Purpose of Job
This role requires a dynamic and results-driven Head of Operational Sales to drive the Sales Team’s success and growth for the business. The individual will be responsible for developing and optimising the sales infrastructure, processes, and strategies, KPIs
and day-to-day sales activity to enhance revenue generation and client experience. With an eye on learning from past activity, proactively driving activity of today, while planning for the future is critical to the success of this role and is pivotal in ensuring that the sales team operates efficiently and is equipped with the tools, data, and insights to achieve business objectives.
Main Duties/Responsibilities:
Key Responsibilities:
Sales strategy deployment and planning: Collaborate with the Head of Strategic Sales, and the Sales & Marketing Director to execute sales strategies that align with business objectives, including target setting, sector differentiation, product sector focus, audience approach, territory development and more.
Process Optimisation: Continuously review opportunities for efficiencies to streamline sales processes, CRM utilisation, reporting frameworks to improve efficiency and effectiveness.
Data & Performance Analysis: Leverage data analytics to track sales performance, forecast trends, and identify growth opportunities, including an astute eye on detail regarding not only KPIs, but quality of interactions with clients and sales process accuracy.
CRM & Sales Tools Management: Ensure the effective use of CRM and other sales tools, driving adoption and continuous improvement.
Sales Enablement: Working with the Head of Strategic Sales to identify training opportunities in the team, and develop training programs, playbooks, and best practices to support the sales team in achieving targets and increasing conversion rates, improved qualification, improved forecasting and more.
Commercial Support: Work closely with the commercial team to fine-tune the quotation process inputs and flow.
Customer Insights & Market Intelligence: Coordinate market feedback from territory owners including competitor analysis to support strategic decision-making.
Cross-Functional Collaboration: Partner with marketing, product, technical services, commercial, operations, and all other business teams to align sales efforts with broader business initiatives.
Performance Management & Reporting: Implement KPIs, dashboards, and regular reporting mechanisms to monitor sales effectiveness, managing any areas of performance improvement, building the team unit continuously to share best practice, support of each other, and ensuring a level of care for each other, the business at large, and ultimately our clients.
Skills & Experience Required:
Proven experience in a senior sales operations role, ideally within a construction, certification, testing, or compliance-driven industry.
Strong analytical and problem-solving skills, with the ability to interpret complex data and translate insights into actionable strategies.
Expertise in CRM systems (e.g., Salesforce, HubSpot) and sales enablement tools.
Ability to lead, influence, and collaborate with cross-functional teams.
Excellent communication and stakeholder management skills.
Openness to change and transformation, constantly seeking out areas of improvements and learning.
Experience in driving process improvements and operational efficiencies.
Commercial acumen with a strong understanding of sales metrics, pricing, and forecasting.
Strong eye for detail and embedding quality of sales process from the ground up, through quality of meetings, quality of calls, quality of conversion by stage in the pipeline.
A proactive problem-solver
A results-driven mindset with a passion for supporting sales excellence
