteen
Nottingham
Group
Chris Hard
AM
Lancashire
West
Lancashire
Preston
Pendle
Borough
Council
Blackburn &
Darwen
Worcestershir
e County
Jodie Davies
AM
Knowsley Met
Council
Wirral Council
St Helens
Council
Sefton Council
Halton Council
Liverpool /
Liverpool
Vision
Compliance
Rebecca
Douel
Accreditation
& Enrolment
Officer
Amy
Williams AM
Camden
Enfield
Enfield Homes
Vacancy
Camden
Vacancy
Camden
Role Profile
As the Sales Director, you will be responsible for all sales within Matrix SCM.
This will require a complete and comprehensive review of the current sales process and
sales team and to address any problems this uncovers from the top down, if necessary
recruiting a team capable of maximizing the huge market opportunity and enabling it with
the creation of a process and a set of collateral.
Therefore it is vital that the candidate has gravitas, vision, creativity, leadership, tenacity
and is mentally and verbally dexterous. Whilst experience and a proven track record would
be welcome, we believe that if a person has these qualities then they will make the role
theirs.
Key Responsibilities
Strategy, Plans and Budgets:
• Implement sales and strategy, based on company and Group strategic sales
objectives;
• Develop and execute an operational plan to ensure successful delivery of the sales
strategy;
• Research and create new markets for Matrix SCM to implement and develop and
deliver the strategies to do so;
• Analyse and evaluate the effectiveness of sales, methods, costs and results, against
the operational plan;
• Work with the Marketing Manager to ensure alignment with marketing strategy,
processes and initiatives;
• Ensure that sales operations are conducted within the constraints of the
departmental budget.
People and Processes:
• Take responsibility for the overall effective management of the Sales Team;
• Monitor the performance of the sales team members;
• Define and implement KPIs for the Sales Team, in alignment with the Sales Strategy
and Operational Plan;
• Coach and mentor the team members to ensure effective and efficient sales
operations;
• Work to perpetually to improve and hone the sales process and sales collateral.
Reporting:
• Develop and implement regular reporting to the Managing Director in relation to
sales performance and sales cycles;
•
•
•
•
Regular reporting to Managing Director regarding common objections and obstacles
to successful delivery of the sales strategy;
Attend company Senior Management Team (SMT) meetings;
Report any people/performance related issues to the Managing Director;
Regular reporting on the sales pipeline and forecasts to the Managing Director and
Group Chief Executive,
Person Specification
You should be able to demonstrate and provide evidence of the following criteria listed
under Part One within your written application. These will be tested further at the
preliminary interview stage, along with the criteria listed under Part Two:
To be successful in this role you will be able to provide examples of:
Part One
• Proven strategic leadership, with experience in planning, executing and delivering
operational sales strategies;
• Excellent consultative selling and negotiation skills, with a proven track record of
successfully pitching for new business;
• An entrepreneurial mindset, with the ability to spot and seize opportunities;
• Extensive experience of building, managing, motivating and developing a team;
• Exceptional communication skills, with the ability to engage a wide range of
stakeholders in different environments;
• Excellent analytical and reporting skills and intellectually robust with the ability to
quickly assimilate and prioritise complex information;
• Signficant commercial accumen and financial skills
• Experience of using Salesforce.com
Part Two
• Confident and resilient with the ability to handle tensions, conflicts, overcome
obstacles and take calculated risks to accomplish goals;
• The ability to operate at a senior level with gravitas and to be mentally and verbally
dexterous;
• Sales drive and tenacity with a results focus;
• Creative thinking;
• Highly polished consultative and customer service skills;
Timetable
Sunday 5th July
Closing Date for all applicants
July
Preliminary Conversations at Attenti
Aug
Informal meetings and conversations at Matrix
Sep
Final meetings
Terms and Conditions
•
•
•
•
•
•
A significant six figure package which is negotiable
25 days annual plus statutory days
Pension 6% employer contribution
Life Assurance and Private Health Cover
Car Allowance
The core team is based in our High Tec offices in Central Milton Keynes
How to Apply
If you are interested in applying for this role, please do so via the Attenti website:
www.attenti.co.uk/mscmsd
Please ensure you provide the following:
•
A supporting statement. This should clearly set out how you meet each of
the criteria set out in the person specification. You should provide
evidence in your statement; and not simply a broad claim to have done it
- give us examples and dimensions; tell us what this achieved and how it
helped meet your organisations' goals.
•
A comprehensive CV including details of your achievements in each role.
•
Details of two referees, one of whom should be your current or most
recent employer, and let us know whether you would be happy for us to
contact them as part of the process. Referees will not, of course, be
contacted without your prior consent.
Please ensure that you indicate in your application any dates when you will not be
available, or where we might have difficulty in contacting you, which coincide with the
appointments timetable.
All applications will be acknowledged.
Attenti will respect the privacy of any initial approach or expression of interest in this
role, whether formal or informal.
Closing date for applications: 5th July 2015
For an informal and confidential discussion, please contact our advising consultants, Jim
Bank, Susan Vincent or David Fielding at Attenti on 020 7422 0620.