Sales Director – Specialist Services

Role Purpose

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.

Key Responsibilities

• 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.

Essential Experience

• 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.

Desirable

• 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.