Job Description
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
1. 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
2. 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
3. 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
4. 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
For further information about James Jones & Sons Ltd, visit www.jamesjones.co.uk