Head of Sales - PHS Teacrate
Role: Head of Sales
Reports to: Managing Director
Direct Reports: Internal & External Sales Teams
Location: Nationwide
Role Overview
We are seeking a high energy, results driven sales leader with a proven track record in the RTP materials handling and packaging sector. This role will lead and develop a highly experienced sales team, drive profitable growth, and shape the commercial strategy for the business. The ideal candidate will combine strong commercial acumen with exceptional leadership skills and deep sector expertise.
Key Responsibilities Sales Leadership & Strategy
* Deliver year on year profitable revenue growth.
* Build and maintain a sales structure aligned to the business strategy.
* Implement the sales strategy and annual sales plans for key sectors, adjusting where necessary.
* Lead, manage, motivate, and develop the sales team using KPIs, metrics, coaching, and training to drive performance.
* Implement and maintain effective Account Management Plans to maximise share of wallet.
* Own the sales pipeline, ensuring growth through existing contracts and new business wins.
* Personally lead and support major bids and strategic sales opportunities.
* Identify cross sell and upsell opportunities within the business and across the wider phs Group.
* Ensure strong client retention through excellent account management and customer service.
* Produce accurate sales forecasts for existing and new customers/products and take action to maintain performance.
* Optimise pricing to maximise profitability; set and enforce pricing and authority levels with the MD and Finance Business Partner.
* Ensure customers sign commercially appropriate contracts that protect the business and optimise revenue.
* Set sales targets, bonus structures, and commission schemes aligned to profitable growth.
Customer Satisfaction
* Lead customer satisfaction initiatives and drive improvements in Net Promoter Score (NPS).
Product Development
* Oversee the review, upgrade, retirement, and development of products to ensure a relevant and profitable portfolio.
Marketing & Digital
* Work collaboratively with Marketing to deliver effective product marketing and communications that support profitable growth.
Debt Management
* Work with internal teams to minimise and recover overdue customer debt.
Additional Responsibilities
* Drive employee engagement across the sales function.
* Produce regular and ad hoc performance reports, highlighting opportunities and challenges.
* Build personal and organisational reputation through industry forums and networking.
* Develop strong peer relationships across the wider phs Group.
Skills & Experience Required
* Proven track record of setting and delivering successful sales strategies within the RTP sector.
* Significant senior sales leadership experience in the RTP industry.
* Demonstrable success in driving profitable sales and EBITDA growth.
* Strong experience in developing and managing commercial strategies.
* Proven ability to manage sales teams and drive performance through KPIs.
* Experience leading major bids and complex sales processes.
* Strong negotiation and commercial skills, including pricing and bid development.
* Excellent relationship building skills at senior client levels.
Key KPIs
* Year on year profitable sales growth (revenue and gross margin).
* Customer retention (percentage and value).
* Customer satisfaction (NPS).
* Optimised pricing delivering improved gross margin.
* Signed, compliant commercial contracts that minimise business risk.
Personal Characteristics
* Strong leader and team player with the ability to influence across the wider management team.
* Acts with integrity-chooses the right path over the easy one.
* Driven, hardworking, and committed to delivering results personally and through others.
* Invests in developing their own expertise and the capability of their team.
* Continuously seeks ways to improve products, services, and processes.
* Takes ownership and accountability.
* Highly numerate and literate, using both data and intuition to inform decisions.
PHS Teacrate are the leading service provider for crates, handling equipment and packaging products in the UK. Moving over 9 million crates every year and supporting industries such as removals and storage, food processing and distribution, retail and fit out companies, making us the market leading crate rental service provider across the UK.