Hire a Head of Sales

Hiring a Head of Sales is one of the most commercially significant appointments your business will make. The right person will create a clear sales strategy, develop your commercial team and drive sustainable revenue growth. The wrong appointment can lead to lost customers, declining morale and missed commercial opportunities.

JSL Solutions specialises in recruiting Heads of Sales for manufacturers, distributors and suppliers across the automotive, commercial vehicle and industrial aftermarket. Our consultants have worked within the aftermarket themselves, giving us first-hand knowledge of distributor networks, buying groups, workshops, national accounts and the commercial challenges senior sales leaders face.

Every search is tailored around your market, customer base, commercial objectives and leadership requirements to identify candidates capable of making an immediate impact.

Why businesses choose JSL Solutions

• Specialists in Automotive, Commercial Vehicle and Industrial Aftermarket recruitment

• Over 60 years' combined aftermarket industry and recruitment experience

• Access to senior passive candidates unavailable through job boards

• Executive search methodology tailored to commercially critical appointments

• Proven expertise recruiting Heads of Sales across the UK

Why Head of Sales Recruitment is Difficult

Most successful Heads of Sales are not actively looking for a new role.

They are already employed, leading teams, managing key customer relationships and delivering commercial results.

A job advert alone rarely reaches the people capable of making the biggest impact.

Hiring at this level requires targeted search, sector knowledge and the ability to approach senior candidates discreetly and professionally.

It also requires a clear understanding of the commercial environment they will be stepping into, including sales structure, customer concentration, margin pressure, product complexity, team capability and leadership culture.

That is why specialist knowledge matters.

First-Hand Industry Experience Matters

Unlike many recruitment agencies, our consultants have worked within senior commercial roles across the automotive aftermarket.

We've managed national accounts.

We've developed distributor networks.

We've launched products.

We've grown territories.

We've led commercial teams.

That practical experience allows us to assess Heads of Sales based on genuine commercial capability rather than simply matching CVs against a job description.

What Does a Head of Sales Do?

A Head of Sales is responsible for leading the sales function, developing commercial strategy and ensuring the business delivers sustainable revenue growth.

Typical responsibilities include:

• Developing and implementing sales strategy

• Leading regional, national or internal sales teams

• Managing key customer relationships

• Driving new business growth

• Developing existing customer accounts

• Improving sales process, structure and accountability

• Coaching and developing sales managers and field sales teams

• Managing budgets, forecasts and revenue targets

• Supporting pricing, margin and profitability decisions

• Working closely with marketing, product, operations and finance teams

• Reporting commercial performance to the board or senior leadership team

In the aftermarket, a Head of Sales often plays a central role in managing distributor relationships, buying groups, major trade customers, fleet accounts and national accounts.

They need to combine strategic direction with operational grip.

Why Head of Sales Appointments Fail

Head of Sales appointments often fail because the candidate looks right on paper but lacks the specific experience required for the business.

Common reasons include:

• Being promoted too early without enough leadership experience

• Coming from a different sector without understanding aftermarket channels

• Strong sales ability but limited team leadership capability

• Strategic thinking without enough operational discipline

• Operational management without a clear growth strategy

• Poor cultural fit with the senior leadership team

• Lack of credibility with distributors, buying groups or key accounts

• Limited understanding of pricing, margin and profitability

• Inability to lead change within an established sales team

A strong Head of Sales needs more than energy and ambition. They need the judgement, experience and commercial maturity to make decisions that improve performance without damaging customer relationships or team stability.

What We Look for When Recruiting Heads of Sales

Experience has shown us that the best Heads of Sales are not always the candidates with the biggest job titles.

The strongest candidates consistently demonstrate:

• Proven sales growth over several years

• Strong leadership of regional, national or internal sales teams

• Credibility with distributors, buying groups and major accounts

• Ability to develop sales strategy and execute it effectively

• Commercial awareness around pricing, margin and profitability

• Experience improving sales structure and accountability

• Evidence of developing underperforming teams or territories

• Strong forecasting and pipeline discipline

• Customer relationships built on trust and long-term value

• Ability to influence at board or senior leadership level

• Long-term career stability

A Head of Sales must do more than manage salespeople. They need to create structure, improve performance, develop talent and make commercially sound decisions that protect both revenue and margin.

Our assessment process focuses on real evidence of achievement rather than simply matching job titles on a CV.

How a Head of Sales Drives Revenue Growth

From our experience recruiting Heads of Sales, the strongest performers rarely focus solely on winning new customers.

They improve customer retention, increase share of wallet, develop stronger distributor partnerships and create sales structures that continue delivering results long after individual deals have been completed.

In the aftermarket, this often means:

• Improving conversion from existing accounts

• Identifying underperforming territories

• Strengthening distributor relationships

• Increasing customer engagement

• Improving sales team accountability

• Creating clearer reporting and forecasting

• Aligning sales activity with product and marketing strategy

• Protecting margin while growing revenue

The best Heads of Sales understand that sustainable growth comes from structure, discipline and relationships, not short-term activity alone.

Head of Sales Salary Guide

Typical salaries for Heads of Sales within the UK automotive, commercial vehicle and industrial aftermarket usually range between:

• £65,000-£80,000 for developing businesses or smaller commercial teams

• £80,000-£100,000 for established manufacturers and distributors

• £100,000-£130,000+ for larger multi-site, national or international businesses

Most senior packages also include:

• Annual performance bonus

• Company car or car allowance

• Pension

• Private healthcare

• Life assurance

• Laptop and mobile phone

• Long-term incentive opportunities where applicable

Salary expectations will vary depending on business size, team responsibility, customer base, revenue accountability, sector complexity and growth expectations.

Why Use a Specialist Head of Sales Recruiter?

The strongest Heads of Sales rarely spend time searching job boards.

They need to be identified, approached and engaged through a credible search process.

JSL Solutions uses direct search and market mapping to identify senior commercial leaders already operating in relevant businesses across the automotive, commercial vehicle and industrial aftermarket.

Because we understand the sector, we can speak credibly with candidates about customer channels, product ranges, margin pressures, market conditions and growth opportunities.

This matters. Senior candidates are far more likely to engage when the recruiter understands their world.

The result is a focused shortlist of Heads of Sales who are genuinely aligned with your business, rather than a collection of CVs from people simply looking for their next move.

Our Head of Sales Recruitment Process

Every Head of Sales search follows a structured methodology designed to identify, assess and secure the strongest available candidates in the market.

1. Role Definition

We take time to understand your business, sales structure, customer base, growth plans, team challenges and the leadership qualities required for success.

2. Market Mapping

We identify Heads of Sales and senior commercial leaders currently working in comparable businesses, including candidates who are not actively looking for a new opportunity.

3. Competency Assessment

Every shortlisted candidate is assessed against your specific requirements, including:

• Sales leadership experience

• Strategic capability

• Commercial achievements

• Customer relationships

• Team development experience

• Distributor and buying group knowledge

• Sector knowledge

• Cultural fit

• Career motivation

• Long-term suitability

4. Shortlist Presentation

We present a focused shortlist supported by detailed candidate profiles and our assessment of why each individual is suitable for your business.

5. Interview & Offer Management

We coordinate interviews, gather structured feedback, support offer negotiations and manage the recruitment process through to successful appointment.

We Recruit Heads of Sales For

JSL Solutions recruits Heads of Sales for businesses operating across:

• Automotive Aftermarket

• Commercial Vehicle Aftermarket

• Industrial Aftermarket

• Garage Equipment

• Lubricants

• Filtration

• Bearings

• Rotating Electrical

• Diagnostics

• Workshop Equipment

• Parts Distribution

• Industrial Distribution

We Also Recruit

JSL Solutions also recruits:

• Sales Directors

• Commercial Directors

• Managing Directors

• National Sales Managers

• Regional Sales Managers

• Area Sales Managers

• Business Development Managers

• Key Account Managers

Our specialist focus across the automotive, commercial vehicle and industrial aftermarket enables us to support businesses at every level of their commercial structure.

Frequently Asked Questions

What should I look for when hiring a Head of Sales?

When hiring a Head of Sales, look for proven sales leadership, sector knowledge, strong commercial judgement and evidence of sustainable revenue growth. The best candidates can develop strategy, lead people, manage key customer relationships and improve sales performance without damaging margin or team stability.

What does a Head of Sales earn?

Most Heads of Sales within the UK automotive, commercial vehicle and industrial aftermarket earn between £65,000 and £130,000+ basic salary, with bonus, car allowance or company car and senior benefits taking total remuneration significantly higher.

Why is aftermarket experience important?

Aftermarket experience is important because sales leaders need to understand distributor networks, buying groups, workshops, fleet customers, pricing pressure, product complexity and customer buying behaviour. This knowledge helps them make faster, better commercial decisions.

Can JSL Solutions recruit Heads of Sales throughout the UK?

Yes. JSL Solutions recruits Heads of Sales across England, Scotland, Wales and Northern Ireland, supporting manufacturers, distributors and suppliers with senior commercial appointments.

Looking to Hire a Head of Sales?

Whether you are replacing an existing Head of Sales, restructuring your commercial function or preparing for future growth, JSL Solutions can identify experienced sales leaders with the strategic vision, leadership capability and sector knowledge to deliver long-term commercial success.

Contact our team today to discuss your recruitment requirements and discover why manufacturers, distributors and suppliers across the automotive, commercial vehicle and industrial aftermarket trust JSL Solutions with their most important commercial appointments.

JSL Solutions - Recruitment...The Right Way.

Specialists in senior commercial and leadership recruitment for manufacturers and distributors across the automotive and industrial aftermarket.