Job Description

The Head of Sales owns the full revenue line — new business, renewals, retention, upselling, and growth of existing key accounts. This is a senior commercial leadership role. The primary measure of success is building and running a sales function that performs consistently without requiring the Director's day-to-day involvement. The Head of Sales personally leads and closes the business's largest, most strategic, and most complex opportunities, and sets the standard the rest of the team is held to. Day-to-day execution — quoting, requisitions, routine handovers, and client service — sits with the sales team; the Head of Sales owns the standards, coaches the team to meet them, and steps in personally only where a deal, account, or issue genuinely requires senior involvement. This is a management-level position. The Head of Sales sits alongside the Director and Operations Manager as part of the core leadership team, contributing to commercial strategy, forecasting, and business decisions beyond sales execution alone. Core Objectives Own the full revenue line: new business, renewals, retention, upselling, and key account growth. Build and lead a high-performing sales function — team, systems, and process — not just personally sell. Personally lead and close the business's largest and most strategic opportunities. Grow revenue from the existing client base through renewals, retention, and account expansion — not only new clients. Set and enforce sales standards, reporting discipline, and CRM data quality across the team. Own the Sales–Operations communication standard — the team executes to it; the Head of Sales manages exceptions. Reduce the Director's day-to-day involvement in sales activity, team management, and client escalations. Represent Sales at management level, contributing to overall business strategy alongside the Director and Operations. Key Responsibilities Revenue Ownership & Growth (Primary Function) Own the company's full revenue line: new business, renewals, retention, upsell, and key account growth. Set the annual/quarterly revenue target and the plan to hit it, in agreement with the Director. Personally lead and close the largest, most strategic, and most complex deals. Identify and develop key accounts, driving expansion revenue from the existing client base. Build and manage a renewal and retention process to protect and grow existing recurring rental revenue. Lead growth of the Perfume Projects Division as a strategic growth line — sourcing major projects personally, while the team develops smaller ones. Identify new markets, verticals, and product opportunities. Sales Team Leadership Build, lead, coach, and hold accountable a high-performing sales team. Set individual and team targets and manage performance against them. Own team performance issues and routine client escalations — these should stop reaching the Director. Recruit, onboard, and develop sales talent as the team grows. Assist sales staff with deal strategy and closing support on their larger opportunities. Sales Standards, Systems & Reporting Own the sales process standard: what "done right" looks like for CRM data, requisitions, and handovers to Operations. Ensure the team is trained on and complies with these standards — this role sets and audits the standard; it does not personally check every requisition, payment, or order. Own sales reporting: pipeline, forecast, revenue, retention, and team performance, reported to the Director and management team. Get personally involved in individual requisitions, payments, or handovers only where something has broken down and needs senior intervention. Be fully proficient in Zoho CRM and drive team-wide CRM discipline. ● . Sales–Operations & Cross-Functional Link Own the relationship and communication standard between Sales and Operations (not Operations' execution or delivery). Chair or delegate the weekly Sales & Operations meeting; attend personally for strategic or escalated issues only. Represent Sales in cross-functional planning with Marketing, Operations, and Accounts. Commercial Leadership Sit as part of the management team alongside the Director and Operations Manager. Contribute to pricing, positioning, and go-to-market decisions. Provide regular commercial input into business strategy and planning. Forecast revenue and manage overall pipeline and account health. Requirements Skills & Experience Required Proven commercial maturity — track record operating at a senior sales leadership or management level, not only as an individual sales contributor. Demonstrated experience building, leading, and holding accountable a sales team. Experience owning a full revenue function: new business, renewals, retention, and account growth — not new business alone. Strong negotiation and closing ability on large, complex, or strategic deals. Comfortable operating at management-team level — contributing to strategy, not just executing it. Strong understanding of CRM systems (Zoho experience highly advantageous),(Sales force, etc). Able to set standards and hold others to them, rather than personally handling execution. Personal Attributes Commercially mature — operates as a business leader, not just a top performer. Confident negotiator, comfortable leading the largest and most complex deals. Builds and delegates rather than doing everything personally. Strong leadership presence; earns credibility with a small, established team. Calm under pressure; absorbs escalations rather than passing them upward. Strong sense of ownership and accountability for outcomes, not just activity. Collaborative — works well as part of a small management team. Success in This Role Looks Like Revenue growth across new business, renewals, and account expansion — not just new logos. Client retention holding at or above target. The sales team consistently meeting targets without daily involvement from the Director. The Director's time freed from routine sales management, team issues, and client escalations. Strategic and major deals personally led and closed by the Head of Sales. Clean, disciplined CRM and reporting the management team can trust. A functioning weekly Sales–Operations rhythm that the Head of Sales oversees rather than runs personally. Benefits Salary: Market Related #LI-KT1