Reporting to the Head of Regional Sales, the postholder will be responsible for managing and developing an agreed portfolio of existing customers across the North region, while also driving new business growth in line with Zeus’ UK commercial strategy.
This is a consultative, customer-facing role with a 50/50 focus on:
* Account Management & Growth – retaining, developing and expanding the value of existing customer relationships.
* New Business Development – targeting, prospecting and converting new customers into Zeus.
The postholder will act as a trusted packaging partner, understanding customer needs, shaping tailored propositions, and driving profitable revenue through strong commercial, operational, and technical collaboration with internal teams.
The role requires regular territory travel, proactive pipeline management, and consistent coordination with sales support, procurement, operations, and finance to ensure excellent service delivery.
PRINCIPAL RESPONSIBILITIES
Account Management & Development
* Manage and develop a portfolio of existing North region accounts to maximise revenue, margin, and share of wallet.
* Build strong multi-level relationships with buyers, operations teams, technical contacts, and senior decision-makers.
* Conduct regular account reviews, forecasting, and opportunity planning.
* Proactively identify cross-sell, upsell, range extension and packaging optimisation opportunities.
* Act as an escalation point for service issues, ensuring rapid resolution and strong customer satisfaction.
* Work with internal stakeholders (customer service, logistics, purchasing, operations, finance) to ensure seamless delivery and performance.
New Business Development
* Prospect, target and win new customers across the North region using structured methods (calls, referrals, site visits, networking, campaigns).
* Qualify opportunities and manage the full sales cycle from discovery to proposal and close.
* Deliver compelling customer presentations and value-led packaging recommendations.
* Build and maintain a healthy pipeline of qualified new business opportunities.
* Work closely with telesales teams, utilising inbound leads, outbound activity, and joint prospecting days.
Sales & Commercial Delivery
* Meet or exceed agreed revenue, margin, and activity KPIs.
* Prepare commercially strong quotations, tenders, and proposals in collaboration with commercial and purchasing teams.
* Negotiate terms and close opportunities to secure profitable growth.
* Maintain accurate CRM records and provide regular activity, pipeline, and forecast reporting.
* Stay informed on market trends, competitor activity, and Zeus product ranges, with emphasis on sustainability and optimisation-led conversations.
Additional Tasks
* Contribute to continuous improvement of Zeus’ product and service proposition.
* Support the management of standard vs. bespoke stock ratios and non-standard product requirements.
* Manage customer complaints, product returns, credit notes, and communication follow-up.
* Participate in exhibitions, training, campaigns, and other ad-hoc commercial activities.
* Ensure effective communication of all customer activity to relevant internal teams.
SCOPE OF POSITION
* No line management responsibilities.
* The postholder is expected to work flexibly to meet account and regional demands.
LOCATION
This role is field-based across the North region, with occasional attendance at Zeus sites or head office locations as required for meetings, training, and team collaboration.
PERSON SPECIFICATION
Key Skills
* Strong presentation and relationship-building skills.
* Confident communicator with excellent commercial acumen.
* Analytical, organised, and highly attentive to detail.
* Able to work to tight deadlines and manage multiple accounts/projects simultaneously.
* Proactive, inquisitive, and able to challenge constructively to ensure best practice.
Knowledge & Experience
Essential
* Proven B2B sales or account management experience, ideally in packaging, industrial supplies, or FMCG-related sectors.
* Demonstrated success delivering sales targets and growing customer accounts.
* Experience managing structured sales pipelines using a CRM.
* Understanding of value-add conversations (efficiencies, sustainability, optimisation).
Desirable
* Packaging knowledge (protective, transit, stretch, cartons, bespoke solutions).
* Awareness of Continuous Improvement / Lean / Six Sigma methodologies.
* Strong understanding of operational and supply chain processes.
Personal Attributes
* Target-driven with a strong desire to succeed.
* Customer-focused with a passion for delivering exceptional service.
* Highly self-motivated, resilient, and capable of working independently in the field.
* Positive “can-do” attitude; ability to build lasting relationships.
* Enjoys working with people, developing trust, and creating long-term partnerships.
Qualifications
* Minimum Level 3 education (A-Level or equivalent).
* Competent IT skills (Excel, Word, Outlook – intermediate level).
* Full clean driving licence and willingness to travel extensively within the region.