Location/Territory: [Insert Region]

Salary: Up to £……………… (dependent on experience) + bonus/OTE [Insert £…............. (if appropriate]

Package: Company car or allowance, flexible benefits, up to 27 days holiday (plus bank holidays & holiday purchase scheme)

Sector: Packaging Solutions (Specialist/Distributor Sales)

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 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 development and progression.

We reward performance, encourage innovation, and empower our people to make a real impact. If you enjoy combining technical understanding with commercial sales success, this is a fantastic opportunity to join a market-leading business.

The Area Sales Manager Role

This is a specialist, field-based sales role focused on driving growth of our Airsac protective packaging solutions across your assigned region.

Operating in an “overlay” capacity, you will work closely with our regional sales teams and existing customer base to generate opportunities, while also proactively targeting new prospects. You’ll act as the subject matter expert for the product line - supporting, influencing, and enabling sales activity across the wider business.

Success in this role comes from your ability to build internal relationships, create demand, and convert opportunities through a consultative, solution-led approach. With longer sales cycles (typically 3-6 months), you’ll develop and manage a strong pipeline, guiding opportunities through to successful implementation.

Key Responsibilities

• Take ownership of driving Airsac sales growth across your designated territory
• Act as the regional specialist and primary point of contact for all Airsac-related enquiries
• Develop expert knowledge of the product range, applications, and technical benefits
• Generate new opportunities through a combination of internal referrals and direct prospecting
• Build strong relationships with Regional Business Managers and Sales Executives to drive “pull-through” sales
• Deliver product demonstrations, training, and joint customer visits to support wider sales teams
• Conduct site visits and packaging assessments, identifying opportunities for improved protection and efficiency
• Present tailored, solution-led proposals aligned to customer needs
• Create bespoke samples and support product trials to secure customer approval
• Monitor competitor activity and identify opportunities to win new business
• Maintain accurate pipeline and activity tracking through CRM (MS Dynamics)
• Provide regular updates, forecasts, and insights to the National Product Manager

What You Will Bring

Essential:

• Minimum two years’ experience in a field-based, new business-focused B2B sales role
• Proven success selling technical or solution-based products
• Strong consultative sales approach with the ability to diagnose problems and present tailored solutions
• Experience building and managing a pipeline with longer sales cycles
• Excellent presentation and communication skills (both face-to-face and written)
• Commercial awareness with strong negotiation capability
• Self-motivated, organised, and comfortable working autonomously
• Strong IT skills including Microsoft Office and CRM systems
• Valid UK driving licence with willingness to travel extensively across the region
• Based within the assigned territory (“on patch”)

Desirable:

• Experience in packaging, protective packaging, or related technical product sectors
• Experience working in a matrix or overlay sales environment
• Track record of generating opportunities via collaboration with wider sales teams
• Degree-level education or equivalent

What You Will Get

We provide a competitive basic salary alongside a rewarding bonus structure designed to recognise 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
• Candidate referral scheme

Your Future with Us

At Macfarlane Group, we actively support career progression and internal mobility. This role offers the opportunity to develop into senior specialist, national account, or leadership positions within the business.

Through structured development plans and access to both internal expertise and external training partners, you’ll be supported in building both your technical and commercial capability. We also work with recognised bodies including the Institute of Leadership & Management (ILM) and the Institute of Sales Professionals (ISP).

How to Apply/Next Steps

We are working quickly to identify the strongest candidates and expect to begin interviews shortly. Please click ‘apply’ to submit your up-to-date CV. All applications will be acknowledged. If you have not heard from us within 2-3 weeks, please assume your application has been unsuccessful.

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.

No recruitment agencies please