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