Territory Sales Professional

**Northwest Region (M6/M62 area)**
**Sector: Packaging distribution & solutions**
**Attractive Basic Salary (commensurate with experience) plus bonus/commission (scope to earn 100% of salary), company car (or allowance) & flexible benefits package including hybrid working, up to 27 days holiday (Plus bank holidays & additional annual leave purchasing scheme)**
**Sector: Packaging distribution**

**Protecting what matters, together**

We’re dedicated to protecting what matters most - our people, our customers, our communities and the environment. At Macfarlane Packaging, our commitment to customer satisfaction, sustainability and continual improvement creates a highly collaborative, supportive and friendly workplace where you can unpack a career that grows.

With history stretching back over 75 years, we offer stability whilst always striving for continual growth. Our fast-paced, results-driven approach will challenge and often stretch you, but it will also give you opportunities for personal and professional development. Every colleague has the chance to directly influence our success, leading to real job satisfaction and achievement, at all stages of your career.

We provide competitive pay and personalised incentives, alongside adaptable benefits to make your rewards package go further. And additionally, the way we work prioritises work-life balance and flexibility, empowering our colleagues to manage what is most important to them. Our business values commitment, diligence, teamwork, adaptability and a thirst for learningso if this sounds like you, come and join us to help drive change that enables businesses to plan for a better future.

**Our Territory Sales Professional Opportunity**
Reporting to the Regional Sales Manager at our Heywood site, you will take on a ‘full sales cycle’ role. You shall assume responsibility for a £3M+ customer account base which includes over forty higher profile key accounts, requiring quarterly reviews and price negotiations. Alongside this, you will also dedicate focussed time on territory, for the generation of new business (with an annual £200k new business sales target to meet). An ability to switch focus and dedicate adequate time to both aspects will ultimately dictate your success in meeting agreed goals and targets. You will therefore thrive in building relationships with key decision makers and stakeholders across a range of customer accounts, continually reviewing needs and acting on opportunities to present fresh solutions.

**Territory Sales Professional Responsibilities**
Key duties & responsibilities of the role shall include
- Develop, agree upon, and implement a sales plan for the allocated territory.
- Proactively expand the customer base by identifying and targeting new prospect accounts, aligned with agreed-upon new business sales targets.
- Maintain exceptional standards of customer service, with responsibility for management of all customers allocated to the sales territory.
- Cultivate and sustain relationships with key decision-makers and stakeholders within customer accounts through regular review meetings, identifying cross-sell/up-sell opportunities, and promoting new solutions to maximise account spend.
- Adopt a consultative approach with customers to ensure recommended solutions meet customer requirements.
- Assessing the profitability of sales deals and opportunities and negotiating terms and conditions of sales contracts
- Develop and maintain comprehensive knowledge of all packaging solutions, sharing expertise with colleagues.
- Collaborate with National Accounts & our specialist & national departments to capitalise on potential sales opportunities.
- Utilise available promotional material to promote other products and solutions within the Macfarlane Group.
- Utilise CRM system (MS Dynamics) to follow up on all sales leads, enquiries, and quotations.

**What you will bring**

(Essential)
- Minimum of 18 months experience in field-based selling, encompassing both existing account management and proactive new business sales within a full sales cycle role.
- Demonstrated success in selling tangible products B2B using a solutions-based approach.
- Strong negotiation skills coupled with strategic thinking to add value by solving customer problems.
- Ability to plan and execute effective new business sales campaigns, incorporating cold-calling, networking, and gaining referrals, with strong sales closing skills.
- Highly self-motivated with perseverance, energy, and resilience.
- Excellent presentation skills, both client-facing and in writing.
- Intuitive with the ability to quickly understand customers' needs and tailor solutions.
- Proficient in structured and consistent report writing and project presentation.
- Commercial acumen and ability to handle situations with discretion, sensitivity, and integrity.
- Ability to work remotely, manage own diary, and prioritise workload effectively.
- Valid (preferably clean) UK driving licence