Territory Manager

Macfarlane Group UK Ltd; Newbury; On-site; GBP 41,000 - 50,000; Full time

Benefits offered by this job

Company car/allowance

Contributory pension

28 days annual leave

Employee assistance programme

ISP training

Job summary

Macfarlane Packaging is seeking a Territory Manager to cover the M4/A34 region from Oxford to northern Hampshire. You will balance account management with new business development, managing an established £400k turnover portfolio with opportunities to grow.

Expect to spend 2–3 days/week at Cricklade for planning and forecasting. You’ll join a growing organisation that rewards high performance, offering a competitive salary, a company car or allowance, and a strong benefits package.

Qualifications

• At least two years’ experience in field-based B2B sales.
• Track record of winning new business and developing existing accounts.
• Strong negotiation, communication, and presentation skills.

Responsibilities

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

Skills

Field-based sales

Negotiation

Communication

Presentation skills

Driving licence

Job description

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

Join a market leader and drive your sales career forward

• Salary: Up to £45,000 per annum (negotiable on experience) + bonus/OTE, Company car (or allowance) plus benefits
• Hours: 37.5 per week, Monday-Friday (9:00am-5:00pm)
• 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?

We offer a competitive basic salary (negotiable based on experience) along with performance-related bonuses and a benefits package that includes:

• 28 days annual leave (including bank/public holidays)
• Company car/allowance
• 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.