Head of UK Sales

We are currently looking for an enthusiastic individual to join our Sales team as our Head of UK Sales. We are offering this position on a permanent, full-time basis - 40 hours per week Monday - Friday.

Farrow & Ball are a luxury British lifestyle brand that prides itself in creating richly pigmented paint and handcrafted wallpaper, using print methods dating back 300 years and the finest quality ingredients. The unique Farrow & Ball look transforms modern and traditional homes, large and small, inside and out. Established in Dorset in 1946, we have grown over the last 75 years and now proudly have 60 showrooms worldwide with a global network of stockists.

The key to our success is the people behind the paint: from the team handcrafting each tin to showroom staff to support functions, our shared passion ensures customers have a positive, engaging experience at every stage of their journey with us.

The Head of UK Sales is responsible for driving revenue growth through high-impact, customer-facing sales efforts across the UK. This role leads, coaches, and develops a high-performing sales team (national accounts and field sales), fostering a culture of accountability, collaboration, and continuous improvement. With strong commercial acumen, the role involves evaluating and implementing the most effective go-to-market strategies and commercial terms to maximise value and competitiveness. A key focus includes partnering with strategic accounts to develop and execute Joint Business Plans that align mutual objectives and deliver long-term growth. The position ensures consistent execution against the commercial strategy, sets and tracks clear performance metrics, and identifies opportunities to optimise sales effectiveness.

Key Responsibilities:

• Lead and manage the UK sales team consisting of national account and field sales teams, setting clear expectations and driving performance through coaching, KPIs, and regular feedback.
• Design and execute region-specific sales strategies that align with company goals and market dynamics.
• Develop strong customer relationships with key retailers, including the creation and execution of Joint Business Plans.
• Negotiate commercial terms with key retailers to drive mutual growth and long-term value.
• Assess and implement optimal go-to-market models and commercial terms to support growth and profitability.
• Manage and navigate a variety of commercial agreements across national and regional accounts ensuring compliance and maximising business potential.
• Leverage CRM systems to manage pipeline, forecast accurately, and ensure visibility of field activities across the organisation.
• Analyse sales data, market trends, and competitive activity to inform decisions and refine approaches.
• Collaborate cross-functionally with internal stakeholders (marketing, finance, operations, and product teams) to ensure seamless execution and alignment.
• Drive consistency in sales processes, forecasting, CRM usage, and territory management across markets.
• Identify, recruit, and onboard top sales talent while fostering a high-performance, inclusive team culture.
• Represent the company at key customer meetings, industry events, and regional forums.

Key Attributes:

• FMCG experience of working with large national UK retailers.
• Proven experience in sales team leadership across large retail accounts.
• Demonstrated success in managing teams and achieving ambitious sales targets.
• Strong commercial acumen with a track record of evaluating and implementing effective go-to-market strategies.
• Experience of managing P&Ls of over £30m.
• Highly skilled and trained negotiator, with experience handling complex commercial discussions at category head of / director level.
• Experience in developing and negotiating commercial terms and Joint Business Plans with key accounts.
• Extensive experience with CRM platforms (e.g. Salesforce, IFS, MS Dynamics) and using them to drive sales effectiveness, reporting, and accountability.
• Excellent communication skills — both internally across teams and externally with customers and partners.
• Possesses the ability to distil complex information into clear, concise key points and actionable insights.
• Data-driven mindset with the ability to extract insights and translate them into actionable plans.

What You Can Expect From Us:

• 25 days’ annual leave (increasing with length of service) plus bank holidays.
• Annual salary reviews, based on individual performance.
• Enhanced Maternity and Paternity pay.
• Generous staff discount on F&B products.
• Access to our retail discounts platform.
• Employee Assistance Programme with 24/7 support.
• Health Cash Plan.
• Company Sick Pay.
• Group Pension Scheme, matched by F&B.
• Life Assurance.
• Refer a Friend scheme.
• Cycle to Work scheme.
• Season Ticket Loans for travel.