Sales Manager - New Business

TOMRA was founded in 1972, based on the design, manufacturing and sale of reverse vending machines (RVMs) for automated collection of used beverage containers. Today TOMRA provides solutions that enable the circular economy with advanced collection and sorting systems, and food processing by employing sensor-based sorting and grading technology. At TOMRA, we value and encourage innovation, passion and responsibility in everything we do.

The TOMRA Group employs 5,000 people globally and is listed on the Oslo Stock Exchange (OSE: TOM). TOMRA was named Norway’s Most Innovative Business in 2023, number one in the list of the country’s top 25 companies. TOMRA Collection is a leading innovator in the circular economy and Clean Loop Recycling. Founded on the invention of the world’s first reverse vending machine, we are now responsible for approximately 85,000 installations across more than 60 markets. By providing an effective and efficient way of collecting, sorting and processing containers, TOMRA's reverse vending systems make it easy for consumers to recycle and contribute to a more sustainable planet.

In the UK, we are currently building our local organisation and are at a very exciting point in our journey, with the launch of a UK Deposit Return Scheme in October 2027.

The UK Deposit Return Scheme (DRS) is coming, and it will fundamentally change how the UK handles recycling. TOMRA is leading this transformation — and we’re building a high‑performing sales team to continue our success from other markets across Europe.

As a Sales Manager, you will take full ownership of your territory and pipeline. You will identify opportunities, win new customers, and close commercial deals that position TOMRA as the partner of choice for UK retailers. This position is about creating demand, shaping deals, and winning market share.

What you’ll do:

• Own new business development in your region — from first contact to signed contract
• Proactively target retailers and key stakeholders ahead of DRS implementation
• Open doors, build senior‑level relationships, and drive deals through to close
• Develop and sell pilot and trial projects as a route to long‑term contracts
• Shape commercial proposals, pricing models, and value cases with internal experts
• Build a strong, visible pipeline and convert opportunities into revenue
• Represent TOMRA externally — customer meetings, industry events, and trade forums

You’ll have the backing of a global market leader, but you’ll run your own game.

What success looks like:

• A healthy, progressing pipeline in your territory
• New customers signed and pilots converted into long‑term agreements
• Strong personal reputation with key retailers and decision‑makers
• Clear contribution to TOMRA’s UK market share ahead of DRS go‑live

Qualifications:

Who we’re looking for:

• Proven experience winning new business in B2B sales (technology, infrastructure, complex solutions, or similar)
• A track record of opening doors, handling objections, and closing deals
• High energy, resilience, and a competitive mindset
• Strong commercial instincts — you know how to build a value case, not just a pitch
• Confidence engaging senior stakeholders and decision‑makers
• Comfort working with ambiguity in a fast‑moving, pre‑regulation market
• Experience with retail, sustainability, infrastructure, or regulated markets is a plus — hunter mentality is essential.

Additional Information:

Why TOMRA?

• Big market, real urgency: DRS is coming — timing matters
• Clear impact: You’ll see your deals shape the UK recycling system
• Autonomy: Own your territory and strategy
• Strong backing: Brand credibility, proven technology, and expert internal support
• Purpose with performance: Sustainability and commercial ambition

If you’re motivated by winning, building, and owning results, we’d like to hear from you. Please apply by sending us your CV, a few words about yourself, and why you are interested in the position and joining TOMRA. Please write this in the field "Message to Hiring Team". Applications close 12th April.

TOMRA does not differentiate on the basis of gender, race or ethnicity, religion, colour, sexual orientation or identity, disability, age, or other protected statuses as given by applicable law. We are committed to creating a diverse and inclusive environment and are proud to be an equal opportunity employer.