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MacFarlane Group; Newbury; On-site; GBP 27,000 - 45,000; Full time

Benefits offered by this job

28 days annual leave

Contributory pension

Employee assistance programme

Continuous learning & ISP training

Long service awards

Job summary

Macfarlane Packaging is seeking a Territory Manager to cover the M4/A34 region from Newbury to Oxford and north Hampshire, combining account management with new business development.

You will inherit an existing £400k turnover portfolio and grow it, with 2–3 days weekly at Cricklade for planning and forecasting. The role offers autonomy within a supportive, collaborative team and real scope to impact growth.

Qualifications

• Two years' field-based B2B sales experience required.
• Proven ability to win new business and grow existing accounts.
• Valid UK driving licence and willingness to travel across the region.

Responsibilities

• Create and deliver a structured business plan for your territory.
• Plan and prioritise sales activity to deliver against growth targets.
• Develop existing accounts and secure new customers to maintain a healthy pipeline.
• Proactively identify, target, and convert new business opportunities.
• Build strong, lasting customer relationships through service excellence and product knowledge.
• Adopt a consultative approach, tailoring packaging solutions to customer needs.
• Assess profitability, negotiate effectively, and close sales.
• Maintain comprehensive product knowledge and share expertise with the team.

Skills

Field sales

New business

Negotiation

Relationship building

Communication

Job description

Territory Manager - M4/A34 (Newbury, Oxford, Andover, High Wycombe)

Join a market leader and drive your sales career forward

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Salary: Up to £45,000 per annum (negotiable on experience) + bonus/OTE, Company car (or allowance) plus benefits

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Sector: Design & Manufacturing (Packaging Solutions)

Unpack a rewarding sales career with Macfarlane Packaging

At Macfarlane Packaging, we're in the business of protecting what matters - our people, our customers, and the planet. We're equally passionate about protecting and growing careers, offering stability, innovation, and opportunity within a business that's been leading the packaging sector for over 75 years.

Our fast-paced, results-driven culture rewards high performance and ambition, providing real scope for personal and professional growth. If you're ready to take control of your earnings and career progression, this could be the perfect next step.

Your Role: Territory Manager

GWP Packaging, part of the Macfarlane Group and based in Cricklade, designs and manufactures innovative, high-performance packaging solutions. As a Territory Manager you'll take ownership of a defined territory across the M4/A34 region, spanning from Oxford into northern Hampshire, balancing account management with new business development (around 60/40%).

You'll inherit an established portfolio generating £400k annual turnover, with clear potential to grow this by at least double within the next two years. This role offers genuine scope to make your mark - combining autonomy in the field with strong support from a close-knit, experienced team.

You will be expected to spend time at our Cricklade site (typically 2-3 times per week) for planning, forecasting, and collaboration. It's an exciting opportunity to join a growing organisation where your impact will be visible, valued, and rewarded.

What You'll Be Doing

• Create and deliver a structured business plan for your territory.
• Plan and prioritise sales activity to deliver against company growth targets.
• Develop existing accounts and secure new customers to maintain a healthy sales pipeline.
• Proactively identify, target, and convert new business opportunities.
• Build strong, lasting customer relationships through service excellence and product knowledge.
• Adopt a consultative approach, tailoring packaging solutions to each customer's needs (many sales are sample led).
• Assess profitability, negotiate effectively, and close sales with confidence.
• Maintain comprehensive product knowledge and share expertise across the team.

What We're Looking For

A field sales professional, confident in both new business development and account management. Resilient, driven, and commercially aware, you can demonstrate a proven ability to build relationships and close opportunities through a consultative, solutions-based approach.

• At least two years' experience in field-based B2B sales, ideally selling tangible products.
• A track record of winning new business and nurturing/developing existing accounts.
• Strong negotiation, communication, and presentation skills.
• A valid UK driving licence and willingness to travel across the region.
• Located on patch, ideally within a good commute from Newbury area.
• Strategic thinking and the ability to add value by solving customer challenges.
• Self-motivation, persistence, and energy to achieve goals independently.
• Solid organisational and report-writing skills with attention to detail.
• Commercial awareness and integrity in handling customer relationships.
• Packaging sector experience is beneficial but not essential; sales experience in design or manufacturing environments is equally relevant.

Why Choose Macfarlane?

• 28 days annual leave (including bank/public holidays)
• Contributory pension scheme
• Employee assistance programme to support wellbeing
• You'll also have access to continuous learning and career development, which can include accredited training with the Institute of Sales Professionals (ISP).
• Long service awards (10-40 years)

Macfarlane Packaging is an equal opportunities employer. We welcome applications from all backgrounds and will make adjustments throughout the recruitment process where required.