Sales Director

Specialist subcontractor Hertfordshire Permanent, Full Time

Salary: 100,000 to 120,000 per annum

OTE: Up to 45,000 (based on 2023 to 2025 figures)

Location: Hertfordshire (on-site, full time, 37.5 hours per week)

The Opportunity

A UK market leading, design led, specialist subcontractor is looking for a Sales Director to join its senior leadership team and lead the commercial function through a significant phase of growth and transformation.

This is a business with over 60 years of heritage, now employee-owned, working on some of the most architecturally significant and historically protected buildings in the country. Its products, its people and its purpose are genuinely distinctive. So is the opportunity.

This is not a role for someone who wants to maintain an existing position. It is for a commercially sharp, values-led sales leader who wants to transform a sales function and make a visible, lasting impact.

About the Business

Founded in 1966, the business has grown from its origins in acoustic insulation to become the UK's leading specialist in their field. It designs, manufactures and installs its own products, working closely with architects, conservation officers, acousticians, heritage advisers, energy consultants and security specialists.

The business transitioned to an Employee Ownership Trust in recent years, which is central to how it operates. Decisions are made collaboratively. People are treated fairly. And the culture genuinely reflects the values the business publishes. This is a board that leads with integrity and expects the same of everyone around the table.

The Role

Reporting to the Managing Director, the Sales Director will take full ownership of the commercial function including strategy, team leadership, pipeline development, CRM implementation and performance.

Strategic Leadership

• Develop and execute a board-aligned commercial growth strategy
• Translate business goals into clear sales targets, tactical plans and measurable milestones
• Identify and activate new market opportunities across heritage, healthcare, commercial offices, education and the public sector
• Monitor market trends, competitor activity and customer insight to continuously refine strategy

Team Development and Change Management

• Lead, inspire and develop the Technical Sales Consultants team with clarity and accountability from day one
• Shift the team's focus from inbound enquiry management to proactive, structured business development
• Embed a strong coaching culture with honest performance conversations and clear role ownership
• Champion and lead the introduction of a new CRM system, driving adoption and data discipline across the team

Business Development and Client Management

• Personally drive high-profile networking and sector engagement across target markets
• Build and maintain strategic relationships with architects, main contractors, FM teams and heritage advisors
• Increase specification pull-through, repeat business and new sector revenue
• Be personally involved in converting high-value, complex projects

Commercial Performance

• Implement robust KPIs, sales processes and performance reporting
• Deliver accurate, evidence-based forecasting and disciplined opportunity qualification
• Build pricing frameworks that reflect performance, compliance, heritage sensitivity and long-term value
• Lead commercial negotiations on complex projects covering payment terms, scope, change control and risk

Cross-Functional Collaboration

• Work closely with marketing, operations, production and technical teams
• Represent the sales function at board level with clarity and commercial credibility
• Representing the company at high profile events, delivering talks and presentations,

About You

Essential

• Director or senior sales leadership experience with a clear track record of transforming teams and culture
• Background in construction product sales, engineered building systems or other technically complex, specification-led B2B environments. Relevant experience from adjacent sectors will also be considered
• Demonstrated success in driving revenue growth, expanding into new sectors and leading teams through change
• Strong commercial acumen including pricing strategy, complex negotiation, opportunity qualification and forecasting
• Advanced CRM user with the ability to use data and sales technology as strategic levers
• Excellent communication and stakeholder management skills across technical and non-technical audiences
• Degree in Business, Sales, Marketing or a related field, or equivalent professional experience

Desirable

• Familiarity with building regulations, heritage environments or listed building requirements
• Experience with specification intelligence tools such as NBS
• Experience with data visualisation tools such as Power BI or Tableau
• Additional qualifications in leadership, business or change management

Values and Cultural Fit

This is an employee-owned, purpose-led business and the Sales Director must be a genuine cultural fit. The board are looking for someone who is integrity-led and collaborative, who…