Job Description

Head of Sales

Location: Trowbridge

Salary: 80,000 - 100,000 + Commission + Excellent Company Benefits + YEARLY TAX FREE BONUS

Industry: Defence IT Consultancy

Clearance: SC required (DV desirable)

Experience Needed: Previous experience working for a defence consultancy, ideally with exposure to Infrastructure and Cyber services.

Overview:

NexGen Associates is working with a leading Defence IT Consultancy who is seeking take on an experienced and driven Head of Sales to lead their commercial growth strategy. Sitting on the Senior Management Team, you will shape, grow and inspire the Sales function while playing a key role in the strategic direction of the business.

This is a hands-on leadership role that blends strategic planning with people-focused management. You will work closely with the Board to set sales direction, build strong client relationships, develop high-performing teams and ensure the company continues to strengthen its position within the defence and secure IT space.

Key Responsibilities:

Leadership & Team Development

Lead, motivate and support the Sales and Marketing teams.

Recruit, develop and mentor team members as the function grows.

Set clear objectives, monitor performance and conduct regular reviews.

Manage the company's sales commission scheme and individual targets.

Ensure effective use and maintenance of the CRM system.

Sales Strategy & Performance

Deliver annual sales targets and forecast future performance.

Produce accurate and timely sales forecasting for the SMT and Board.

Develop and implement sales strategies that support business growth.

Lead and support Business Development Managers and Bid Writers.

Manage bid and tender activity ensuring efficient, high-quality submissions.

Identify gaps or risks within the pipeline and implement corrective actions.

Client & Market Engagement

Build and maintain strong relationships with key clients.

Demonstrate genuine care, interest and responsiveness to client needs.

Carry out competitor analysis to help shape sales and marketing plans.

Represent the company at networking events, conferences and exhibitions.

Collaboration & Senior Management Responsibilities

Work closely with SMT colleagues to support strategy development and delivery.

Lead financial planning, budgeting and resource forecasting for your function.

Support the Marketing team in achieving digital, brand and event-related goals.

Champion a collaborative, supportive and high-performance culture.

Core Competencies:

Strong leadership, coaching and mentoring capability

Excellent communication skills and emotional intelligence

Strong organisational skills with the ability to prioritise effectively

High level of customer focus and commercial awareness

Confident decision maker capable of working under pressure

Adaptable, self-motivated and committed to ongoing development

A personable, approachable style with a professional but human touch

Qualifications & Experience requirements:

Essential:

10+ years in technology or consultancy sales, with at least 3 years in a senior management role

Strong track record of meeting or exceeding sales targets

Experience operating at C-suite or senior stakeholder level

Proven negotiation and stakeholder management skills

Experience of CRM systems and sales methodologies (e.g. SPIN, Miller Heiman)

Experience working within the Defence Sector, including MOD

Exposure to Government or Local Government customers

Strong financial modelling, forecasting and Excel capability

Active SC Clearance

Desirable:

DV Clearance

Background in infrastructure or cyber-related services

Job Types: Full-time, Permanent

Pay: 80,000.00-100,000.00 per year

Benefits:

Company pension Free parking Private dental insurance Private medical insurance
Work Location: Hybrid remote in Trowbridge BA14 0FL