Head of Sales & Business Development

Job Title: Head of Sales & Business Development

Reports To: CEO/MD (Mish Liyanage) — The Mistoria Group

Location / Travel: Based at Mistoria House, Salford, with regular travel to Bolton and Liverpool, frequent travel to London, and periodic overseas travel (see Section 7)

Working Pattern: Full-time, with flexible working arrangements. The post-holder must be prepared to work evenings and occasional nights to represent Mistoria at BNI meetings and other networking/client events (see Section 7)

Role Purpose

To lead a single, group-wide commercial growth strategy that increases revenue and top-line performance across three Mistoria Group divisions — MCC Accountants, Mistoria Lettings & Sales, and Renovations & RFM. The role is personally accountable to the CEO/MD for new business generation, market expansion (locally, in London, and overseas) and the development of a high-performance sales culture across all three divisions. It also supports the CEO/MD, who personally leads the Mistoria Private Collective and the Mistoria Group Foundation. It requires extensive travel and the flexibility to work unsociable hours where client and market opportunities demand it.

Focus of the Role

● Core focus (the majority of time and the basis of performance assessment): Sections 1–4, 7 and 8 below — revenue growth across MCC Accountants, Mistoria Lettings & Sales, and Renovations & RFM, together with travel, networking, accountability and reporting.

● Supporting focus: Sections 5 and 6 — supporting the CEO/MD on the Mistoria Private Collective and the Mistoria Group Foundation. The CEO/MD drives both, as process owner of the Collective and lead trustee of the Foundation; all related decisions require the CEO/MD's approval.

Key Responsibilities

1. Cross-Divisional Revenue Growth

● Own and deliver the top-line revenue growth target for MCC Accountants, Mistoria Lettings & Sales, and Renovations & RFM.

● Build a single, unified sales pipeline and reporting structure spanning all three divisions, replacing any siloed divisional approach.

● Identify and convert cross-selling opportunities between divisions — for example, introducing accountancy clients to lettings or renovation services, and vice versa.

● Set annual and quarterly revenue targets per division for CEO sign-off, and report progress against them monthly.

1. MCC Accountants — Business Development

● Win new accountancy, bookkeeping and advisory clients, with a focus on SMEs, landlords and property investors.

● Build referral relationships with solicitors, mortgage brokers, financial advisers and other introducers.

● Support MCC Accountants' positioning as the go-to accountancy partner for the property sector.

1. Mistoria Lettings & Sales — Business Development

● Generate new landlord instructions, homeowner sales listings and corporate lettings contracts across Salford, Bolton and Liverpool.

● Bring new investors into the business and grow the number of properties and landlords under management.

● Represent Mistoria at property investment events, exhibitions and networking functions, including evenings and weekends.

● Organise landlord and investor seminars to generate new business and strengthen existing relationships.

● Carry out customer satisfaction surveys across the landlord and tenant base, and feed findings back into service improvement.

● Work with branch managers to convert leads into instructions and support pipeline progression.

1. Renovations & RFM — Business Development

● Win new renovation, maintenance and refurbishment contracts, including third-party work beyond the Group's own property book.

● Build relationships with developers, housing associations, landlords and commercial property owners.

● Identify framework agreements and contract opportunities for RFM Trading Ltd.

1. Mistoria Private Collective (Supporting Focus)

● Support the CEO/MD, who drives the Mistoria Private Collective as its process owner. All members, partnerships, events and budgets require the CEO/MD's approval.

● Introduce suitable prospective members from the Group's investor and landlord base, BNI and other networking, and events, and keep the private member database up to date.

● Identify potential luxury brand, hospitality and sponsorship partners and introduce them to the CEO/MD.

● Help organise and attend Collective events as required.

● Uphold absolute discretion and confidentiality in all dealings with members and prospective members.

1. Mistoria Group Foundation (Supporting Focus)

● Support the CEO/MD, who drives The Mistoria Group Foundation CIO (Registered Charity 1193145) as lead trustee. All Foundation events, partnerships and spending require the CEO/MD's approval.

● Help organise and attend Foundation fundraising events and activities in line with its focus on Pupils, People and Patients.

● Introduce potential donors, corporate supporters and partners from the Group's client, landlord and investor network.

● Raise awareness of the Foundation at networking events, seminars and client meetings.

1. Travel, Networking & Flexible Working

● Represent The Mistoria Group at BNI (Business Network International) meetings and other local networking groups, building referral relationships that generate new business across all three divisions.

● Travel regularly across the North West (Salford, Bolton, Liverpool, Manchester) and to London to meet clients, investors and partners.

● Undertake periodic overseas travel to engage international investors and overseas property buyers, as agreed in advance with the CEO.

● Represent the Group at trade shows, investment forums, conferences and client events, which may require evening and occasional night-time attendance and travel outside normal working hours.

● A flexible working arrangement applies in recognition of this pattern — hours will vary week to week around early-morning BNI meetings, evening events and travel, to be agreed with the CEO.

● Hold a full, valid UK driving licence and a passport valid for international travel.

1. Accountability & Reporting

● Report directly to the CEO, with monthly performance reviews against agreed KPIs and revenue targets for each division.

● Maintain an accurate, up-to-date CRM record of all pipeline activity, client contacts, deal status and travel/engagement activity.

● Take full personal ownership of commercial outcomes across all three divisions — proactively flagging risks, shortfalls and opportunities rather than reporting after the fact.

Full KPI framework, targets and the performance review schedule are set out in the companion document: “KPIs – Head of Sales & Business Development.”

Key Relationships

Internal: Chief Executive Officer; Rob Flint (Finance Director, MCC Accountants); Branch Managers (Laura Simpson, Cara Scott); Sarah Boothroyd and John Mackie (Estate Agency); Lee Rushton (Renovation & RFM Manager); Group Admin and Marketing; Mistoria Group Foundation CIO.

Mistoria Private Collective: members and prospective members, luxury brand and hospitality partners, sponsors, and the Collective's brand and web agency.

External: Landlords, homeowners and investors (UK and overseas), developers, housing associations, solicitors, mortgage brokers, accountancy referral partners, and event/conference organisers.

Knowledge, Skills & Behaviours

Knowledge

● Working knowledge across accountancy/professional services, residential lettings & sales, and construction/renovation — or a demonstrated ability to acquire this quickly.

● Strong commercial and financial awareness, including ROI and profitability analysis.

● Familiarity with UK property compliance requirements and awareness of international investor markets.

Skills

● Strategic sales planning and execution across multiple business lines.

● Strong negotiation, relationship-building and closing skills across diverse sectors and cultures.

● Data-driven pipeline and performance management; confident using CRM systems.

● Excellent presentation and pitching ability, including to international audiences.

Behaviours

● Highly Accountable: takes personal ownership of results and reports transparently, including on shortfalls.

● Results Focused: committed to achieving and exceeding commercial targets across all three divisions.

● Resilient and Flexible: comfortable with extensive travel, irregular hours and evening/night-time commitments.

● Entrepreneurial: proactively identifies and acts on new opportunities across sectors.

● Collaborative: works effectively across divisional teams to ensure seamless delivery.

Headline KPIs

Full targets, weightings and review schedule are set out in the companion KPI document. Headline measures include:

● Revenue growth (%) across MCC Accountants, Mistoria Lettings & Sales, and Renovations & RFM.

● Number and value of new client/contract wins per division, per month.

● Pipeline value and lead-to-instruction conversion rate.

● Client retention and satisfaction.

● Supporting: prospective members and partners introduced to the Mistoria Private Collective, and support given to Mistoria Group Foundation events and fundraising.

● BNI and local networking engagement (meetings attended, leads generated).

● Volume and quality of London and overseas engagement activity (meetings held, leads generated).

Remuneration

Base salary, commission/bonus structure and travel & expenses policy to be confirmed by the CEO. [TBC – to be agreed before advertising the role.]

Interview Question Set – Head of Sales & Business Development

Section 1: Knowledge

● Multi-Sector Commercial Awareness – “This role spans accountancy services, lettings & sales, and renovations/RFM. Which of these are you least familiar with, and how would you get up to speed quickly?”

● Financial Acumen – “Walk me through how you would assess the commercial viability of a new business opportunity in a sector you don't know well.”

● High-Net-Worth Clients – “How would you approach, earn the trust of and retain high-net-worth individuals for an invitation-only membership, while protecting their privacy?”

● International Markets – “What do you see as the main opportunities and risks in marketing UK property or services to overseas investors?”

Section 2: Skills

● Strategic Planning – “Tell us about a time you built a sales strategy spanning more than one product or business line. What were the results?”

● Negotiation – “Describe a complex, high-value negotiation you led. What approach did you take, and what was the outcome?”

● Pipeline Management – “How do you keep track of a large, multi-sector pipeline and make sure nothing falls through the cracks?”

Section 3: Behaviours

● Accountability – “Tell us about a time a target was missed. How did you report it, and what did you do next?”

● Resilience & Flexibility – “This role involves early-morning BNI meetings, regular travel to London, periodic overseas trips, and evening/night-time work. How do you manage a demanding, variable schedule while staying effective?”

● Entrepreneurial Mindset – “Give an example of an opportunity you spotted that others had overlooked, and how you turned it into revenue.”

Section 4: Cultural & Collaborative Fit

● Cross-Divisional Collaboration – “How would you work with branch managers and divisional leads who have their own targets, to make sure group-wide goals are prioritised too?”

● Reporting to the CEO Directly – “How would you structure your monthly reporting to the CEO to make it genuinely useful for decision-making?”

Candidate Scoring Matrix

To be completed by the interview panel. Score each competency 0–5 using the guide below, then multiply by the weighting to get the weighted score. Sum the weighted scores for a Final Candidate Score out of 5.

Scoring Guide: 0 – No evidence; 1 – Very limited evidence; 2 – Some evidence; 3 – Solid evidence; 4 – Strong evidence; 5 – Exceptional evidence.

Competency Interview Q# Weight Score (0-5) Weighted Score

Multi-Sector Commercial Acumen Q1, Q2 15%

Strategic Sales Planning & Execution Q4 15%

Negotiation & Influencing Q5 15%

Pipeline & CRM Discipline Q6 10%

Accountability Q7 15%

Resilience & Flexibility (travel / hours) Q8 10%

Entrepreneurial Mindset Q9 10%

Cross-Divisional Collaboration Q10 5%

Reporting & Communication (CEO-facing) Q11 5%

Decision Benchmark: 4.0+ Exceptional fit, strong recommendation to hire. 3.0–3.9 Good fit, consider depending on competition. Below 3.0 Not recommended unless no other viable candidate.

Pay: £35,000.00-£45,000.00 per year

Work Location: Hybrid remote in Salford M6