Sales Manager Scotland

TOMRA; Bathgate; On-site; GBP 60,000 - 80,000; Full time

Job summary

A leading sustainability company seeks a Senior Sales Manager to drive commercial growth in Scotland, focusing on strategic partnerships and sales of reverse vending machine solutions. The successful candidate will be instrumental in preparing for the Deposit Return Scheme launch in 2027. Strong B2B sales experience, relationship-building capabilities, and the right to work in the UK are essential. Expect competitive salary and benefits in a collaborative, purpose-driven environment.

Benefits

Health insurance (option to add family)

Employer pension 10% non-contributory

Tenure Leave

Employee share save scheme

Qualifications

• B2B solution or capital equipment sales experience with multi-stakeholder, long-cycle deals.
• Strong stakeholder engagement and relationship-building skills.
• Commercial acumen, structured sales planning, CRM discipline and pipeline management.
• Technical affinity and curiosity—able to translate customer needs into viable solutions.
• Full UK driving licence and willingness to travel across Scotland.
• Right to work in the UK.

Responsibilities

• Own the end-to-end RVM sales cycle from prospecting to closing.
• Build trusted-advisor relationships with retailers and stakeholders.
• Develop tailored solutions and contribute to territory strategy.
• Maintain a healthy pipeline and represent TOMRA at events.
• Lead and coach a small local team, including performance support.
• Collaborate cross-functionally to ensure customer success.

Job description

Company Description

TOMRA was founded in 1972, based on the design, manufacturing and sale of reverse vending machines (RVMs) for automated collection of used beverage containers. Today TOMRA provides solutions that enable the circular economy with advanced collection and sorting systems, and food processing by employing sensor-based sorting and grading technology. At TOMRA, we value and encourage innovation, passion and responsibility in everything we do.

The TOMRA Group employs over 5,000 people globally and is listed on the Oslo Stock Exchange (OSE: TOM). TOMRA was named Norway’s Most Innovative Business in 2023 & 2025.

TOMRA Collection founded on the invention of the world's first reverse vending machine, is now responsible for approximately 85,000 installations across more than 60 markets. We provide an effective and efficient way of collecting, sorting and processing containers. TOMRA's reverse vending systems make it easy for consumers to recycle and contribute to a more sustainable planet.

In the UK, we are currently scaling our local organisation and are at a very exciting point in our journey, with the launch of a UK Deposit Return Scheme in October 2027.

Job Description

As the UK prepares for the Deposit Return Scheme (DRS) launch in October 2027, TOMRA is scaling our local team. We’re hiring a Senior Sales Manager to lead commercial growth in Scotland, build trusted partnerships with retailers and stakeholders, and help deliver TOMRA’s bold ambition to collect 500 billion containers annually by 2030.

As Sales Manager, you’ll be at the forefront of TOMRA’s growth in the UK, building strategic partnerships and driving commercial success. You’ll lead the charge in engaging retailers and other key stakeholders to position TOMRA as the go‑to partner for sustainable reverse vending machine (RVM) solutions.

This is a unique opportunity to influence the future of recycling in the UK, contribute to TOMRA’s global sustainability goals, and be part of a passionate team that’s making a real impact.

What You’ll Do

In the early stages, your focus will be on preparing and selling trial/pilot RVM projects, gathering market insights, and mapping retail structures. As the role evolves, you’ll:

• Own the end-to-end RVM sales cycle: prospect, qualify, propose, negotiate, close, and hand over to delivery & service.
• Build trusted‑advisor relationships with retailers, industry bodies, local government, and community partners.
• Develop tailored solutions and pricing models that meet local market needs; contribute to territory strategy and business planning.
• Maintain a healthy pipeline, forecast accurately, and represent TOMRA at trade shows and industry events.
• Lead and coach a small local capability (initially one direct report), including onboarding, performance support, and best‑practice sales discipline.
• Collaborate cross‑functionally with pre‑sales, delivery, service, and marketing to ensure customer success.

Qualifications

What you’ll bring:

• B2B solution or capital equipment sales experience with multi‑stakeholder, long‑cycle deals.
• Strong stakeholder engagement and relationship‑building skills (retail/consumer, public sector, or sustainability‑adjacent industries).
• Commercial acumen, structured sales planning, CRM discipline and pipeline management.
• Technical affinity and curiosity—able to translate customer needs into viable solutions.
• Full UK driving licence and willingness to travel across Scotland.
• Right to work in the UK.

Additional Information

Why TOMRA?

At TOMRA we are committed to creating a safe, supportive, and inclusive workplace while driving innovation that benefits our planet.

Joining TOMRA means:

• ✅ Purpose‑driven work – Contribute to a global mission of reducing waste and promoting resource responsibility.
• ✅ Focus on people – We prioritise employee well‑being, professional growth, and a positive, proactive culture.
• ✅ Focus on planet – Every project you lead helps advance environmental goals and circular economy principles.
• ✅ Innovation and impact – Be part of a team that transforms ideas into solutions that make a real difference.

What do you get from joining TOMRA?

• Opportunity for career development and enhancing international connections
• A unique chance to be a critical part of taking business growth to the next level
• Work in a collaborative and innovative environment.
• Competitive salary and comprehensive benefits package, including:
  • Health insurance (with the option to add family)
  • Employer pension 10% non‑contributory pension contributions
  • Tenure Leave (can accrue more leave after from 5+ years of service)
  • Employee share save scheme

Ready to grow your career with purpose?

Please apply by sending us your CV, a few words about yourself, and why you are interested in the position and joining TOMRA. Please write this in the field “Message to Hiring Team”.

Applications are continually assessed so we encourage you to apply at the earliest.

Deadline for applications is 19th January.

TOMRA does not differentiate on the basis of gender, race or ethnicity, religion, colour, sexual orientation or identity, disability, age, or other protected statuses as given by applicable law. We are committed to creating a diverse and inclusive environment and are proud to be an equal opportunity employer.