Head of SME Sales

Head of SME Sales

Three sales channels. One clear growth strategy.

Panda is looking for a Head of SME Sales to bring E-commerce, Telesales and Field Sales together and accelerate SME new-business growth.

This is an opportunity to shape how we sell, strengthen our teams and make a measurable impact on revenue and margin. You’ll improve an existing sales function, build stronger connections between channels and turn ambitious targets into clear actions.

We’re looking for a leader who can set the direction, engage people in change and stay close enough to the detail to make it happen.

What you’ll do

• Drive profitable growth: Deliver revenue, margin and customer acquisition targets across all three sales channels.
• Connect the channels: Build a coordinated sales model with clear rules for generating, qualifying, allocating and converting leads.
• Develop your people: Coach managers, strengthen team capability and build a culture of high standards, accountability and progression.
• Turn data into action: Use CRM, activity, pipeline and conversion measures to improve performance and sales productivity.
• Sharpen commercial discipline: Improve pricing, margin and customer acquisition costs to deliver sustainable growth.
• Make change happen: Challenge established processes and introduce better systems and ways of working.

What you’ll bring

• Proven success leading both telesales and field sales teams, delivering against revenue and margin targets.
• A strong understanding of e-commerce and digital customer acquisition, and how they support telesales and field sales.
• Experience bringing multiple sales channels together, with clear lead ownership and effective conversion processes.
• A strong background in activity-based sales management, translating targets into the pipeline, activity and productivity needed to achieve them.
• Significant experience in service-based B2B sales, ideally in a high-volume or operationally complex business.
• Strong commercial judgement across pricing, profitability, acquisition costs and sales productivity.
• Experience developing managers, coaching teams and building succession.
• Confidence using CRM and performance data to identify opportunities, address gaps and hold teams accountable.
• You must have a track record of improving an existing sales function, with measurable results you can explain.

How you’ll lead

As Head of SME Sales, you’ll set clear expectations and follow through. You’ll bring energy and purpose to the team, raise standards while developing people, and make confident decisions at pace.

You’ll be curious about what could work better and practical about making it happen—from how leads move between channels to how managers coach their teams.

If you’ve improved sales performance and know how to bring people with you, we’d like to hear from you.

About The Company

We are Panda. We value waste.

We’re in the business of waste management but that doesn’t just mean collecting bins. Behind every collection is a passionate team of people finding smarter, safer, and more sustainable ways to recycle and repurpose materials that would otherwise go to waste.

Over the past 30 years, Panda has grown into a leading resource recovery business, bringing together almost 3,000 people across multiple brands, united by a shared vision and strong values. While our operations are diverse, our purpose is clear: to protect our people, support our customers, and create positive impact for the communities and environments we serve.

At Panda, people are at the heart of everything we do. We work as one team, combining different skills, experiences, and perspectives to achieve shared goals. We care for each other’s wellbeing, encourage development, and support growth because we know we’re stronger together.

We expect excellence in how we operate. High standards, bold thinking, and continuous improvement drive our passion for innovation. We challenge the ordinary, put safety first, and embrace new ideas while delivering practical, cost-effective solutions that move our business forward.

We own what we do. From day-to-day tasks to major projects, we take pride in our work and responsibility for the outcome. We don’t walk past problems we address them together. Our expertise, reliability, and care reflect who we are and the difference we make.

And above all, we act with trust and integrity. Trust is built through open communication, honesty, and accountability. It allows us to move quickly, make confident decisions, and deliver results — knowing our people are empowered to do the right thing.

Our journey depends on talented, committed people who want to make an impact.

Panda is committed to attracting and retaining a skilled and diverse workforce that reflects the communities in which we operate and the people we serve.

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