Head of Sales UK SME

Panda Utilities Limited; Manchester; On-site; GBP 70,000 - GBP 90,000; Full time

Job summary

A leading resource recovery company in the UK is seeking a Head of Sales for the SME segment. This role involves leading a team to drive significant growth in B2B sales while collaborating across departments to ensure smooth operations. The ideal candidate will have extensive experience in sales leadership and a proven track record in managing and growing SME sales teams. Join us to be part of a dedicated team committed to sustainability and exceptional customer service.

Qualifications

• 5–8 years of B2B sales experience in a leadership role.
• Proven record in managing teams and delivering revenue growth.
• Ability to translate sales strategies into tactical plans.

Responsibilities

• Lead and mentor a team of sales professionals.
• Drive new business acquisition across the SME segment.
• Adopt best-in-class CRM practices for sales tracking.

Skills

B2B sales experience

Team leadership

Negotiation skills

Relationship-building skills

Education

Degree in Business, Sales, Marketing or related field

Tools

CRM systems

Job description

About the Role

Purpose

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.

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 with a focus on winning new business and account expansion across the SME sector.
• Lead regular performance reviews, training, and development initiatives.

Sales Execution

• Own the SME pipeline and drive delivery of new business (B2B) across targeted vertical sectors, regions and territories.
• Highly visible & hands‑on approach to personally support & coach the team in high‑value deal closures and complex negotiations.
• Responsible & accountable for building and approving P&Ls across the larger/more complex deals that deliver profitable revenue growth aligned to sales targets and overall business objectives.
• Identify and act on market opportunities for SME growth across core service lines (general waste, recycling, equipment, shredding, hazardous waste).

Opportunity & Pipeline Management

• Adopt & embed best‑in‑class CRM practice and disciplines to input accurate & timely data in to drive value out.
• 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 team, Marketing and Tendering teams to ensure alignment of campaigns and bids, increased lead generation aligned with SME objectives & targets.

Collaboration & Mobilisation

• Responsible & accountable to own and lead the smooth onboarding & account implementation process of all new customer/account wins.
• Work cross‑functionally with Operations, Finance, Customer Services and Commercial support teams to ensure the 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 and seamless 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 at leading & 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 and turn them into understood tactical sales plans for the teams to deliver.
• 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 Us

Join us on the journey…..

Over the past 30 years, Panda has continued to grow and acquire businesses that all share a very similar vision and set of values. We’re now a group of almost 3000 people, all contributing to that growth and success. Whilst Panda is the parent company to numerous brands, we all share an ambitious vision for the future. Our primary goal is to ensure the safety and wellbeing of our people and connected partners is front and centre. As a team, we’re safer together. We deliver our customers with a partnership approach to managing their resources responsibly. We constantly push the boundaries of innovation. What’s good today can be better tomorrow.

Panda is not just a company, it’s a resource recovery business. Over the past three decades we’ve grown and diversified significantly, we believe that great leadership is rooted in strong values. As leaders within this industry, we’re committed to shaping a better future for our friends, families and communities. Our philosophy remains unchanged, balancing customer satisfaction with environmentally sustainable practices. Exceptional customer service, and unwavering dedication to sustainability are the cornerstones of our business.

Our journey is dependent upon talented, passionate, and dedicated people that constantly strive and challenge each other for better outcomes.

Take the first step today and join us on the journey……….

DE&I Statement

Panda aims to attract and retain a skilled and diverse workforce that best represents the talent available in the communities in which our assets are located and our employees reside. (DE&I Policy Statement)