Territory Manager

Macfarlane Group Plc; Worcester; On-site; GBP 27,000 - 45,000; Full time

Benefits offered by this job

Company car (or allowance)

28 days annual leave

Contributory pension scheme

Employee assistance programme

ISP training / accreditation

Long service awards

Job summary

Macfarlane Group plc, through its GWP Packaging division based in Cricklade, is seeking a Territory Manager to cover the M5 Corridor from Worcestershire to Bristol. You will balance account management with new business development (roughly 60/40) and drive growth from an £400k turnover portfolio.

You’ll spend 2–3 days weekly at Cricklade for planning, forecasting and collaboration, with a clear path to career progression and rewarding incentives in a growing packaging business.

Qualifications

• At least two years' experience in field-based B2B sales.
• Proven track record of winning new business and nurturing existing accounts.
• Strong negotiation, communication and presentation skills.
• Valid UK driving licence and willingness to travel.
• Located near the M5 Corridor, ideally Bristol to Worcester.
• Strategic thinking with a consultative, solutions-based approach.
• Self-motivated, persistent and energetic.
• Well-organised with good report writing.

Responsibilities

• Create and deliver a structured territory plan.
• Plan and prioritise sales activity to meet growth targets.
• Develop existing accounts and win new customers.
• Identify and convert new business opportunities.
• Build strong customer relationships with service and product knowledge.
• Tailor packaging solutions through a consultative approach.
• Assess profitability, negotiate and close sales.
• Maintain product knowledge and share with the team.

Skills

B2B sales

New business development

Account management

Negotiation

Presentation skills

Communication skills

Job description

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 M5 Corridor, spanning Worcestershire to Bristol 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.

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.

Specifically, you'll bring:

• 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 close to the M5 Corridor, ideally somewhere between Bristol & Worcester.
• 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.

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

Ready to Take Your Sales Career to the Next Level?