Job Overview Following continued business growth and an increasing focus on commercial discipline, James Jones Pallet & Packaging has created the role of National Sales Manager to strengthen its national sales capability and drive improved profitability across the customer base. This position will play a critical role in aligning sales activity with strategic business objectives, ensuring a consistent, margin-focused approach to both existing and new business. The National Sales Manager will be responsible for bringing greater structure, accountability, and performance management to the sales function, while building a high-performing team capable of delivering sustainable, profitable growth. A key internal priority is to enhance visibility of sales performance, improve pricing discipline, and ensure all commercial decisions are aligned with margin expectations and operational capability. Key Deliverables: Deliver agreed annual revenue and margin targets at a national level Improve overall customer profitability through effective pricing and account management strategies Build and develop a structured, high-performing national sales team Establish consistent sales processes, pipeline management, and performance reporting Strengthen key account relationships while ensuring commercial discipline is maintained Generate a robust pipeline of profitable new business opportunities Provide clear, data-driven reporting and insights to the Sales Director to support strategic decision-making
Key Responsibilities1. Account Management (Margin-Focused) Develop and execute strategic account plans for key national customers, with clear profitability targets Build strong, long-term client relationships while maintaining a disciplined commercial approach Regularly review account performance, ensuring all business meets or exceeds agreed margin thresholds Identify opportunities for margin improvement through pricing optimisation, product mix, and service efficiencies Lead commercial negotiations with a focus on value-based selling rather than volume-driven discounting Challenge unprofitable business and implement corrective actions, including repricing or restructuring agreements Collaborate with operations and supply chain teams to improve cost-to-serve and enhance margins
2. New Business Development (Profitable Growth) Identify and secure new business opportunities that align with target margin expectations and strategic goals Build a robust sales pipeline focused on high-value, sustainable, and profitable accounts Qualify opportunities rigorously to ensure alignment with commercial and operational capabilities Lead end-to-end sales cycles, ensuring all new contracts deliver strong margin contribution Develop compelling value propositions that emphasise quality, service, and sustainability over price alone Monitor market conditions and competitor pricing to maintain a competitive yet profitable position
3. Team Creation & Leadership Build, structure, and lead a high-performing national sales team with a strong commercial mindset Recruit and develop talent with a focus on consultative, value-based selling skills Embed a culture of accountability for both revenue and margin performance Set clear KPIs that balance sales growth with profitability targets Provide coaching and training on pricing strategy, negotiation, and margin management Conduct regular pipeline and performance reviews with a strong focus on deal quality and profitability Drive adoption of best practices, tools, and reporting to enhance commercial decision-making
4. Strategic & Commercial Leadership Develop and implement a national sales strategy focused on profitable growth and margin improvement Own and deliver sales budgets, forecasts, and margin targets Analyse sales data, customer profitability, and market trends to inform decision-making Work closely with finance, operations, and procurement teams to align pricing and cost strategies Continuously evaluate and refine pricing models, discount structures, and commercial policies Provide regular reporting and insights to the Sales Director on revenue, margin, pipeline health, and market performance Lead initiatives to improve overall business profitability and commercial effectiveness
Key Skills & Experience Proven track record in a senior sales leadership role with clear accountability for both revenue and margin Strong experience in key account management, pricing strategy, and profitable new business acquisition Demonstrated success in building and leading high-performing sales teams Highly commercially aware, with strong financial acumen and understanding of margin drivers Skilled negotiator with experience in value-based selling Ability to analyse data and translate insights into actionable strategies Experience in pallets, packaging, timber, or related industrial sectors (preferred)
Qualifications Bachelor’s degree in Business, Sales, Marketing, Finance, or a related field (preferred) Professional sales or commercial management qualifications (desirable)
Key Competencies Commercial and financial acumen Strategic thinking and execution Leadership and people development Customer focus with a value-driven mindset Results-oriented with strong decision-making capability…