Head of Sales – Waste

Ward Recycling

Reports to: Operations Director
Location: Donald Ward House
Salary Range: £75,000 – £85,000 per annum (depending on experience) & performance related bonuses.

Package: Competitive bonus; Enhanced annual leave; Private Health Care; company car.

Responsible for:

Waste Sales Managers, Business Development Executives, Account Managers

Main Responsibility

A strategically minded sales leader who will deliver profitable growth across Ward’s waste services portfolio – including commercial waste, skips, hazardous waste, and recycling solutions. The role will lead the waste sales division, developing strategy, driving new business, securing major contracts, and managing client relationships, while ensuring compliance and alignment with Ward’s sustainability agenda.

Key Duties and Responsibilities

• Develop and deliver a waste sales strategy to support Ward’s overall business objectives.
• Lead and motivate the waste sales team to achieve ambitious growth targets.
• Contribute to sales forecasts, budgets, and board-level reporting.
• Drive a high-performance sales culture focused on customer value and sustainability.
• Stay abreast of industry, regulatory, and environmental trends to shape Ward’s sales approach.

Sales & Business Development

• Actively manage the full sales cycle: lead generation, validation, proposals, negotiations, and contract close.
• Secure high-value waste management contracts across key sectors (commercial, construction, industrial, hazardous).
• Ensure accurate management of pipeline and client data through CRM systems.
• Analyse reasons for losses, adapt strategies, and continually refine sales processes.
• Represent Ward at external events, conferences, and trade exhibitions.

Account & Relationship Management

• Develop strong, lasting relationships with key clients and stakeholders.
• Act as senior point of contact for major accounts and escalations.
• Ensure customer requirements are met with compliant, tailored, and innovative solutions.
• Identify opportunities for cross-selling Ward’s wider services.

People Management

• Lead and coach the waste sales team to deliver against KPIs and career development goals.
• Manage direct reports and support high performance through regular reviews.
• Build productive internal relationships with operations, compliance, finance, and marketing teams.

Skills, Experience & Qualifications

• Proven senior sales leadership in waste management, recycling, or environmental services.
• Strong track record of securing and managing multi-million-pound contracts.
• Knowledge of UK waste legislation, hazardous waste, and environmental compliance.
• Excellent negotiation, presentation, and commercial acumen.
• Strong people management and team-building skills.
• Highly organised with attention to detail and strong IT/CRM literacy.
• Confident communicator with exceptional influencing skills.
• Degree-level education or equivalent experience.
• Ability to travel regularly and stay away from home when required.

Package

• Competitive executive salary with performance-related bonus.
• Pension and benefits package.
• Opportunity to shape and lead Ward’s waste sales strategy.