Head of Sales – Defence Sector

We’re looking for a proven commercial leader with the capability to operate across complex, high-value defence accounts, combining strategic sales leadership with operational oversight.

Our client is the UK’s leading supplier supporting some of the country’s most recognised industrial and defence organisations. They deliver a blended product and service offering across PPE, MRO, and site-based solutions, operating at significant scale across multi-site national accounts.

Position Summary

Head of Sales – Defence Sector – UK based.

Must-Have Experience

• Strong background in the Defence sector, ideally with exposure to major defence primes or similar multi‑site organisations
• Proven experience managing multi‑million, multi‑site accounts and complex contractual relationships
• Track record of leading both sales and operational/account delivery teams (e.g. Account Managers and on‑site/site‑based teams)
• Strong commercial capability – pricing strategy, margin management, contract negotiation and tender leadership
• Experience operating within defence frameworks or tender environments
• Ability to lead S&OP alignment – linking sales activity with operational delivery, stock, and service performance

Preferred Background

• Experience within PPE, MRO, consumables, FM, or distribution‑led environments (product + service blend)
• Exposure to on‑site operational models (vending, managed stores, embedded services etc.)
• Experience driving cross‑sell from product into service‑led solutions

Leadership & Style

• Proven ability to lead and develop high‑performing national account teams
• Comfortable operating in a matrix structure, influencing across sales, operations and supply chain
• Strong relationship builder, capable of managing and repairing critical strategic customer relationships
• Hands‑on, credible leader able to balance strategic direction with execution

Key Differentiators

• Experience in high‑touch, high‑complexity account environments (not purely transactional sales)
• Ability to manage sensitive customer relationships and commercial negotiations at senior level, particularly where relationships may need resetting
• Background in hybrid commercial/operational delivery models, not just pure sales leadership

Job Offer

• Competitive but negotiable salary and package
• Additional benefits, including a company car
• Permanent role within a respected and established organisation

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