About this role
Territory Sales Manager
Cambridge Area
Competitive Salary
Our client is seeking an experienced, commercially focused Territory Sales Manager to drive growth across their sector. This is a proactive sales role requiring regular customer engagement in the field. You will identify prospective customers, develop relationships with key stakeholders and manage opportunities from initial engagement through to commercial negotiation and order placement. You will:
Deliver agreed territory revenue and gross margin objectivesIdentify, prospect and secure new customers across the regionDevelop inbound opportunities and maximise the potential of existing accountsIncrease penetration within key customers by identifying additional equipment and solution requirementsCross-sell across the broader product portfolio and introduce new product categories into established accountsBuild and maintain a strong pipeline of qualified opportunities to support both immediate targets and longer-term growthManage the complete sales process, from initial customer contact and needs analysis through quotation, negotiation and closeEstablish relationships with a broad range of stakeholdersDevelop structured territory and account plans focused on organisations offering the strongest commercial potentialIdentify priority and strategic accounts and create clear plans for developing relationships and winning businessIdentify major projects, tenders, frameworks and capital investment programmes at an early stage, enabling involvement before purchasing decisions and specifications are finalisedMaintain accurate customer, contact and opportunity information within Salesforce, ensuring opportunities have clearly defined stages and next actionsProvide regular sales forecasts, monitoring performance against revenue and margin objectives and identifying potential shortfalls early enough to implement corrective actionWork closely with the Field Sales Manager and wider UK commercial team to maximise opportunities across the marketWork alongside Service and Operations to ensure customers receive a strong overall proposition throughout the sales and post-sale relationshipWhere appropriate, you will develop opportunities through distributors and channel partners and provide feedback on customer requirements, competitors and market developments to support wider commercial strategyAttend exhibitions, conferences, seminars and customer events
The ideal candidate will have:
Previous field sales or business development experience A proven record of achieving or exceeding sales targetsStrong new-business-development skills and the confidence to prospect into new organisationsExperience selling capital equipment, technical products or solution-based propositionsStrong account-management skills with the ability to grow revenue within established customersA consultative sales approach Sound commercial judgement and negotiation capabilityConfidence engaging with both technical stakeholders and senior decision-makersGood CRM, forecasting and pipeline-management disciplineStrong organisational and territory-planning skillsExcellent written and verbal communication skillsThe ability to operate independently in a field-based position while collaborating effectively with a wider UK and international teamA full driving licence and willingness to travel regularly throughout the territory
Benefits include, Car Allowance, Company pension, Mobile phone, Laptop, Annual company bonus & 23 days holiday plus bank holiday, extra holiday provided for Christmas shut down.