Head of Sales

2 weeks ago

Nottingham, United Kingdom Adler & Allan Full time

**What we do**:
We provide environmental and energy infrastructure services that protect the environment and reduce the risk of pollution, operational downtime, profit loss and reputation damage for our customers. Through the management and maintenance of assets, we support the ESG, CSR and sustainability ambitions for our customers across the UK.

**Who we are**:
We are an ambitious team who are focused on growth, putting our customers at the heart of what we do, and we live our values of **Safety**, **Service**, **Working Together,** **Wellbeing** and **Expertise**. Our culture is can-do, fun and where everyone has a part to play. If you want to help businesses and protect the environment, this role could be for you.

**What we would like to offer you**:

- Competitive Salary + Bonus
- Company car
- Pension scheme
- 21 days holiday + bank holidays
- Refer a friend scheme
- Company phone, laptop, iPad and PPE provided
- Training and career progression opportunities
- Life Assurance Scheme
- Employee Assistance Programme (with access to GP appointments, Physio appointments and Mental Health Support)

We are currently seeking a Head of Sales dedicated to our Environmental Services Business Unit where you will work closely and report into the Chief Commercial Officer.

The postholder will lead and manage circa 10 field-based sales staff called Regional and Area Account Managers. They are geographically spread throughout the UK and who’s account management and revenue & margin growth responsibility is aligned to their geography as well as a portfolio of high growth potential and high spend customers. Growth focussed activity is expected to centre around high growth potential target market sectors as outlined in the Adler & Allan Shared Vision growth plan.

Maintain customer satisfaction to win work via self and team, achieve strong double digit growth sales revenue targets by Business Unit, self and team, achieve gross margin targets, and support EBITDA growth. Absolute focus on services delivered within the assigned Business Unit is critical and therefore a technical understanding of those services is needed.

Hours of work are 8.30 am to 17.00 pm, Monday to Friday with an hour for lunch. Due to the seniority of this role, the postholder is expected to devote sufficient time to ensure duties are performed effectively to be beneficial to the company.

This is only a guide and the postholder will be expected to be available outside of contractual hours which will include evenings, weekends and periods of annual leave should a need arise for contact. Whilst home based, there is the requirement to travel to any Company or customer location and travel and stay away from home overnight.

****Your day will look like this**:

- To be the centre of competency and knowledge of growth focussed selling activity including pipeline development, win conversion, contract implementation and forecasting.
- Provision of sound leadership, coaching, support, challenge, and performance management of a team of nationally spread commercial staff.
- Own the creation and converted performance of a strong validated pipeline of realisable suspect and prospect opportunities into realised won and invoiced work quickly and efficiently and fully supporting the business units weekly Most Likely Outcome Forecasting process.
- The skills, experience, and behavioural assessment and development of commercial staff and the co creation of personal and departmental development plans
- Own the creation and execution of portfolio and geographic market plans and supporting customer growth plans in order to ensure appropriate focus on services delivered by the assigned Business Unit.
- High levels of commercial / sales activity.
- Strong ties and collaboration with the technical and operational functions is essential in the achievement of growth targets.
- Personal professional account management of self and team to high spend and high growth potential contract customers.
- Collaborative liaison and professional communication with the senior regional and central operational, technical, management and marketing teams is essential for the benefit of achieving customer contract KPIs leading to longer repeat business customers.
- Production of high-quality business performance review material supporting monthly Business Unit and Board updates.
- Support, and lead where needed, the contract renewal negotiations with customer utilising all of the business resources including closely working with the company Bids & Tenders resources.
- Facilitate the professional mobilisation of customer contracts across the business through class leading collaboration with operational and technical colleagues.
- Closely manage the aged debt of defined customers within the defined market sector.

**How you can help us with your experience**:

- Managing the optimal activity input, and outcome focus of the nationally based commercial / sales staff.
- Supporting problem so

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