Charlotte Gwilliam

Bringing two sales teams serving very different markets into one cohesive unit has been one of Charlotte Gwilliam’s defining challenges at Midwich. As sales manager, she combined teams focused on IT and education while maintaining strong KPI performance and delivering 10% year-on-year revenue growth in 2026.

Gwilliam joined Midwich in 2016 as a sales co-ordinator and progressed through account management and team leadership before becoming sales manager. Her approach has centred on coaching, structured one-to-ones and proactive customer engagement, alongside closer collaboration with vendor partners. She has also championed Midwich’s Solid Road AI-powered call-training platform, using role-play simulations to help new starters build confidence before speaking to customers.

Her own development has run alongside that of the team. After three years as a team leader, Gwilliam completed a Level 3 Team Leader Apprenticeship with Distinction before moving into her current role.

Persistence has been tested well beyond the sales floor. After having a kidney removed, Gwilliam returned to charity challenges, first completing a 5km mud run and later taking on a 32-mile Pier to Pier walk. Despite injuring herself around mile 10 in torrential rain and wind, she finished the route and raised more than £700 (€830) for East Anglia’s Children’s Hospices. She says the experience reinforced what she can achieve through commitment, even when stopping feels like the easier option.