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For Companies At a Glance
- Tasks: Lead and develop a high-performing B2B sales team to achieve ambitious growth targets.
- Company: Join Panda Ireland, a leader in resource recovery with a commitment to sustainability.
- Benefits: Full-time role with opportunities for professional growth and a focus on innovation.
- Why this job: Make a real impact in the fast-paced environmental services sector while driving team success.
- Qualifications: 5-8 years in B2B sales, with leadership experience and a passion for coaching.
- Other info: Collaborative culture focused on sustainability and diverse workforce.
The predicted salary is between 43200 - 72000 ÂŁ per year.
As the Head of Sales UK SME, you will lead the UK SME sales function to deliver ambitious growth targets, manage and develop a high‑performing team of B2B sales professionals, and drive new business acquisition across the SME segment. This role is focused on hands‑on execution, coaching, and performance management while ensuring smooth collaboration across commercial and operational teams.
About the Role
You will be responsible for setting the vision and strategy for the SME market, driving revenue growth, and maintaining a culture of high performance through coaching and clear performance KPIs.
Key Accountabilities
- Team Leadership & Performance
- Lead, mentor and coach a team of new‑business focused BDMs and sales executives across the UK.
- Set and monitor performance KPIs, ensuring alignment to revenue growth and margin targets.
- Drive a high‑performance, proactive sales culture focused on winning new business and account expansion.
- Lead regular performance reviews, training and development initiatives.
- Sales Execution
- Own the SME pipeline and deliver new business across targeted vertical sectors, regions and territories.
- Provide hands‑on support and coaching in high‑value deal closures and complex negotiations.
- Build and approve P&Ls for larger, more complex deals that deliver profitable revenue growth aligned to sales targets.
- Identify and act on market opportunities for SME growth across core service lines (general waste, recycling, equipment, shredding, hazardous waste).
- Opportunity & Pipeline Management
- Adopt and embed best‑in‑class CRM practices to drive accurate and timely data input.
- Oversee lead generation, prospecting activities and CRM discipline across the team.
- Ensure all sales activity is tracked accurately to inform forecasting and reporting.
- Collaborate with the telesales, marketing and tendering teams to align campaigns and bids, increasing lead generation.
- Collaboration & Mobilisation
- Own and lead the onboarding and account implementation process of all new customer wins.
- Work cross‑functionally with operations, finance, customer services and commercial support teams to ensure seamless mobilisation of new SME contracts.
- Collaborate cross‑functionally to deliver customer‑centric, commercially viable solutions.
- Support onboarding of new clients and early‑stage account management handover.
- Lead and sign off all account hand‑overs from sales to account management teams, ensuring a smooth transition.
Key Requirements
- Experience & Skills
- 5–8 years of experience in B2B new‑business sales, with a minimum of 2 years in a sales leadership role, ideally within environmental services, waste management, or a similar operationally intensive sector.
- Experience leading and managing managers (at regional level) to deliver performance excellence.
- Proven track record in leading, managing and growing SME sales teams and delivering consistent revenue growth.
- Strong negotiation, presentation, networking and relationship‑building skills across all levels.
- Ability to translate high‑level sales strategies into understood tactical plans for the team.
- Results‑driven with a hands‑on approach to coaching and leadership.
- Knowledge & Attributes
- Understanding of SME customer behaviours and buying cycles.
- Familiarity with CRM systems and data‑led sales tracking.
- Commercially astute, with a solid grasp of pricing, margin and sales profitability.
- Willingness to travel nationally across the UK as required.
- Qualifications
- Degree or equivalent experience in business, sales, marketing or a related field.
- Knowledge of the waste, recycling or environmental services industry is advantageous.
- Strong understanding of waste management regulations and best practices.
- Excellent leadership and interpersonal skills.
- Proficiency in data analysis and use of relevant software applications.
- Ability to work collaboratively with cross‑functional teams.
About You
We’re looking for a leader who is passionate about driving growth, developing talent and innovating in a fast‑moving industry. Your ability to collaborate across functions, model a high‑performance culture and champion the company’s sustainable values will be essential.
About Us
Panda Wales is a resource recovery business that has grown over three decades, delivering a partnership approach to managing resources responsibly. We are committed to innovation, safety and sustainability, and aim to attract and retain a skilled, diverse workforce.
Head of Sales UK SME employer: Panda Ireland
Contact Detail:
Panda Ireland Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Head of Sales UK SME
✨Tip Number 1
Network like a pro! Get out there and connect with industry professionals on LinkedIn or at events. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for interviews by researching the company and its culture. Tailor your answers to show how your experience aligns with their goals, especially in driving growth and leading teams.
✨Tip Number 3
Practice your pitch! Be ready to explain how you can lead a high-performing sales team and drive new business acquisition. Confidence is key, so rehearse until it feels natural.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, we love seeing candidates who are proactive about joining our team.
We think you need these skills to ace Head of Sales UK SME
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the Head of Sales UK SME role. Highlight your experience in B2B sales and leadership, focusing on achievements that align with the job description. We want to see how you’ve driven growth and managed teams!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us why you're passionate about this role and how your skills match our needs. Be sure to mention your understanding of the SME market and your hands-on approach to leadership.
Showcase Your Achievements: When detailing your experience, don’t just list responsibilities—show us your results! Use metrics to demonstrate how you’ve led teams to success and achieved revenue growth. We love numbers that tell a story!
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows you’re keen to join our team at Panda Ireland!
How to prepare for a job interview at Panda Ireland
✨Know Your Numbers
As the Head of Sales UK SME, you'll need to demonstrate a strong grasp of sales metrics. Be prepared to discuss your past performance in terms of revenue growth, KPIs, and how you've driven new business acquisition. Bring specific examples that showcase your ability to meet and exceed targets.
✨Showcase Your Leadership Style
This role requires leading and mentoring a team of B2B sales professionals. Think about your leadership style and be ready to share how you’ve successfully coached teams in the past. Highlight any training initiatives you've implemented and the impact they had on performance.
✨Understand the Market
Familiarise yourself with the SME market and the specific challenges it faces, especially in the environmental services sector. Be ready to discuss market opportunities you've identified and how you would approach them. This shows you're not just a sales leader but also a strategic thinker.
✨Collaboration is Key
Since this role involves working cross-functionally, prepare to discuss how you've collaborated with other departments in previous roles. Share examples of how you’ve aligned sales strategies with marketing or operations to drive success. This will demonstrate your ability to mobilise teams effectively.
