Job Description
As the Head of Sales, you will lead a talented sales team, driving revenue growth and expanding our active customer base. You’ll combine operational excellence with people-centred leadership, ensuring the team is equipped, motivated, and engaged.
You will work closely with internal teams and external partners to deliver compelling go‑to‑market initiatives, enhance customer experience, and streamline sales operations.
Key Responsibilities
Team Leadership & Coaching
* Lead, mentor, and develop the sales team to build strong, long-term customer relationships.
* Foster a high-performance culture focused on responsiveness, engagement, and solution selling.
* Provide regular coaching, performance feedback, and alignment to organisational values.
Sales Growth & Customer Expansion
* Drive initiatives to grow the active trading customer base.
* Ensure the team meets or exceeds revenue and margin targets.
* Identify opportunities within existing accounts and support conversion of leads into long-term customers.
Sales Operations & Performance Management
* Oversee the sales operations function to improve internal processes and efficiency.
* Implement tools and practices that maximise customer-facing time for the sales team.
* Refine workflows, reporting, and CRM usage to enhance visibility and productivity.
Vendor Engagement & Go-to-Market Strategy
* Represent the business in key vendor and customer interactions.
* Develop initiatives that better connect vendors with customers, such as campaigns and joint events.
* Collaborate with marketing and vendor teams to build strong value propositions and sales enablement materials.
Skills & Experience
Proven experience in a senior sales leadership role—ideally within IT distribution, technology, or a related sector.
* Strong coaching and people development skills with a track record of building high-performing teams.
* Commercially astute with strong sales metrics, forecasting, and pipeline management capability.
* Excellent relationship-building and communication skills across customers, vendors, and internal teams.
* Experience working with or leading sales operations to drive process improvements.