The Role
Lead the Specialist Services sales strategy and Business Development team, driving sustainable revenue, margin growth, pipeline performance, new business, major bids, and strategic customer relationships. Partner with operational, technical, and commercial teams to develop compliant, deliverable propositions. Establish sales governance, forecasting, KPIs, cross-selling, talent development, and a high-performance growth culture across hazardous waste, MWS, and related services.
Summary Generated by Built In
Sales Director – Specialist Services
- Location: National
- Division: Specialist Services
- Reports to: Divisional Managing Director – Specialist Services
- Internal opportunity: Open to current Biffa employees only. External applications will not be considered.
- Lead the sales strategy and sales function across Specialist Services.
- Deliver sustainable revenue and margin growth across Hazardous Waste, MWS and the wider Specialist Services offering.
- Lead and develop the Specialist Services Business Development team, creating a high-performance and accountable sales culture.
- Develop strategic customer relationships and identify new markets, sectors and growth opportunities.
- Work closely with operational, technical and commercial teams to develop compelling, compliant and operationally deliverable customer solutions.
- Champion the full Specialist Services proposition across Biffa and the external market.
- Set and deliver the Specialist Services sales strategy and go-to-market approach.
- Own sales performance, pipeline, forecasting, conversion and new business delivery.
- Lead, coach and develop the Specialist Services Business Development team.
- Establish consistent sales disciplines, KPIs, governance and pipeline management.
- Identify and develop new markets, sectors and strategic growth opportunities.
- Lead the development of major and complex sales opportunities across Specialist Services.
- Build strong, sustained relationships with strategic customers and senior decision-makers.
- Provide leadership and oversight of major bids and tenders.
- Work closely with Operations and Technical teams to ensure customer propositions are commercially attractive, technically compliant and operationally deliverable.
- Drive cross-selling by connecting customer requirements with the full breadth of Specialist Services and wider Biffa capabilities.
- Maintain a strong focus on quality of revenue, margin and long-term customer value alongside top-line growth.
- Provide high-quality sales forecasting, market insight and performance reporting to the Specialist Services leadership team.
- Build talent, succession and sales capability within Biffa.
- Promote a strong customer, performance and growth culture.
- Current Biffa employee with strong knowledge of the Biffa business and operating environment.
- Significant sales or commercial leadership experience within a B2B environment.
- Proven track record of delivering revenue growth and winning new business.
- Experience leading and developing high-performing sales or business development teams.
- Strong commercial acumen with an understanding of pricing, margin, risk and value creation.
- Experience developing complex customer propositions involving multiple operational and commercial stakeholders.
- Strong customer relationship management capability, including experience engaging with senior decision-makers.
- Strong understanding of waste, recycling, logistics, industrial or related service environments.
- Excellent stakeholder management with the ability to influence and collaborate across Biffa.
- Strategic, commercially focused and data-driven leadership style.
- Strong communication, influencing and negotiation skills.
- Experience within Specialist Services, I&C or related Biffa operations.
- Experience of Hazardous Waste, industrial services or complex waste solutions.
- Experience working across multiple Biffa divisions.
- Experience of major bids, tenders and complex contract sales.
- Experience developing and implementing sales strategies or go-to-market models.
- Experience of transformation, sales improvement or major change programmes.
- Biffa employees only.
- Applicants should demonstrate relevant Biffa experience, sales leadership capability, a strong track record of growth and new business, commercial acumen, customer focus and the ability to collaborate effectively across operational and technical teams.
Skills Required
- Current Biffa employee with strong knowledge of the Biffa business and operating environment
- Significant sales or commercial leadership experience within a B2B environment
- Proven track record of delivering revenue growth and winning new business
- Experience leading and developing high-performing sales or business development teams
- Strong commercial acumen, including pricing, margin, risk, and value creation
- Experience developing complex customer propositions involving multiple operational and commercial stakeholders
- Strong customer relationship management capability with experience engaging senior decision-makers
- Strong understanding of waste, recycling, logistics, industrial, or related service environments
- Excellent stakeholder management and ability to influence and collaborate across Biffa
- Strategic, commercially focused, and data-driven leadership style
- Strong communication, influencing, and negotiation skills
- Experience within Specialist Services, I&C, or related Biffa operations
- Experience with hazardous waste, industrial services, or complex waste solutions
- Experience working across multiple Biffa divisions
- Experience with major bids, tenders, and complex contract sales
- Experience developing and implementing sales strategies or go-to-market models
- Experience of transformation, sales improvement, or major change programmes
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The Company
What We Do
Founded in 1912, Biffa is a leading UK-based integrated waste management company providing collection, treatment, recycling, and energy generation services. Serving commercial, industrial, and public sector clients, Biffa promotes sustainable waste management solutions and a circular economy. The company employs over 10,000 people and is committed to achieving net-zero emissions by 2050 through investment in green infrastructure and innovative waste-to-energy technologies.
