National Sales Manager

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 Responsibilities

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

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

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

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

Applicants must be able to work in the UK without the need for sponsorship.

For further information about James Jones & Sons Ltd, visit www.jamesjones.co.uk

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