Head of Sales

The Head of Sales is responsible for leading the commercial sales function across an assigned portfolio of products and services, developing and executing sales strategies that drive sustainable revenue growth, profitability and market share.

The role provides strategic leadership across business development, key account management, sales operations and customer retention while ensuring the successful delivery of commercial objectives through high-performing sales teams.

The Head of Sales is accountable for developing long-term commercial strategies, building strategic client partnerships, identifying new revenue opportunities and creating a culture of accountability, collaboration and continuous improvement.

Working closely with senior stakeholders across Commercial, Marketing, Content, Operations and Finance, the Head of Sales ensures that commercial strategy is aligned with wider business objectives while delivering an exceptional customer experience.

• Develop and implement the overall commercial sales strategy for the assigned portfolio.
• Identify new revenue streams, commercial opportunities and growth initiatives.
• Develop annual sales plans, forecasting models and business development strategies.
• Monitor commercial performance and adapt strategy to maximise revenue and profitability.

• Deliver and exceed portfolio revenue and profitability targets.
• Drive customer acquisition, retention and account expansion strategies.
• Develop new commercial products and partnership opportunities alongside internal stakeholders.
• Identify opportunities to increase customer lifetime value.

• Lead, coach and develop a high-performing sales team.
• Set clear objectives, KPIs and performance expectations.
• Conduct regular performance reviews and coaching sessions.
• Create succession plans and identify future commercial talent.
• Foster a positive, accountable and collaborative sales culture.

• Maintain executive-level relationships with key customers and strategic partners.
• Lead negotiations on high-value commercial agreements.
• Support the team in closing complex, strategic opportunities.
• Ensure excellent customer retention and long-term account growth.

• Drive proactive new business generation across the portfolio.
• Identify emerging markets, customer segments and commercial opportunities.
• Build relationships with senior decision-makers and industry stakeholders.
• Promote consultative selling methodologies across the team.

• Own pipeline management, forecasting and revenue reporting.
• Monitor KPIs and sales performance to ensure delivery against targets.
• Ensure CRM data integrity and sales process compliance.
• Continuously improve commercial processes and operational efficiency.

• Monitor industry trends, competitor activity and customer behaviour.
• Identify risks and opportunities within the marketplace.
• Share commercial insights that influence product development and sales strategy.
• Ensure the sales team remains informed of market developments.

• Partner with Marketing, Content, Operations and Finance to align commercial objectives.
• Support product launches and go-to-market strategies.
• Ensure seamless customer delivery throughout the sales lifecycle.
• Contribute to wider business planning and strategic initiatives.

• Represent the organisation at industry events, exhibitions and conferences.
• Meet key clients and develop executive-level relationships.
• Identify new commercial opportunities during live events.
• Ensure customer commitments are successfully delivered.

• Develop and execute…