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Our client is a highly reputable business that specializes in providing award-winning sustainable workplace solutions. Due to ongoing growth, we’re looking for a hands-on Head of Sales / Sales Manager. The successful candidate will manage and mentor an inside sales team and present confidently to senior leadership, laying the foundations for ambitious year-on-year expansion.
The successful candidate will:
* Build repeatable sales frameworks for opportunity qualification and accurate forecasting.
* Introduce data-driven 1-2-1s, pipeline reviews, and sales huddles that surface blockers early.
* Coach Sales Executives on active listening, objection handling, and high-impact discovery calls—turning good talkers into elite consultative sellers.
* Support a target-account program focusing resources on high-value prospects and tender opportunities.
* Translate insights into board-ready revenue forecasts and initiatives.
* Improve retention rates of current customers and expand cross-sells to maximize total returns.
What you’ll do:
Develop people & culture: Run weekly coaching sessions, quarterly performance reviews, and motivate through change.
Operational excellence: Document and optimize the end-to-end sales process in HubSpot; build dashboards and cadence using Jiminny call analytics and Clay enrichment.
Strategic Account leadership: Partner with a team of senior reps on enterprise bids and tender responses.
Executive communication: Own quarterly forecast packs, funnel conversion metrics, and growth plans for the SLT.
About you:
* Proven team leader: 3+ years managing phone-based B2B sales teams; comfortable scaling from £10m to £60m revenue.
* Process competent: Fluency in BANT & MEDDPICC; able to develop playbooks, SLAs, and enablement collateral quickly.
* Tech-savvy operator: User of HubSpot CRM, LinkedIn Sales Navigator, Jiminny or similar CI tools, and modern enrichment platforms like Clay.
* Tender & account-based experience: Led teams through complex, multi-stakeholder bids and RFPs.
* Calming authority: Thrives in high-growth, ambiguous environments; balances speed with long-term infrastructure.
* HubSpot CRM: Reporting, sequences, forecasting.
* Jiminny: Call recording, AI coaching insights.
* LinkedIn Sales Navigator: Account mapping & social selling.
What success looks like after 12 months:
* 25% uplift in qualified pipeline and 20% increase in win-rate.
* Repeatable forecast accuracy within ±5%.
* Documented playbooks for discovery, negotiation, and tender management adopted by 100% of the team.
* A self-sufficient, results-driven culture evidenced by eNPS > 40.
The Package:
* Competitive base salary + performance bonus.
* 25 days holiday.
* Pension scheme.
* On-site Dartford HQ, free parking, and EV charging.
* Continuous learning opportunities (Sales Navigator certification, MEDDPICC workshops, etc.).
* Company get-togethers to celebrate success.
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