At a Glance
- Tasks: Lead a national sales team to drive profitability and enhance customer relationships.
- Company: Join James Jones Pallet & Packaging, a leader in the industry with a focus on growth.
- Benefits: Competitive salary, professional development, and opportunities for career advancement.
- Other info: Dynamic work environment with a focus on accountability and performance management.
- Why this job: Make a real impact by shaping sales strategies and leading a high-performing team.
- Qualifications: Proven sales leadership experience and strong financial acumen required.
The predicted salary is between 60000 - 80000 £ per year.
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.
National Sales Leader: Margin Growth & Team Enablement in Larbert employer: James Jones & Sons Ltd
James Jones Pallet & Packaging is an exceptional employer that prioritises employee growth and development within a dynamic and supportive work culture. As a National Sales Leader, you will have the opportunity to lead a high-performing team while driving strategic initiatives that enhance profitability and customer relationships. With a focus on margin improvement and a commitment to sustainability, this role offers a rewarding career path in a company that values accountability, innovation, and collaboration.
Contact Details:
James Jones & Sons Ltd Recruitment Team
StudySmarter Expert Advice🤫
We think this is how you could land National Sales Leader: Margin Growth & Team Enablement in Larbert
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for interviews by researching the company and its competitors. Show them you mean business by understanding their market position and how you can help drive margin growth.
✨Tip Number 3
Practice your pitch! Be ready to explain how your experience aligns with their goals, especially around building high-performing teams and improving profitability. Confidence is key!
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, we love seeing candidates who take that extra step.
We think you need these skills to ace National Sales Leader: Margin Growth & Team Enablement in Larbert
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter to highlight your experience in sales leadership, margin growth, and team enablement. We want to see how your skills align with our goals at James Jones Pallet & Packaging!
Showcase Your Achievements:Don’t just list your responsibilities; share specific examples of how you’ve driven profitability and built high-performing teams. We love numbers, so include any relevant metrics that demonstrate your success!
Be Clear and Concise:Keep your application straightforward and to the point. We appreciate clarity, so make sure your key achievements and experiences are easy to spot. Avoid jargon unless it’s relevant to the role!
Apply Through Our Website:We encourage you to submit your application directly through our website. It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it’s super easy!
How to prepare for a job interview at James Jones & Sons Ltd
✨Know Your Numbers
Before the interview, make sure you’re familiar with key metrics related to sales performance, margin growth, and pricing strategies. Be ready to discuss how you've used data to drive decisions in previous roles, as this will show your analytical skills and commercial acumen.
✨Showcase Your Leadership Style
Prepare examples that highlight your experience in building and leading high-performing teams. Discuss specific strategies you've implemented to foster accountability and performance management, as well as how you’ve developed talent in a sales environment.
✨Align with Their Goals
Research James Jones Pallet & Packaging’s business objectives and be prepared to discuss how your vision aligns with their focus on profitability and margin improvement. This shows that you’re not just interested in the role, but also in contributing to their strategic goals.
✨Prepare for Scenario Questions
Expect questions that ask you to solve hypothetical challenges related to account management or new business development. Think through your approach to value-based selling and margin optimisation, and be ready to articulate your thought process clearly.
