Sales Manager/Head of Sales

The Centre for Industrial Rheology is looking for a hands-on sales leader to help us professionalise and scale our commercial function. We are a specialist scientific and technical services business based in Hampshire, working with industrial clients who need help understanding complex materials and solving practical product, process and manufacturing problems. Our services include rheology, viscosity, texture, surface and interfacial science, powder flow, foam, thermal characterisation and related materials testing. We work across sectors including pharmaceuticals, medical devices, consumer healthcare, food and drink, personal care, household products, lubricants, coatings, adhesives, electronics, batteries, advanced materials, chemicals and energy technologies.

We have a strong technical reputation, excellent margins, a large base of previous customers, a deep CRM and significant untapped growth potential. We now need a sales leader who can bring structure, discipline and momentum to the commercial side of the business. This is not a strategy-only Sales Director role. We need a practical player-coach who can get close to the daily mechanics of sales performance: CRM discipline, pipeline reviews, forecasting, quote follow-up, SDR and AE accountability, opportunity qualification, customer reactivation and sales cadence. You will also personally contribute to revenue by owning selected accounts, verticals and high-value opportunities.

The Role

You will lead and coach a small commercial team, currently including Account Executives, SDRs and business development support. Your first priority will be to inherit and protect a live book of business, including strategic accounts, warm opportunities and active customer relationships. Alongside that, you will help build a more repeatable sales engine: better cadence, stronger pipeline quality, clearer accountability, sharper qualification and more reliable forecasting. Over time, the role could evolve into a broader Sales Director or CRO-style position. Initially, though, we need someone who can both build the system and drive revenue from the front.

Key Responsibilities

• Lead, manage, coach and develop the sales team.
• Create a clear rhythm of daily, weekly and monthly sales accountability.
• Run sales meetings, pipeline reviews, forecast reviews and account planning sessions.
• Improve CRM discipline, pipeline quality and forecast accuracy.
• Challenge vague next steps, stale deals and unrealistic forecasts.
• Improve quote follow-up, customer reactivation and account development.
• Drive revenue from existing customers, lapsed customers, warm leads, strategic accounts and selected new business.
• Personally own selected accounts, verticals or high-value opportunities.
• Work with marketing and technical colleagues to turn technical capability into stronger campaigns and sales material.
• Help reduce founder dependency in day-to-day sales management.

What We're Looking For

You are likely to have sold complex technical products, scientific services or specialist B2B solutions to technical decision-makers. Relevant backgrounds could include scientific instruments, analytical instruments, laboratory equipment, materials characterisation, contract testing, analytical services, materials testing, technical consultancy, R&D services, speciality chemicals, ingredients, formulation additives, polymers, lubricants, coatings, adhesives or related formulation-led sectors. You do not need to be a rheologist. You do need to be comfortable selling to scientists, engineers and technical experts.

You will be:

• Hands-on and practical.
• Strong on accountability.
• Comfortable with CRM, pipeline detail and forecast discipline.
• Able to personally sell, not just manage.
• Experienced in technical B2B sales.
• Good at coaching and developing salespeople.
• Comfortable working in a founder-led SME.
• Confident enough to challenge constructively.

The Opportunity

This is a chance to join a profitable, specialist technical business with a strong reputation and serious growth potential. The business is currently around £1.1m revenue, with a long-term ambition to grow towards £5m over five years. You will play a central role in building the commercial engine, growing the team and making the business more scalable.

The Package

Base salary is expected to be broadly £70k–£85k, depending on experience and fit. There will also be a meaningful OTE/performance bonus structure, quarterly profit-related bonus payments and planned EMI share options.

Location

The role is based at our Hampshire site. The working pattern is primarily office-based, especially during the initial period while you get close to the team, pipeline and customer base. Hybrid working is an option once established.

Interested?

If you are a hands-on technical B2B sales leader who enjoys building sales discipline, coaching people, developing accounts and turning commercial potential into repeatable growth, we would like to hear from you.