Territory Sales Specialist

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 learning… so 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

The successful candidate will ideally be able to bring the following skills & experience to the position…

(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 with willingness to travel across allocated region.
• Residence within the allocated sales territory to ensure efficient journey planning.
• IT/PC literate with solid competency and working knowledge of Microsoft Office and internet.

(Desirable)

• Location: We’d prefer someone ‘on’ or ‘close’ to territory. This role focusses largely around the M6/M62 wider area immediately west of Manchester.
• Understanding or knowledge of general packaging, packaging design, and their application.
• Prior use of Microsoft Dynamics CRM or similar CRM systems
• Any prior experience of mentoring & coaching

What you will get

We can provide a competitive basic starting salary and operate a range of rewarding bonus/incentive schemes. Our flexible employee benefits can include: -

• 25 days annual leave (rising to 27 days with service) plus all public/bank holidays
• Contributory pension scheme
• Geographical salary weighting available at specific locations
• Range of company cars or cash allowance (including electric) for qualifying roles
• Employee assistance program to support & advise with well-being & any issues
• Extensive range of training/development & potential progression opportunities
• Employee discount scheme (discounts on several major retail/leisure brands)
• Annual paid Volunteering Day
• Simply Health/Dental Cover option or BUPA cover for qualifying roles
• Enhanced HR policies relating to various employee rights & entitlements
• Long service awards (5-40 years)
• Charitable giving options
• Financial support with eye-tests/purchasing glasses (DSE users only)
• O2 Mobile discount scheme (up to 25% off)

Your future with us

Here at Macfarlane Group, you truly have the potential to shape your own future and set your own ambitions. We are a large group company where internal promotion and mobility is a key feature of our success. Through tailored career plans, we provide a wide range of structure training & development pathways, utilizing both inhouse expertise to share knowledge and the best-in-class external training partners. There is potential access to management & leadership development, and we work closely with recognised, accredited bodies including the Institute of Leadership & Management (ILM) & the Institute of Sales Professionals (ISP). So there really are no limits to where your journey within Macfarlane Group may take you.

How to Apply

We are working swiftly to find the best applicants and hope to hold local interviews ASAP. Please click ‘apply’ to submit your up-to-date CV. All applications will be acknowledged. If you haven’t heard from us within 2-3 weeks, please assume your application was unsuccessful.

We welcome and encourage applications from people of all backgrounds irrespective of your age, gender, disability, race, nationality, ethnicity, gender expression, religion or sexual orientation. Should you require any specific support or adjustments during the recruitment process, please email our recruitment team directly.

NO RECRUITMENT AGENCIES PLEASE