Overview
Head of Sales UK SME at Greenstar. Lead the UK SME sales function to deliver ambitious growth targets, manage and develop a high-performing team of B2B sales professionals, and drive new business acquisition across the SME segment. This role is hands-on, with coaching and performance management and collaboration across commercial and operational teams.
Key Responsibilities
* Lead, mentor and coach a team of New Business focused BDMs and Sales Executives across the UK.
* Set and monitor performance KPIs, ensuring alignment to revenue growth and margin targets.
* Drive a high-performance, proactive sales culture focused on winning new business and account expansion in the SME sector.
* Lead regular performance reviews, training, and development initiatives.
* Own the SME pipeline and drive delivery of new business (B2B) across targeted vertical sectors, regions and territories.
* Show a highly visible and hands-on approach to personally support and coach the team in high-value deal closures and complex negotiations.
* Build and approve P&Ls across larger/complex deals that deliver profitable revenue growth aligned to sales targets and overall business objectives.
* Identify and act on market opportunities for SME growth across core service lines (general waste, recycling, equipment, shredding, hazardous waste).
* Adopt and embed best-in-class CRM practices to input accurate and timely data to drive value.
* Oversee lead generation, prospecting activities, and CRM discipline across the team.
* Ensure all sales activity is tracked accurately to inform forecasting and reporting.
* Collaborate with Telesales, Marketing and Tendering teams to align campaigns and bids with SME objectives and targets.
* Onboard and implement new customer accounts smoothly; ensure seamless handovers to Account Management.
Qualifications & Skills
* 5–8 years in B2B new business sales, with a minimum of 2 years in a sales leadership role; ideally within environmental services, waste management, or a similar sector.
* Experience leading and managing regional managers to deliver performance excellence.
* Proven track record in leading, managing and growing SME sales teams and delivering consistent revenue growth.
* Strong negotiation, presentation, networking and relationship-building skills across all levels.
* Ability to translate high-level sales strategies into understood tactical sales plans for the teams to deliver.
* Results-driven with a hands-on approach to coaching and leadership.
Knowledge & Attributes
* Understanding of SME customer behaviours and buying cycles.
* Familiarity with CRM systems and data-led sales tracking.
* Commercially astute, with a solid grasp of pricing, margin, and sales profitability.
* Willingness to travel nationally across the UK as required.
Qualifications
* Degree or equivalent experience in Business, Sales, Marketing or a related field.
* Knowledge of the waste, recycling, or environmental services industry is advantageous.
* Strong understanding of waste management regulations and best practices.
* Excellent leadership and interpersonal skills.
* Proficiency in data analysis and use of relevant software applications.
* Ability to work collaboratively with cross-functional teams.
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