Head of Sales

Phenna Group; Cardiff; Hybrid; GBP 90,000 - 140,000; Full time

Job summary

Cansford Laboratories, part of Phenna Group, is seeking a Head of Sales in Cardiff to build and lead a high-performing sales function focused on the legal market. You will own the end-to-end sales engine, from qualification through to conversion, retention and growth, and report to the Managing Director.

This senior leadership role requires strategic thinking, hands-on leadership and strong collaboration with Marketing, Operations and Finance.

Qualifications

• Experience leading a B2B sales team and driving revenue growth.
• Strong pipeline management, forecasting and performance coaching.
• Deep understanding of complex B2B sales cycles, pricing and retention.

Responsibilities

• Own sales revenue and margin; translate plan into priorities.
• Build a disciplined sales operating system for qualification to retention.
• Own pipeline quality, forecasting and performance management.
• Set pricing within the approved framework and annual reviews.
• Lead customer retention and growth; sponsor for key relationships.
• Develop sales capability through coaching, recruitment and training.
• Improve conversion through win/loss analysis and funnel insights.
• Collaborate with Marketing, Lab Ops and Finance on new markets.

Skills

B2B sales leadership

Revenue growth

Pipeline & forecasting

CRM data-driven

Tools

HubSpot CRM

Job description

Company: Cansford Laboratories (part of Phenna Group)

Location: Cardiff, hybrid working with customer-facing activity as required

Contract: Permanent, full-time

Reports to: Managing Director

About Cansford Laboratories

Cansford Laboratories is a specialist drug and alcohol testing laboratory based in Cardiff. Accredited to ISO/IEC 17025, we provide toxicology testing that people rely on to make important decisions in family law, social care and the workplace, so accuracy, impartiality and service are at the heart of everything we do. Cansford is part of Phenna Group, a leading testing, inspection and certification group, which gives us the backing of a larger organisation with the pace and personality of a growing SME.

The role

Cansford Laboratories is looking for a Head of Sales to build and lead a high-performing sales function that delivers sustainable, profitable growth. Reporting to the Managing Director, you will own sales performance from qualified opportunity through to conversion, account development and retention, with a particular focus on our core Legal market.

You will lead a team spanning business development, commercial support, inbound sales and outbound sales development, and you will be accountable for the effectiveness of the whole sales engine: pipeline, forecasting, pricing, capability and commercial discipline. This is a senior leadership role with real influence over how Cansford grows.

What you'll be doing

• Own sales revenue and margin contribution, turning the business plan into clear sector, team and individual priorities
• Build a disciplined sales operating system covering qualification, opportunity ownership, quotation, follow-up, conversion, account management and retention
• Own pipeline quality, forecasting and sales performance management across the team
• Hold pricing authority within the approved framework, supported by an effective annual pricing review
• Lead customer retention and account growth, acting as executive sponsor for significant customer relationships and negotiations
• Build sales capability through coaching, clear expectations, performance management, recruitment and training
• Improve conversion and win rates through win/loss analysis, funnel insight and customer feedback
• Work with Marketing, Laboratory Operations and Finance to validate new markets, propositions and strategic opportunities

What you'll bring

• A track record of leading a B2B sales team and delivering revenue growth, improved conversion and account development
• Strong experience managing pipeline, forecasting and team performance
• A deep understanding of complex B2B sales cycles, qualification, pricing, negotiation, retention and expansion
• Confidence using CRM and sales data to run the function rigorously
• A commercially astute, decisive and customer-focused leadership style, with the ability to coach, challenge and build a performance culture

It would be great if you also have:

• Experience in laboratory services, toxicology, legal, social services, workplace testing or another regulated technical service
• Experience with public-sector procurement, tenders and frameworks
• HubSpot and dashboard or reporting experience
• Experience building or scaling a sales function in an SME or growth business

Why Cansford?

This is a genuine opportunity to join Cansford at an important point in its growth, in a role that has been shaped around where the business is heading. You will have real ownership, a visible impact on how the business performs, and the support of Phenna Group behind you.

Cansford Laboratories and Phenna Group are equal opportunities employers and welcome applications from all backgrounds.

Phenna Group is an Equal Opportunities Employer