The pathway
How you actually get there, here
How you become one varies far more by country than what one does. This is the UK route. Most people take one of these ways in; the right one depends on where you're starting from.
- 1
From Regional Sales Manager (L5) within Construction
3-5 years as a successful Regional Sales Manager.Skills to master
- Mastering P&L management for a multi-million-pound region, building and retaining high-performing sales teams, developing and executing regional market strategies, and consistently exceeding revenue targets. You'll need to demonstrate the ability to think beyond your region and contribute to broader company strategy.
You're ready to move on when
- Consistent achievement of regional revenue and profitability targets (e.g., 120% quota attainment for 3+ years).
- Successful development and promotion of at least 2-3 direct reports into more senior roles.
- Demonstrable experience in launching new service lines or expanding into new sub-markets within your region.
- Strong internal reputation for cross-functional collaboration and strategic influence beyond your immediate team.
- 2
From Principal/Strategic Account Manager (L4) in a larger firm
5-7 years as a Principal/Strategic Account Manager, leading major client pursuits.Skills to master
- Deep expertise in winning and managing 'whale' accounts (£50M+ projects), developing multi-year client strategies, and orchestrating large internal bid teams. The jump to Director requires adding broader team leadership, P&L accountability, and strategic market shaping to your skillset.
You're ready to move on when
- Successfully securing and growing 2-3 top-tier strategic accounts, consistently delivering significant revenue.
- Proven ability to lead large, complex bid teams without direct authority over all members.
- Strong understanding of the full project lifecycle and commercial drivers for major capital projects.
- Demonstrated ability to mentor junior team members and contribute to broader sales strategy.
- 3
From Head of Commercial/Sales for a smaller, high-growth construction firm
4-6 years in a similar leadership role at a smaller company.Skills to master
- Experience in building a sales function from the ground up, managing all commercial aspects, and driving aggressive growth. The challenge here is scaling those skills to a larger, more established organisation with more complex internal structures and higher revenue targets. You'll need to adapt to a different pace and level of scrutiny.
You're ready to move on when
- Successfully scaling a sales team and revenue from X to Y (£ to £) at a previous company.
- Experience in managing all aspects of the commercial function, including marketing and bid management.
- Proven ability to operate strategically and tactically in a fast-paced, high-growth environment.
- Strong references highlighting leadership, adaptability, and commercial acumen.