Position: Sales Manager
Reporting to: Director
Location: Office / Hybrid depending on business needs
Direct Reports: Business Development Manager (BDM) - with scope to grow the team
About the company
My client is a specialist commercial refurbishment and fit-out contractor based in the Midlands, delivering projects across the UK. We work with clients to transform and improve commercial environments through a collaborative, professional and solutions-focused approach.
Our vision is to achieve sustained, organic growth by focusing on the right opportunities and building long-term relationships with our clients and partners. Rather than pursuing volume for its own sake, our strategy is centred on securing the right projects with the right clients, ensuring projects are well aligned with our expertise, risk profile and values.
We believe the best outcomes are achieved through strong partnerships and repeat business, where trust, quality delivery and shared objectives create lasting value for both our clients and internally.
Our work spans several key sectors where we have developed strong experience and relationships, including:
* Office
* Industrial
* Healthcare
* Education
* Leisure & Hospitality
From our Midlands base, we operate with a national reach, supporting clients across the UK with refurbishment and fit-out projects that enhance workplaces, facilities and commercial environments.
At the heart of my client is a commitment to delivering projects that provide the best outcome for our clients while ensuring a strong and sustainable return for the business, enabling continued investment in our people, relationships and long-term growth.
Role Purpose
The Sales Manager will lead the sales function across the business, driving new business opportunities while strengthening relationships with existing clients. The role sits at the centre of the company's growth strategy, taking ownership of the sales pipeline, CRM management, and reporting on sales performance against the business plan.
Working closely with the Pre-Construction team, the Sales Manager ensures opportunities are qualified, developed, and converted through a structured, professional sales process.
This role offers a clear pathway to Sales Director for the right individual who demonstrates leadership, strategic thinking, and sustained commercial performance.
Key Responsibilities
Sales Leadership
* Lead the sales function and support delivery of the growth strategy.
* Manage and mentor the existing BDM.
* Identify opportunities to grow the sales team as the business expands.
* Embed a structured, professional sales process across the business.
Pipeline & CRM Management
* Maintain and continually develop the company CRM system.
* Track all opportunities, contacts, and project intelligence.
* Manage the sales pipeline to ensure opportunities progress effectively.
Sales Performance & Reporting
* Produce monthly sales reports outlining pipeline value, conversion rates, and progress against the business plan.
* Provide forward-looking forecasts to support business planning.
* Monitor key sales KPIs and identify areas for improvement.
Client Relationship Management
* Build and maintain strong relationships with existing clients.
* Act as senior contact for key client relationships.
* Represent the businesses brand professionally within the market.
New Business Development
* Identify and develop opportunities in emerging markets aligned with the businesses expertise.
* Target new clients, consultants, and project opportunities in commercial refurbishment and fit-out.
* Attend industry events and maintain strong market visibility.
Pre-Construction & Tender Support
* Work closely with the Pre-Construction team to assess incoming enquiries.
* Support preparation and submission of:
o PQQs (Pre-Qualification Questionnaires)
o RFPs (Requests for Proposal)
o RFQs (Requests for Quotation)
* Help shape bid strategy and client engagement during the tender process.
Experience & Background
Essential
* Proven experience in commercial refurbishment and fit-out.
* Strong track record in sales, business development, or client relationship management within the construction sector.
* Experience managing a sales pipeline and CRM system.
* Experience preparing PQQs, RFPs, and RFQs.
* Ability to interpret construction enquiries and work with pre-construction teams.
Desirable
* Experience managing or mentoring sales professionals.
* Existing network within commercial fit-out and refurbishment.
* Experience contributing to business strategy and growth planning.
Key Skills & Attributes
* Commercially driven with strong market awareness
* Highly organised with strong pipeline management skills
* Excellent communication and relationship-building
* Strategic thinking combined with hands‑on delivery
* Strong reporting and analytical capability
* Professional representation of the brand
Potential Remuneration
The Sales Manager role offers a competitive package, rewarding profitable growth and client development aligned with business strategy.
Additional Benefits
* Car allowance
* Pension contribution
* Private healthcare
* Performance-related bonus scheme
Performance Bonus Potential
30,000 - 55,000
Top performance could deliver 120,000+ total earnings.
The role has a clear pathway to Sales Director, with remuneration evolving as the sales function and business grows.
Key Performance Indicators (KPIs)
The Sales Manager will be measured against the following KPIs to ensure strategic and profitable growth:
1. Pipeline Value & Quality - maintain a rolling pipeline of 3-4x annual sales target, focusing on sectors aligned with company strategy.
2. Project Win Rate / Conversion - convert at least 30-40% of opportunities into signed contracts.
3. Gross Profit Secured - deliver gross profit in line with the annual business plan.
4. Strategic Client Development - secure new clients and maintain repeat business.
5. CRM Management & Reporting - maintain up-to-date CRM and deliver timely reporting.
6. Sales Team Development - mentor the BDM and support growth of the sales function toward a Sales Director role.
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