MacGregor Black
Head of Sales
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Can you grow revenue and gross margin at the same time?
Ready to own pricing, product mix and key accounts at leadership team level?
Do you know when to walk away from volume that doesn't pay?
MacGregor Black is partnering with a leading Consumer Electronics business on the search for a Head of Sales.
This role leads the sales strategy across all channels, with revenue growth and gross margin carrying equal weight. Reporting into senior leadership and working closely with Finance, Product and Marketing, the postholder will own pricing, product mix and key account strategy. The brief is profitable growth, and margin sits at the centre of every commercial decision. This is a leadership team position.
Key Responsibilities
- Develop and implement the sales strategy to deliver sustainable, profitable growth
- Lead the sales function to achieve both revenue and gross margin targets
- Take ownership of gross margin performance across all sales channels
- Balance volume, pricing and profitability to maximise commercial performance
- Work with Finance and Product to optimise pricing strategy and product profitability
- Drive improvements in product mix to increase margin contribution
- Monitor customer, product and channel profitability, taking corrective action where needed
- Lead pricing reviews, customer negotiations and commercial agreements that protect and enhance margin
- Ensure growth initiatives deliver profitable rather than volume-driven results
- Build and maintain relationships with key customers and partners, acting as the senior escalation point for major issues
- Lead negotiations with major customers and develop annual business plans with strategic accounts
- Set sales targets, objectives and KPIs aligned to company goals
- Monitor sales activity, conversion performance and pipeline health
- Analyse sales data, market trends and competitor activity to identify opportunities and risks
- Deliver regular reporting to the senior leadership team on sales performance, margin delivery and market developments
- Provide accurate forecasts and market intelligence to support business planning
- Expand the customer base while maintaining commercial discipline
- Support the launch of new product ranges and categories, and evaluate route-to-market options that drive margin growth
- Recruit, retain and develop a high-performing sales team, coaching managers and team members on sales effectiveness and negotiation
- Build a culture of accountability, commercial awareness and customer focus
- Run performance reviews and succession planning
- Ensure effective use of CRM systems and sales reporting tools, and maintain high standards of customer, product and pricing data integrity
- Drive continuous improvement in forecasting accuracy and sales processes
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What We're Looking For
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Your very own career expert that helps elevate your application to the next level.
- Proven experience in a senior sales leadership role within appliances or a related sector
- A demonstrable track record of delivering profitable sales growth
- Strong experience managing national accounts and major retail customers
- Experience developing and implementing pricing and margin management strategies
- Excellent commercial, financial and analytical skills
- Proven ability to negotiate complex commercial agreements
- Experience leading and developing successful sales teams
- A strong understanding of sales forecasting, budgeting and performance analysis
For more information, contact Lewis Millican
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