Job Description:

Head of Sales & Commercial 

Location: Colchester 

Salary: £70,000 per annum 

An established engineering services business is looking for an experienced commercial leader to shape its sales strategy, develop its team and drive growth across UK and international markets. 

The company provides specialist technical services to customers across a range of industrial sectors. With an established customer base and ambitious growth plans, it is now looking to build a more proactive approach to sales. 

This role combines strategic leadership with hands-on commercial involvement. You will support the sales team to develop existing accounts, identify new markets and opportunities, and provide team the direction and leadership needed to deliver results. 

There is real scope to challenge existing processes, introduce improvements and influence the future direction of the business. 

Key responsibilities 

• Develop and deliver a sales strategy that supports the company’s long-term growth plans. 

• Analyse markets, customer requirements and competitor activity to identify new commercial opportunities. 

• Explore new industries, overseas territories and opportunities to expand the product and service offering. 

• Support the team to grow existing accounts through relationship development, cross-selling and upselling. 

• Establish a structured approach to new business development, including targeting, prospecting and opportunity management. 

• Improve sales forecasting, pipeline visibility and forward planning, working with operations to align commitments with delivery. 

• Lead and develop the commercial team, setting clear objectives and providing regular performance reviews, coaching and feedback. 

• Build a proactive sales culture with clear accountability and opportunities for individual development. 

• Attend customer meetings to support colleagues with proposals, negotiations and progressing sales opportunities. 

• Manage the external marketing agency relationship, ensuring activity supports sales priorities and inbound enquiries receive effective follow-up. 

• Oversee exhibitions, including event selection, planning, stand engagement and follow-up to attract relevant decision-makers. 

• Measure the return on marketing and exhibition investment, using results to improve future activity. 

Key Skills & Experience  

• A successful track record in sales leadership or commercial management within a technical, engineering or industrial environment. 

• Experience turning commercial strategy into practical activity and measurable results. 

• Evidence of winning new business while developing existing customer accounts. 

• Experience leading, coaching and improving the performance of a sales team. 

• The commercial judgement to assess new markets, territories and opportunities. 

• Confidence working with technical colleagues and understanding customers’ operational requirements. 

• Experience working with marketing teams or external agencies. 

• A hands-on approach and the confidence to introduce change while bringing people with you. 

What success looks like 

You will build a clear commercial growth plan, strengthen the sales pipeline and develop a confident, proactive team. Your contribution will be measured through sustainable revenue growth, stronger customer relationships and improved returns from sales and marketing activity.