Sales Manager

Mercia Group; Blaby; Hybrid; GBP 50,000 - 68,000; Full time

Benefits offered by this job

25 Days Annual Leave (Pro-Rata)

Hybrid Working

Life Assurance

Private Healthcare

Gym membership

Cycle to Work

Discount vouchers

Wellbeing resources

Job summary

Mercia Group in the United Kingdom is seeking a Sales Manager to lead a team of Account Executives from a hybrid Leicester office, three days a week. The role focuses on winning new business, coaching, and driving revenue growth while shaping sales strategy.

You will recruit, onboard and train team members, deliver ongoing coaching, and implement best-practice sales processes to maximise opportunities and client engagement. A strong track record in B2B professional services sales is preferred.

Qualifications

• Proven experience leading, motivating and developing successful sales teams.

Responsibilities

• Leading, motivating and developing a team of Account Executives to achieve and exceed targets.
• Recruiting, onboarding and training new team members, supporting their ongoing professional development.
• Delivering regular sales coaching, call reviews and performance feedback to maximise individual capability and results.
• Implementing and continuously improving sales strategies, processes and best practices.
• Developing and refining sales scripts, messaging and prospecting approaches across the team.
• Monitoring sales activity, lead generation, pipeline health and conversion performance.
• Setting, tracking and reporting on weekly, monthly, quarterly and annual sales objectives.
• Analysing sales performance data and identify opportunities for improvement.
• Produce and present detailed sales reports and insights to key stakeholders.
• Champion new business activity across the organisation, driving a proactive sales culture.
• Remaining actively involved in sales activity where required, supporting the team in securing key opportunities and complex deals.
• Delivering against individual revenue targets alongside overall team objectives.
• Building and maintaining strong, long-term client relationships to maximise retention and account growth.
• Identifying and securing upselling, cross-selling and new business opportunities within existing and prospective client accounts.
• Leading commercial negotiations and ensure mutually beneficial outcomes for both clients and the business.
• Managing stakeholder relationships effectively across the organisation.
• Handling escalated customer issues and complaints professionally and efficiently.

Skills

Sales leadership

New business development

Coaching

Remote team management

Full sales cycle

CRM proficiency

Stakeholder influence

Microsoft Office

Virtual collaboration

Analytical thinking

Tools

Salesforce

Marketo

Job description

Sales Manager

Location: Hybrid/ Leicester office 3 days a week

Salary: up to £50,000 DoE + up to £18,000 commission

Contract Type: Full-Time, Permanent

What We Can Offer You: 25 Days Annual Leave (Pro-Rata for Part-time and Fixed-Term Roles), Additional Holiday Purchase, Hybrid Working, Life Assurance, Vitality Private Healthcare, Subsidised Gym Memberships, Cycle to Work scheme, Discount Vouchers and Access to Wellbeing Resources

Why do we want you

Mercia Group (part of Wilmington plc) is looking for an experienced and commercially driven Sales Manager who thrives on winning new business and developing high-performing sales teams.

This role is ideal for someone who is not only an exceptional sales leader but also a hands-on new business expert. You will lead, coach and inspire a team of Account Executives to exceed targets while establishing best practice across prospecting, pipeline development, sales conversion and client engagement.

As our new business champion, you will play a pivotal role in shaping our sales strategy, driving performance, and ensuring the team has the skills, confidence and support needed to deliver outstanding results.

Job purpose, tasks and responsibilities

You’ll be responsible for:

• Leading, motivating and developing a team of Account Executives to achieve and exceed individual and team sales targets.
• Recruiting, onboarding and training new team members, supporting their ongoing professional development.
• Delivering regular sales coaching, call reviews and performance feedback to maximise individual capability and results.
• Implementing and continuously improving sales strategies, processes and best practices.
• Developing and refining sales scripts, messaging and prospecting approaches across the team.
• Monitoring sales activity, lead generation, pipeline health and conversion performance.
• Setting, tracking and reporting on weekly, monthly, quarterly and annual sales objectives.
• Analysing sales performance data and identify opportunities for improvement.
• Produce and present detailed sales reports and insights to key stakeholders.
• Champion new business activity across the organisation, driving a proactive sales culture.
• Remaining actively involved in sales activity where required, supporting the team in securing key opportunities and complex deals.
• Delivering against individual revenue targets alongside overall team objectives.
• Building and maintaining strong, long-term client relationships to maximise retention and account growth.
• Identifying and securing upselling, cross-selling and new business opportunities within existing and prospective client accounts.
• Leading commercial negotiations and ensure mutually beneficial outcomes for both clients and the business.
• Managing stakeholder relationships effectively across the organisation.
• Handling escalated customer issues and complaints professionally and efficiently.

What's the Best Thing About This Role

This is an opportunity to make a genuine commercial impact. You'll have the autonomy to shape the success of the sales function, develop talented sales professionals and drive business growth through both leadership and your own new business expertise.

If you enjoy building winning sales cultures, coaching people to success and influencing commercial strategy, you'll find this role highly rewarding.

What's the Most Challenging Thing About This Role

Balancing strategic leadership with hands-on delivery. You'll be responsible for driving team performance, maintaining high levels of coaching and accountability, and achieving ambitious revenue targets, while also stepping into key sales opportunities when required.

Success requires a leader who can seamlessly switch between strategy, coaching, analysis and direct commercial execution.

Essential and desirable capabilities

To be successful in this role, you must have:

• Proven experience leading, motivating and developing successful sales teams.
• Demonstrable track record of achieving and exceeding revenue and performance targets.
• Strong expertise in winning new business and the ability to coach others to become highly successful business developers.
• Experience operating within a sales leadership role, including managing remote team members.
• Exceptional sales skills across the full sales cycle, from prospecting through to closing.
• Strong verbal communication and relationship-building skills, with the ability to influence a wide range of stakeholders.
• Experience of B2B sales in professional services solutions
• Excellent written communication skills.
• Experience managing stakeholders across multiple levels of an organisation.
• Proficiency in Microsoft Office applications, including Excel, Word and Outlook.
• Experience using CRM systems and sales technologies.
• Confidence using virtual communication and collaboration platforms, including Microsoft Teams and Zoom.
• Highly analytical, organised and commercially aware.

To be successful in this role, it would be great if you have:

• Experience working within a regulated industry such as accountancy, legal services, risk and compliance, governance, education or learning solutions.
• Experience using Salesforce and Marketo.
• Previous responsibility for implementing or improving sales processes and performance frameworks.

We know it's not a skill, but the successful candidate must have permission to work in the role's location by the start of their employment.

About us

Mercia, part of Wilmington plc, is a leading provider of training, compliance, and support services to the UK accountancy profession.

Our focus is on helping accountants stay ahead of regulatory change and technical updates while supporting their development through practical learning resources.

Join us and do Work That Means Something

At Wilmington plc, we help global customers to do the right business in the right way - providing trusted data, insights, and education to navigate the Governance, Risk and Compliance (GRC) landscape.

When you join us, you'll not only make a real difference for our customers, you'll also enjoy flexibility through hybrid working and benefit from a wide range of learning, career, and development opportunities.

Whether you're just starting out, returning to work after a break, or looking to take your next step, you'll be doing work with meaning.