At a Glance
- Tasks: Lead a high-performing sales team and drive profitable growth across the UK.
- Company: Join James Jones & Sons, a leading family-run timber processing company.
- Benefits: Collaborative work environment, career growth opportunities, and hands-on experience.
- Other info: Be part of a supportive culture that values teamwork and ambition.
- Why this job: Make an impact in a respected company focused on sustainability and innovation.
- 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
About Us
James Jones & Sons Ltd is a 5th generation family business and one of the UK’s largest and most progressive timber processing companies with core activities in timber harvesting, sawmilling, pallets & packaging, and distribution. We operate from 27 sites across the UK, 23 Australian and 2 New Zealand sites and employ over 2,100 people. In the UK, we operate seven sawmills throughout Scotland and the north east of England: an engineered wood manufacturing plant in the north of Scotland and pallet and packaging operations at 14 sites across the UK. We produce high quality, British grown timber for the UK construction, landscaping, and agricultural sectors; market-leading JJI-Joists for the housebuilding and construction markets and pallets and packaging for blue chip domestic and exporting businesses.
What do we stand for
The values of James Jones & Sons Limited are its core beliefs and principles. They guide how work is carried out, how people are treated and how decisions are made. These values not only shape our culture but also play a key role in influencing how teams work together. Understanding our values will help you decide if you want to apply.
- Collaboration - we believe in the power of teamwork.
- Ambition - we are driven by our ambition to be the best we can be.
- Respect - we act with honesty and integrity so that everyone feels valued, safe and part of our James Jones family.
- Excellence - We strive for Excellence in everything we do.
At James Jones we CARE - do you?
Why Join Us?
- Be part of a respected, innovative company, leading the way in sustainable timber.
- Work in a supportive, collaborative environment where your ideas are valued.
- Gain hands-on experience across a wide range of marketing disciplines.
- Opportunities for career growth and professional development.
- Work in a modern office environment, with a range of different collaborative work spaces.
Applicants must be able to work in the UK without the need for sponsorship.
National Sales Manager in Larbert employer: James Jones & Sons Ltd
At James Jones & Sons Ltd, we pride ourselves on being a forward-thinking employer that values collaboration, ambition, and excellence. As a National Sales Manager, you will thrive in a supportive environment that encourages professional growth and innovation, while working with a high-performing team dedicated to sustainable timber solutions. Our modern office spaces and commitment to employee development make us an attractive choice for those seeking meaningful and rewarding careers.
StudySmarter Expert Advice🤫
We think this is how you could land National Sales Manager in Larbert
✨Tip Number 1
Network like a pro! Get out there and connect with industry professionals on LinkedIn or at events. Building relationships can open doors to opportunities that aren’t even advertised.
✨Tip Number 2
Prepare for interviews by researching the company inside out. Understand their values, products, and market position. This will help you tailor your responses and show them you’re genuinely interested in being part of their team.
✨Tip Number 3
Practice your pitch! Be ready to explain how your experience aligns with their needs. Highlight your achievements in sales management and how you can drive profitability – make it clear why you’re the perfect fit for the National Sales Manager role.
✨Tip Number 4
Don’t forget to follow up after interviews! A quick thank-you email can leave a lasting impression and keep you top of mind. Plus, it shows your enthusiasm for the role and the company.
We think you need these skills to ace National Sales Manager in Larbert
Some tips for your application 🫡
Tailor Your CV:Make sure your CV is tailored to the National Sales Manager role. Highlight your experience in sales leadership, key account management, and any relevant achievements that align with our focus on margin improvement and profitable growth.
Craft a Compelling Cover Letter:Your cover letter should tell us why you're the perfect fit for this role. Share specific examples of how you've built high-performing teams and driven sales success, while keeping our values of collaboration and excellence in mind.
Showcase Your Commercial Acumen:In your application, demonstrate your understanding of pricing strategies and margin drivers. We want to see how you’ve used data to inform decision-making and improve profitability in previous roles.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows your enthusiasm for joining our team!
How to prepare for a job interview at James Jones & Sons Ltd
✨Know Your Numbers
As a National Sales Manager, you'll need to demonstrate your understanding of revenue and margin targets. Brush up on key metrics related to sales performance, pricing strategies, and account profitability. Be ready to discuss how you've successfully managed these in previous roles.
✨Showcase Your Leadership Skills
This role requires building and leading a high-performing sales team. Prepare examples of how you've recruited, developed, and motivated teams in the past. Highlight your approach to setting KPIs and fostering a culture of accountability and excellence.
✨Understand the Market Landscape
Familiarise yourself with the timber and packaging industry, including current market trends and competitor pricing. Be prepared to discuss how you would position the company against competitors while maintaining profitability. This shows you're not just a salesperson but a strategic thinker.
✨Prepare for Value-Based Selling Discussions
Since the role emphasises value-based selling over discounting, think about how you've successfully negotiated deals that focus on quality and service. Prepare to share specific examples where you've challenged unprofitable business and implemented corrective actions.
