Sales Manager

Package: Competitive salary + bonus scheme (OTE circa £55,000), company car or allowance

Hours: 37.5 hours per week, Monday-Friday

Sector: Protective Packaging & Manufactured Solutions

Protecting what matters, together. At Macfarlane Packaging, we protect what matters most - our people, our customers, our communities and the environment. With more than 75 years of heritage, we combine long-term stability with a forward-thinking, continuous improvement culture. You’ll be joining a supportive and collaborative business where expertise is valued, development is encouraged, and everyone has the opportunity to make a meaningful contribution.

About our business: Polyformes, part of Macfarlane Group, has been established for over 40 years and is recognised as one of Europe’s leading polyethylene foam converters. Based from our Leighton Buzzard manufacturing site, we support a wide range of customers with specialist protective packaging and foam conversion solutions.

The Sales Manager Role: This is a genuinely varied and hands‑on sales leadership role, combining responsibility for managing an internal sales team with an active customer‑facing commercial remit involving regular national travel. Reporting to the General Manager, you will lead and develop a small internal sales team at our Leighton Buzzard site whilst also taking personal responsibility for developing customer relationships, identifying new business opportunities, and growing existing accounts across the UK. This position will suit a commercially driven sales professional who enjoys balancing office‑based leadership and team development with external customer engagement and field‑based business development activity. You should therefore be comfortable both working from site on a regular basis whilst also being happy to travel nationally for customer meetings, account development, trade events, and commercial visits as required. Working closely with internal teams and senior leadership, you will identify opportunities, present tailored protective packaging solutions, negotiate commercial agreements, and secure profitable new business growth. Alongside leading the internal function, you will play a key role in driving overall sales performance, maintaining pipeline activity, and supporting the wider strategic growth of the business.

Key Responsibilities:

• Lead, motivate, and develop the internal sales team, ensuring high standards of performance, service, and accountability
• Manage recruitment, onboarding, coaching, appraisals, and ongoing development of sales staff
• Set and monitor sales KPIs, objectives, and performance standards across the team
• Build and maintain a strong pipeline of new business opportunities through proactive prospecting, networking, referrals, and customer engagement
• Develop relationships with both existing and prospective customers across a range of sectors and applications
• Conduct customer meetings and site visits nationally to identify opportunities and present tailored packaging solutions
• Prepare quotations, solution costings, and commercial proposals in line with company parameters
• Negotiate pricing and commercial agreements to maximise margin and long‑term account value
• Work collaboratively with internal departments including production, operations, and customer service to ensure successful delivery and customer satisfaction
• Maintain accurate records of sales activity, opportunities, quotations, and pipeline progression
• Manage and develop allocated customer accounts, ensuring excellent levels of service and relationship management
• Resolve customer issues and complaints professionally and efficiently
• Support the business at trade shows, exhibitions, and customer events where required
• Ensure all activity is conducted in accordance with company quality, health & safety, and operational procedures
• Keep up to date with technical product developments and market trends

What You Will Bring:

Essential:

• Minimum of two years' experience in a B2B sales management or commercial leadership role
• Previous experience managing or supervising an internal sales/support team
• Proven track record of winning new business and achieving commercial growth targets
• Strong consultative sales approach with the ability to identify customer needs and deliver tailored solutions
• Experience generating opportunities through proactive prospecting, networking, and account development activity
• Commercial awareness with the ability to negotiate effectively and manage margins
• Comfortable balancing office/site-based leadership responsibilities with regular external travel for customer visits/meetings
• Self‑motivated, organised, and capable of managing multiple priorities within a fast‑paced environment
• Excellent communication, presentation, and relationship‑building skills
• Strong IT skills including Microsoft Office and CRM systems
• Full UK driving licence

Desirable:

• Experience within packaging, manufacturing, foam conversion, distribution, or a related technical product environment
• Experience working within a solutions‑led manufacturing or bespoke products environment
• Familiarity with technical or protective packaging applications

What You Will Get:

• 21 days annual leave (rising with service) plus bank holidays
• Company car or cash allowance
• Contributory pension scheme
• Extensive training and development opportunities
• Health and dental cover options for qualifying roles

Your Future With Us: At Macfarlane Group, we actively support career progression and internal mobility. This role offers genuine long‑term opportunities within a successful and growing business, supported by structured development plans and ongoing training. You’ll have access to both internal expertise and external development programmes, including accredited pathways with organisations such as the Institute of Leadership & Management (ILM) and the Institute of Sales Professionals (ISP). 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.