Sales Manager - Existing Business

Certus Sales Recruitment; Bracknell; Hybrid; GBP 55,000 - 100,000; Full time

Benefits offered by this job

Birthday off

Wellbeing support

Health plan

Incentives

Learning & development

Job summary

Certus Recruitment is partnering with an established B2B technology business to appoint an experienced Sales Manager to lead its Existing Business team in Bracknell. This hybrid role requires three days in the office.

You will own renewals, retention and account growth, coach Account Managers on conversations and upselling, and use data to sharpen forecasting, planning and performance across the team. Success is measured by team performance rather than individual targets.

Qualifications

• 5+ years’ B2B sales experience.
• Proven experience leading an Account Management, Existing Business or Customer Sales team.
• Evidence of improving retention, renewals, upselling or cross-selling.
• Experience within a structured corporate sales environment with established methodology, forecasting and performance management.
• Strong hands-on coaching and people development skills.
• Experience leading teams through change and addressing underperformance effectively.
• Strong CRM and analytical capability, ideally including Salesforce.
• Formal management training such as ILM or CMI.
• Experience successfully leading a hybrid sales team.

Responsibilities

• Lead the Existing Business sales team for renewals, retention and growth.
• Develop a proactive account management approach.
• Coach Account Managers on customer conversations, upselling and cross-selling.
• Build stronger account planning and activity disciplines.
• Use CRM and performance data to identify opportunities and retention risks.
• Run effective one-to-ones, coaching sessions and development plans.
• Maintain accurate forecasting and performance reporting.
• Identify workflow and automation improvements to give the team more time with customers.
• Manage performance and implement change while maintaining team engagement.
• Work with the wider sales leadership team to improve commercial performance.

Skills

B2B sales

People leadership

CRM Salesforce

Coaching

Forecasting

Performance management

Education

Management training ILM/CMI

Tools

Salesforce CRM

Job description

Sales Manager – Existing Business

£55,000 basic + £45,000 variable | £100,000 OTE

Bracknell | Hybrid – 3 days per week in the office

Certus Recruitment is working with an established and growing B2B technology business looking to appoint an experienced Sales Manager to lead its Existing Business team.

This is an opportunity to take ownership of an established team responsible for customer retention, renewals and account growth, strengthening an already consistent operation while developing a more proactive and commercially focused approach.

The emphasis is firmly on people leadership. You’ll coach and develop the team, improve performance through better use of data and structure, and help Account Managers identify and develop genuine opportunities for upselling and cross‑selling.

The Role

You’ll lead an existing customer sales team with responsibility for:

• Renewals, retention and account growth
• Developing a more proactive account management approach
• Coaching Account Managers on customer conversations, upselling and cross‑selling
• Building stronger account planning and activity disciplines
• Using CRM and performance data to identify opportunities and retention risks
• Running effective one-to-ones, coaching sessions and individual development plans
• Maintaining accurate forecasting and performance reporting
• Identifying workflow and automation improvements that give the team more time with customers
• Managing performance and implementing change while maintaining team engagement
• Working alongside the wider sales leadership team to improve commercial performance

Success in this role comes through the performance of your team rather than carrying an individual sales target.

About You

We’re looking for an experienced commercial sales leader who can combine strong people management with analytical and commercial discipline.

You’ll ideally bring:

• 5+ years’ B2B sales experience
• Proven experience leading an Account Management, Existing Business or Customer Sales team
• Evidence of improving retention, renewals, upselling or cross‑selling
• Experience within a structured corporate sales environment with established methodology, forecasting and performance management
• Strong hands‑on coaching and people development skills
• Experience leading teams through change and addressing underperformance effectively
• Strong CRM and analytical capability, ideally including Salesforce
• Formal management training such as ILM, CMI or a substantial corporate leadership programme
• The credibility to coach salespeople on live customer conversations and opportunities
• Experience successfully managing a hybrid sales team

The Opportunity

You’ll join a growing business with an established customer base and a supportive commercial leadership team.

The initial focus will be understanding the team and identifying opportunities for improvement before introducing stronger coaching, management and commercial disciplines. Within three to six months, you should be able to demonstrate a measurable impact on account growth while protecting the strong renewal performance already in place.

Alongside a £55,000 basic salary and £100,000 OTE, the package includes annual leave plus bank holidays, your birthday off, wellbeing support, health cash plan, incentives and ongoing learning and development.

If you’re an experienced Existing Business or Account Management leader who enjoys developing people and turning strong customer relationships into sustainable commercial growth, we’d like to hear from you.