Packaging Design
& Manufacture
Packaging Design
& Manufacture

Area Sales Manager

Area Sales Manager
Territory: Southern Region
Sector: Packaging Solutions (Distributor Sales)
Package: Basic annual salary £40,000, Plus Bonus (OTE £52,000)
Company Car, Smartphone, Laptop & Excellent PLC Company Benefits

The Company
We, the UK’s largest packaging distributor have an exciting opportunity for an experienced sales professional to cover the Southern region for us. You will be the figurehead for one of our key products and revel in leading the sales initiative. We are a committed equal opportunities employer that champions ‘dignity in the workplace’. Our focus is to provide customers with fully integrated and innovative packaging solutions, augmented by outstanding customer service. Appointing and nurturing sales talent across our business is key to our continued growth.
The Role
Reporting to the National Product Manager, this newly created role is responsible for growing sales of this specific product line across the wider Southern area. This shall be undertaken primarily by gaining introductions and referrals to Macfarlane’s extensive existing customer base, this to be achieved via close networking with senior management at distribution site level and working in alliance with individual regional business managers and their teams of regional sales executives to encourage a team approach to securing new sales. You shall be targeted to gain entry to customers via referral/introductory appointments and once in, seek to assess needs and tailor an effective solution. Sales cycles can typically be anywhere from 3-6 months so there is a genuine need to build a healthy pipeline, both via this approach (acting as ‘product champion’) within the Group, but also seeking to build a separate pipeline of new sales opportunities via traditional direct sales in terms of identifying and targeting own prospects.
Key Responsibilities

  • Act as the lead point of contact within the region for any fresh  sales enquiries
  • Develop an expert understanding of the product/solution, current product line variations and its potential application to multiple business scenarios
  • Create demand for the solution, generating territory growth in line with defined commercial targets
  • Acting as product ‘champion’ across the Group, to actively network & liaise closely with all relevant distribution sites in order to increase awareness, build understanding and secure ‘buy in’ from  key colleagues, this to ultimately help facilitate customer referrals & key customer introductions
  • Provide internal support to internal colleagues, management & sales teams as required incorporating training & sales visits, product design, demonstration and application support with customers
  • Via consultative sales approach, analyse & problem solve in order to present appropriate solutions
  • Develop a trusted advisor relationship with key customer stakeholders and decision  makers
  • Working closely with the National Product Manager, provide support when required in relation to specific customer needs for new product design and innovation

Do you have the correct profile?
In order to apply for this role you must be able to demonstrate a strong track-record of new business sales generation and ideally either come from a distributor sales/channel distribution sales background (experienced in pulling sales through via a third party distributor model) or packaging sales direct to end user. We would also prefer someone to have been accustomed to selling a technical product/application based solution, whilst some understanding of packaging would be advantageous this is not imperative. You will naturally have first rate presentation, customer facing and influencing skills accompanies by strong commercial acumen and problem solving/analysis capabilities. A full valid UK driving licence is required in line with this being a field based sales role and ideally, applicants will live within a sensible commutable distance of one of our following sites: (Bristol, Gloucester, Reading or Coventry)
The Package
We offer a competitive basic starting salary along with a significant profit linked bonus scheme, commission, company car (or allowance), smartphone & I-Pad. We additionally offer flexible employee benefits incorporating the following: 25 days annual leave (rising up to 27 days with service plus all bank holidays), additional holiday purchasing scheme, contributory pension & employee discount scheme. Macfarlane Group is also dedicated to maximising every employee’s potential, by providing career development plans and pathways in an environment that fosters personal growth and continuous improvement.
How to apply/next steps
This is a key appointment whereby we will be working to identify and review the very best of applicants swiftly in the hope of selecting our favoured candidate to commence with us ASAP. To make an application please simply click ‘apply’ ensuring that your CV is up to date and relevant. All applications will be acknowledged, shortlisted applicants normally hearing from us within a week or two. Unsuccessful applicants will also be notified at the end of our process, although if you haven’t heard from us within a fortnight of applying, please assume your application has been unsuccessful on this occasion.