The Head of Sales is responsible for delivering Territory Business Unit revenue targets through disciplined execution, active pipeline development and strong performance management of regional sales teams.

This role translates agreed commercial strategy into daily sales performance. It ensures sufficient pipeline coverage, consistent opportunity progression, forecast accuracy and high standards of sales discipline across all territories. The Head of Sales leads from the front, driving activity levels, coaching teams, intervening early where performance gaps emerge and maintaining constant visibility of deal health and revenue risk.

Operating within the commercial framework set by the Chief Commercial Officer, this role ensures that revenue plans are executed with rigour and consistency. It embeds a culture of accountability, CRM discipline and measurable performance standards acrs regions, ensuring predictable and reliable revenue delivery.

The Head of Sales plays a critical role in building a performance-driven sales organisation that balances short-term delivery with sustainable pipeline development.

Overview:

Own and deliver all Territory Business Unit revenue targets through disciplined sales execution, active pipeline development, and strong performance management of regional sales teams and industrial commercial development.

1. Revenue Delivery & Target Ownership

Full accountability for achieving TBU revenue targets across the UK, USA, Italy, and China, and supporting Industrial opportunity conversion.

Translate agreed commercial targets into clear regional sales plans, revenue & activity targets.

Maintain constant focus on pipeline value, conversion ratios and deal progression to ensure predictable revenue delivery.

Intervene early and directly where pipeline coverage, conversion, or performance is insufficient.

1. Sales Team Leadership & Performance Management

Lead and manage the UK sales team, Heads of Sales in USA, Italy, and China, and the Industrial Commercial Development Manager.

Set clear individual & team targets, KPIs, and activity expectations aligned to revenue goals.

Provide hands-on coaching, deal support, and performance management to maximise teameffectiveness.

Establish a culture with clear accountability for results, pipeline health, and standards.

1. Pipeline Development & Opportunity Management

Ensure disciplined and continuous prospecting across all territories and segments to maintain sufficient pipeline coverage.

Drive rigorous qualification, prioritisation & progression of opportunities through the funnel.

Maintain clear visibility and ownership of key deals, supporting teams to remove blockers and close opportunities.

Ensure balanced pipeline development across short, medium, and long-term opportunities.

1. Sales Process, CRM Discipline & Forecasting

Ensure consistent use of CRM for opportunity tracking, pipeline management & forecasting.

Ensure accurate and up-to-date pipeline data across all regions.

Deliver reliable sales forecasts and identify risks and mitigating actions early.

Establish and maintain a consistent sales operating rhythm including pipeline & activity reviews and performance tracking.

1. Industrial Opportunity Development Support

Lead and support the Commercial Development Manager for Industrial to convert qualified opportunities into revenue.

Ensure clear ownership, follow-up, and progression of Industrial opportunities through a defined commercial sales process.

Support development of effective prospecting and relationship-building.

1. Customer Engagement & Commercial Execution

Support regional teams in developing strong relationships with key customers and partners.

Ensure professional, responsive, and commercially disciplined customer engagement.

Support negotiation / closing of significant or complex commercial opportunities.

1. Reporting, Governance & Commercial Discipline

Establish clear KPIs covering pipeline coverage, prospecting activity, conversion rates, forecast accuracy, and revenue performance.

Provide regular, data-driven reporting on regional and overall TBU sales performance.

Maintain clear visibility of risks, opportunities, and required interventions.

Build a consistent, execution-focused culture based on accountability, discipline & delivery.

Requirements:

* Essential

* Bachelor's degree in Business, Sales, Marketing or related discipline (or equivalent experience)

* Proven experience leading multi-territory sales teams

* Strong working knowledge of CRM systems and sales forecasting

* Desirable

* Leadership and management qualification (e.g., ILM, CMI)

* Sales and negotiation training

* Project management certification

* Experience within Industrial, OEM or technically complex B2B sales environments

* Desirable for the role

* Demonstrated track record of delivering revenue targets across multiple regions

* Experience scaling sales teams and embedding structured sales processes

* Experience managing international or culturally diverse teams

* Strong track record of improving conversion ratios and forecast accuracy

* Experience supporting complex, high-value commercial negotiations

Skills:

Technical

Leadership and management

Communication and collaboration

Problem solving and analytical skills

Personal and organisational skills

Personal attributes

Self-motivation

Integrity and ethics

Emotional intelligence

Open mindedness

Resilience and adaptability

Our Referral Incentive:

Due to the high amount of interest that we receive for each of our roles unfortunately we cannot respond to each application individually, therefore if you do not hear back from us you have not been shortlisted for this role. Please continue to check our website for any other roles which may be of interest.We offer a £500 referral if you introduce someone we place - see our website for details We regret that this client is not prepared to sponsor work permit or work permit transfer applications. Candidates must be able to prove their eligibility to work in the UK