Business Development Manager

Macfarlane Packaging; York and North Yorkshire; On-site; GBP 45,000 - 55,000; Full time

Benefits offered by this job

Company car or allowance

Flexible benefits

27 days holiday + bank holidays

Job summary

Macfarlane Packaging in Yorkshire is seeking a Business Development Manager to drive new business growth. You will manage a field-based role out of Wakefield, building a pipeline, engaging prospects, and closing deals through a consultative, solution-led approach, with a focus on protecting margins and delivering client value.

The role offers a competitive salary up to £50,000, a bonus up to 100% of salary, a company car or allowance, flexible benefits, and generous holiday.

Qualifications

• Minimum two years’ experience in a B2B field sales role focused on new business.
• Proven track record of winning new business and meeting targets.
• Strong consultative selling approach and needs-based solutions.
• Experience generating leads via cold calling, networking, and referrals.

Responsibilities

• Develop and execute a structured territory sales plan for new business.
• Identify, target, and win new customers through cold calling and referrals.
• Maintain a strong pipeline to consistently meet targets.
• Conduct customer site visits and packaging audits to identify improvements.
• Present tailored, solution-led proposals aligned to customer needs.
• Negotiate pricing and terms to maximise margin.
• Coordinate with internal teams to ensure onboarding and delivery.
• Keep CRM records up-to-date and accurate.

Skills

New business sales

Consultative selling

Lead generation

Negotiation

CRM systems

MS Office

Driving license

Territory travel

Tools

Microsoft Dynamics CRM

Job description

Business Development Manager Territory: Yorkshire Salary: Up to £50,000 (dependent on experience) +Bonus (OTE up to 100% of salary)Package: Company car or allowance, flexible benefits, up to 27 days holiday (plus bank holidays & holiday purchase scheme)Hours: 37.5 hours per week, Monday-FridaySector: Packaging Distribution & Solutions 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 build a sales career that grows.

With over 75 years of industry expertise, we offer stability alongside a forward-thinking, growth-focused culture. Our fast-paced, results-driven environment will challenge and stretch you, but it also provides genuine opportunities for progression and long-term success. We reward performance, support development, and empower our people to take ownership of their careers. If you’re motivated by winning new business and building something meaningful, you’ll thrive here.

The Business Development Manager Role

This is a pure new business, field-based sales role focused on driving growth across your assigned territory. Joining our regional sales team out of Wakefield, you will take ownership of developing a robust pipeline, targeting and converting new customers through a consultative, solution-led approach. Working closely with internal teams and regional leadership, you will identify opportunities, conduct packaging audits, present tailored solutions, and secure profitable new business. You’ll spend the majority of your time out in the field - engaging prospects, building relationships, and closing deals - while maintaining strong pipeline discipline through CRM and structured sales planning.

Key Responsibilities

• Develop and execute a structured territory sales plan focused on new business acquisition
• Identify, target, and win new customers through cold calling, networking, referrals, and marketing leads
• Build and maintain a strong, active pipeline to consistently achieve and exceed new business targets
• Conduct customer site visits and packaging audits to identify improvement opportunities
• Present tailored, solution-led proposals aligned to customer needs and commercial objectives
• Negotiate pricing and commercial terms to maximise margin and long-term value
• Work closely with internal teams (sales support, procurement, logistics) to ensure smooth onboarding and delivery
• Maintain accurate and up-to-date records of all activity, opportunities, and pipeline via CRM (MS Dynamics)
• Collaborate with wider regional and national teams to maximise cross-selling opportunities

What You Will Bring

Essential:

• Minimum of two years’ experience in a B2B field sales role focused on new business acquisition
• Proven track record of winning new business and achieving sales targets
• Strong consultative selling approach with the ability to identify needs and deliver tailored solutions
• Experience generating leads through cold calling, networking, and proactive prospecting
• Commercial awareness with the ability to negotiate effectively and protect margin
• Self-motivated, resilient, and comfortable working autonomously in a field-based role
• Excellent communication and presentation skills
• Strong IT skills including Microsoft Office and CRM systems
• Valid UK driving licence
• Based within the assigned territory (“on patch”) with willingness to travel

Desirable:

• Experience within packaging, manufacturing, distribution, or a related technical product environment
• Familiarity with Microsoft Dynamics CRM

What You Will Get

We provide a competitive basic salary alongside a highly rewarding bonus structure designed to recognise and incentivise success. Our flexible benefits package can include:

• 25 days annual leave (rising to 27 with service) plus all public/bank holidays
• Additional holiday purchase scheme
• Contributory pension scheme
• Company car or cash allowance (including electric options)
• Employee assistance programme to support wellbeing
• Extensive training and development opportunities
• Employee discount scheme (retail and leisure)
• Annual paid volunteering day
• Simply Health/Dental or BUPA options (role dependent)
• Enhanced HR policies and long service awards
• Charitable giving options
• Financial support with eye tests and glasses (DSE users)
• EE mobile discount scheme

Your Future With Us

At Macfarlane Group, we actively support career progression and internal mobility. This role offers a clear pathway into senior sales or leadership positions, supported by structured development plans and ongoing training. You’ll have access to both internal expertise and external development programmes, including accredited pathways with organisations such as the Institute of Leadership & Management (ILM) and the Institute of Sales Professionals (ISP).

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