Head of Sales

dnata Travel; Farington Moss; On-site; GBP 120,000 - 180,000; Full time

Benefits offered by this job

25 days annual leave

Company pension scheme

Life assurance

Private Medical cover

Travel discounts

Job summary

dnata Travel Group B2B, based in Leyland, is recruiting a Head of Sales to define and deliver the sales strategy for the Gold Medal Sales operation. You will build a high-performance culture, drive revenue and profitability, and ensure service levels across all channels while leading a leadership team.

The role focuses on delivering growth through customer-centric approaches, data-driven decision making and cross-functional collaboration across Commercial, Marketing, Product, Digital, Finance

Qualifications

• Significant senior leadership experience within a large-scale sales environment.
• Experience developing and executing sales strategies delivering revenue, margin and profitability targets.
• Strong leadership with a track record of building high-performing teams and accountability.

Responsibilities

• Define and deliver the strategic vision for the Gold Medal Sales operation.
• Leverage market intelligence and data analytics to identify growth opportunities.
• Own and deliver annual targets including TTV, revenue, margin and productivity.
• Maximise performance across all sales channels.
• Lead and develop a leadership team and culture of high performance.
• Partner with Commercial, Marketing, Product, Digital, Finance and Operations to align outcomes.

Skills

Senior leadership

Sales strategy

P&L accountability

Data analytics

Cross-functional collaboration

Job description

Job Title: Head of Sales

Location: Leyland, Preston

Salary: Competitive

dnata Travel Group B2B is the UK's biggest B2B-only tour operator and comprises of flagship brand Gold Medal and three specialist brands - Pure Luxury, Cruise Plus and Incredible Journeys. We pride ourselves on our truly 'agents-first' approach and our strong mutually beneficial and supportive relationships with a huge range of supplier partners across the industry. We are part of the Emirates group.

We are now recruiting for a Head of Sales who will be responsible for defining and delivering the sales strategy for the Gold Medal Sales operation, creating a high-performance culture that drives exceptional customer experiences, commercial growth, and alignment with the wider business objectives.

As the senior leader of the Sales function, the Head of Sales holds full accountability for sales performance, operational effectiveness, and financial delivery across all sales channels. They will ensure agreed service levels are consistently achieved while maximising revenue, conversion, profitability, customer retention, and lifetime value.

The role is responsible for leading, coaching, and developing a high-performing leadership team, fostering a culture of accountability, continuous improvement, innovation, and employee engagement. Working collaboratively across the business, the Head of Sales will identify and deliver opportunities to improve performance, enhance customer outcomes, and support strategic growth initiatives.

The Head of Sales will own the delivery of annual budget commitments, including Total Transaction Value, margin, productivity, customer service, and people metrics. They will ensure the sales operation remains commercially competitive, operationally efficient, customer-centric, and positioned to deliver long-term sustainable growth.

Hours: Full-Time, 37.5 hours per week

Job Accountabilities

• Define and deliver the strategic vision for the Gold Medal Sales operation, ensuring alignment with the wider business objectives and long-term growth ambitions.
• Leverage customer insight, market intelligence, data analytics, and industry trends to identify and capitalise on commercial growth opportunities.
• Own and deliver annual commercial targets, including Total Transaction Value (TTV), revenue, margin, conversion, productivity, and customer service performance
• Maximise commercial performance across all sales channels.
• Lead and inspire a large-scale sales operation, creating a culture of accountability, engagement and high performance.
• Lead, develop, and retain a high performing leadership team, building organisational capability, succession strength, and a robust talent pipeline
• Reduce customer-driven margin erosion by improving sales quality, customer outcomes, and first contact resolution whilst minimising complaints.
• Champion a customer centric culture that delivers exceptional customer experiences across every stage of the sales journey.
• Deliver agreed service levels and productivity targets.

• Maintain high standards of quality, compliance, and customer outcomes across the sales

• Build and maintain strong, collaborative relationships with senior stakeholders across the business, influencing decision-making and ensuring alignment to commercial objectives.
• Work in partnership with Commercial, Marketing, Product, Digital, Finance, and Operations teams to deliver joined-up customer, sales, and business outcomes.

To be considered for this role, we need you to have the following skills, experience and qualifications:

• Significant senior leadership experience within a large scale sales centre environment, with a proven track record of leading high performing teams and delivering sustained commercial growth.
• Demonstrable success in developing and executing sales strategies that deliver revenue, margin, productivity and profitability targets, alongside full P&L accountability.
• Exceptional leadership capability, with a strong track record of inspiring, developing and retaining leadership teams while creating a culture of accountability, engagement and high performance.
• Strong commercial acumen and strategic thinking, with the ability to identify growth opportunities, interpret performance data and translate business strategy into measurable results.
• Sound understanding of customer experience, market dynamics and industry trends, with the ability to balance customer outcomes and commercial objectives to drive long-term success.

This role is based at our bright, modern office in Leyland, just 10 minutes from junctions 28 & 29 of the M6. We have some fantastic benefits, making us a great place to work:

• 25 days annual leave, increasing to 28 days after 5 full years of service (+ bank holidays)
• Additional annual leave purchase scheme
• Company pension scheme
• Life assurance
• Private Medical cover for you
• Low-cost health care for your family
• Employee Assistance programme
• Mental Health First Aiders
• Ongoing development - we have an in-house People Development Team
• Travel discounts - we have a dedicated Staff Travel Team to source the best deals for our people
• Industry/social events - including supplier events, office socials & parties and pop-up shops
• Cycle to work scheme
• Reward & recognition programme
• Belong programme - Employee Resource Groups (ERGs) that play a crucial role in implementing our DEI strategy
• Volunteer days - one day's paid leave each year to volunteer with a registered charity
• dnata4good - supporting the local communities we work, live and thrive in
• Refer a friend scheme
• Free eye care tests
• Free Taste Card membership- offering discounts on dining out, movies, attractions, takeaways and online shopping
• Casual dress code
• Free tea and coffee, subsidised on-site restaurant with free wifi and free car parking