Our Values

The successful candidate will demonstrate behaviours that reflect our core values.

Our colleagues are approachable and optimistic, focusing on solutions. We listen to understand client needs, delivering expert guidance and high-quality service. We foster collaboration by sharing knowledge openly and supporting others to thrive through well-considered feedback. We continuously strive for improvement by being open to challenge, remaining curious and focusing on innovation.

About the role

We are looking for an experienced B2B Account Executive to join our New Business team.

This is a full-cycle consultative sales role, responsible for identifying, developing and closing new business opportunities across the UK and Ireland.

You'll receive support and opportunities from our dedicated Telesales and Marketing teams, while also taking ownership of building your own pipeline through proactive prospecting and account development.

This isn't simply a product demonstration role.

Our Account Executives work consultatively with prospective customers to understand their organisation, existing processes, challenges, risks and commercial priorities before recommending the most appropriate Barbour solution.

You'll engage with organisations ranging from growing businesses to large, complex and multi-site enterprises, often working across multiple stakeholders including Health & Safety, Environment, Compliance, Operations, Facilities, Procurement and senior leadership.

Using our SPICED sales methodology, you'll develop opportunities by understanding the customer's Situation, Pain, Impact, Critical Event and Decision process.

You'll own the opportunity from initial discovery through solution demonstration, business-case development, commercial proposal, stakeholder engagement, negotiation and ultimately Closed Won.

Success in this role means consistently building quality pipeline, controlling the sales process and delivering against a £22,000 monthly New Business revenue target.

Key responsibilities

• Own and consistently deliver against a £22,000 monthly New Business revenue target.
• Build, manage and convert a healthy New Business pipeline capable of supporting consistent target achievement.
• Generate new opportunities through a combination of proactive self-prospecting, Marketing-generated leads and appointments generated by our dedicated Telesales team.
• Conduct high-quality discovery conversations to understand each prospective customer's organisation, current processes, priorities and challenges.
• Identify the underlying Pain behind a customer's requirements and establish the wider business Impact, including areas such as time, cost, risk, operational efficiency, compliance, reputation and customer requirements.
• Where appropriate, quantify the commercial impact of the problems uncovered during discovery and the potential value of solving them.
• Deliver tailored and engaging product demonstrations based specifically on the customer's requirements rather than generic feature-led presentations.
• Translate Barbour's capabilities into clear customer outcomes and commercial value.
• Develop compelling business cases that help customer champions secure internal support and investment.
• Identify, map and engage the wider buying committee, including users, influencers, senior decision-makers, budget holders, Procurement, Legal and other relevant stakeholders.
• Multi-thread opportunities to ensure we build relationships across the customer organisation rather than relying on a single point of contact.
• Understand the customer's Critical Event – why they are considering change, why it matters now and when a solution needs to be implemented.
• Understand and navigate the complete Decision process, including budget approval, procurement, vendor onboarding, Legal, IT/security requirements and final sign-off.
• Establish clear, mutually agreed next steps throughout the sales process to maintain momentum and control.
• Manage commercial proposals, negotiations and contracting through to successful close.
• Maintain accurate and timely opportunity information within Salesforce, including stages, stakeholder information, next actions, values, close dates and forecasts.
• Maintain strong pipeline hygiene and provide accurate and realistic weekly and monthly forecasting.
• Proactively develop opportunities for future months while converting current-month pipeline.
• Work collaboratively with Telesales, Marketing and wider teams to maximise New Business opportunities.
• Develop a strong understanding of Barbour's products, customers, industries, competitors and wider EHS marketplace.
• Participate actively in call coaching, peer learning, sales training and continuous professional development.

Our benefits

We aim to support our colleagues both professionally and personally. Here's a snapshot of what we offer:

• Salary: £40,000 per annum plus uncapped commission package with an achievable OTE of £60,000 per annum. TOP performers earn £100k+
• Location: Remote based.
• Working Pattern: Monday to Friday, 9:00am–5:30pm, with a one-hour unpaid lunch break.
• Annual Leave: 25 days' holiday in addition to usual bank holidays.
• Wellbeing: Health cash plan, company sick pay scheme, gym discounts, cycle-to-work scheme, Mental Health First Aiders and an enhanced Employee Assistance Programme.
• Financial: Salary sacrifice pension scheme and exclusive shopping discounts through MyVantify, our benefits platform.
• Family: Enhanced statutory entitlements for family leave policies, group life insurance covering 3x annual salary and a one-off two-week period of paid leave for a life event after completing five years' service.
• Community: Volunteer days, regular opportunities to support our charity partner Mind and religious holiday swaps.
• Social: Annual company conference bringing the wider business together, alongside regular events organised by our Social Champions.
• Development: We'll cover the cost of a professional membership fee, support your personal and professional development and provide access to our online learning library.