Head of Major Accounts

phs Group plc; Tamworth; On-site; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Company car

Car allowance

23 days annual leave

Bank holidays 31 days

Virtual GP service

ILM leadership training

Cycle to work

Pension scheme

Job summary

phs Group plc is seeking a strategic Head of Major Accounts to lead a team of Major Customer Account Managers and drive growth across a portfolio with significant spend per account.

The role focuses on developing long-term partnerships, delivering profitable revenue, and coordinating with operations to ensure exceptional service and expanded penetration across national accounts.

Qualifications

• Significant senior-level experience in a B2B sales/service environment.
• Proven track record in managing, coaching and developing teams.
• Strong commercial acumen with ability to analyse data and identify growth opportunities.

Responsibilities

• Lead, coach and develop a team of Major Customer Account Managers.
• Deliver annual revenue and new business growth targets across the Major Accounts portfolio.
• Retain and strengthen existing customer relationships to secure long-term business success.
• Develop innovative strategic account plans that add value for customers and phs.
• Create and implement a tiered account management approach to build partnerships.
• Identify opportunities to increase service penetration and account growth.
• Develop reporting, processes and performance measures that support customers and drive commercial success.
• Set high standards for sales effectiveness, account management and service delivery.
• Manage complex contracts and framework agreements for max returns.
• Collaborate with operations to ensure seamless customer experience.
• Drive change and continuous improvement across Major Accounts.

Skills

Strategic account leadership

B2B sales

Coaching teams

Commercial acumen

Data analysis

Strategic planning

Communication

Customer relationship management

Job description

Head of Major Accounts

National | Competitive Salary + OTE + Company Car/Car Allowance

At phs Group, we're looking for an ambitious and commercially driven Head of Major Accounts to lead and develop our Major Accounts portfolio across the UK.

This is a high-profile leadership role responsible for driving growth, retention and customer excellence across a diverse portfolio of strategic accounts with annual spends ranging from £35,000 to £100,000. Leading a team of Major Customer Account Managers (MCAMs), you'll play a pivotal role in developing long-term customer partnerships, identifying growth opportunities and delivering exceptional commercial results.

The Role

As Head of Major Accounts, you will be responsible for developing and executing strategic account plans that deliver profitable growth whilst ensuring outstanding customer retention and service.

You'll work closely with a range of internal stakeholders to create a joined-up approach that enhances the customer experience and maximises opportunities across the wider phs business.

Key Responsibilities

• Lead, coach and develop a team of Major Customer Account Managers.
• Deliver annual revenue and new business growth targets across the Major Accounts portfolio.
• Retain and strengthen existing customer relationships to secure long-term business success.
• Develop innovative strategic account plans that add value for both customers and phs.
• Create and implement a tiered account management approach to build strong partnerships throughout customer organisations.
• Identify and capitalise on opportunities to increase service penetration and account growth.
• Develop effective reporting, processes and performance measures that support customers and drive commercial success.
• Set high standards for sales effectiveness, account management and customer service delivery.
• Manage complex contracts and framework agreements to maximise commercial returns.
• Collaborate with operational, service and support functions to ensure customers receive a seamless and consistent experience.
• Drive change, continuous improvement and best practice across the Major Accounts function.

About You

We're looking for an experienced sales and account management leader with a proven track record of managing strategic customer relationships and leading high-performing teams.

You’ll Bring:

• Significant experience operating at a senior level within a B2B sales, service or consumables environment.
• Demonstrable success in managing, coaching and developing teams.
• Strong commercial acumen with the ability to analyse data and identify growth opportunities.
• Excellent strategic planning, organisational and problem-solving skills.
• A deep understanding of sales processes, key account management and customer buying behaviours.
• Outstanding communication and influencing skills, with the ability to build relationships across all levels of an organisation.
• Experience managing large and complex customer accounts.
• The resilience, energy and pace to thrive in a demanding commercial environment.
• Strong change management and stakeholder engagement skills.
• The confidence to challenge constructively and drive positive outcomes.

We’re Looking For Someone Who Is:

• Commercially astute and customer focused.
• A natural leader and motivator.
• Innovative and solutions driven.
• Professional, credible and highly influential.
• Decisive and resilient.
• Passionate about developing people and driving performance.

What We Offer

In return for your expertise and commitment, you’ll receive:

• Competitive salary and OTE
• Company car or car allowance
• 23 days annual leave plus bank holidays (31 days total)
• Buy and sell holiday scheme
• Virtual GP service for you and your household
• Employee discounts through phs Perks
• Accredited ILM leadership and management training
• Apprenticeship opportunities
• Enhanced parental and paternity leave
• Cycle to work scheme
• Pension scheme
• Life assurance
• Free on-site parking
• 24-hour wellbeing support helpline
• And much more

About phs Group

Founded in 1963, phs Group is the UK's leading hygiene services provider, supporting over 90,000 customers across more than 300,000 locations throughout the UK, Ireland and Spain.

At phs, we’re committed to creating an inclusive workplace where everyone feels valued, respected and empowered to be themselves. We believe that diverse teams create stronger businesses and better outcomes for our customers.

Ready to lead, inspire and drive growth in one of phs Group’s most strategically important customer portfolios? We’d love to hear from you.