Territory Sales Manager (North London)

Field-based, North London

Territory covering North London

Home-based role with regular travel across the territory and occasional attendance at sales meetings, training sessions, and other business-related events as required.

Hours / Terms

• 37.5 hours per week
• Flexibility required to meet customer and business needs
• Salary: -43,473
• Company car provided

Job Purpose

To grow profitable sales across the allocated territory by winning new business and developing existing customer relationships within the food, food ingredients, bakery, and food manufacturing sectors. The successful candidate will manage the full commercial cycle from prospecting through to order fulfilment and payment, driving revenue growth, identifying new opportunities, protecting margins, and delivering exceptional customer service.

Key Responsibilities

Developing New Business

• Build and maintain a comprehensive understanding of all potential business opportunities across the territory.
• Identify key decision-makers within target organisations and establish strong relationships.
• Develop and maintain a focused pipeline of prospects, progressing opportunities through to conversion.
• Keep CRM and prospect databases updated with accurate market intelligence.
• React quickly to new opportunities and ensure a proactive approach to business development.
• Deliver agreed sales, margin, and new account targets.

Growing Existing Accounts

• Develop and implement promotional activities to increase customer spend.
• Organise and distribute promotional materials to customers.
• Identify opportunities to introduce additional products and services into existing accounts.
• Monitor customer performance and take action to address declines in activity or spend.
• Expand customer relationships and maximise account potential.

Territory Sales Management

• Plan customer visits effectively, ensuring clear objectives are established before each meeting.
• Build strong relationships with key decision-makers.
• Sell consultatively, focusing on customer benefits and business value.
• Negotiate commercial agreements that achieve mutually beneficial outcomes.
• Maintain efficient territory coverage and travel planning.
• Keep accurate records of customer interactions, opportunities, forecasts, and pipeline activity.
• Provide regular updates on territory performance.

Managing Payments and Credit

• Take responsibility for customer accounts operating within agreed credit terms.
• Address overdue accounts promptly and professionally.
• Support initiatives that improve payment methods and cash collection.
• Work closely with internal teams regarding payment and credit control matters.
• Minimise aged debt and protect profitability.

Order and Delivery Management

• Manage the customer journey from order placement through to delivery and payment.
• Liaise with relevant operational teams regarding orders and deliveries.
• Maintain a strong understanding of customer ordering patterns and requirements.
• Ensure consistently high standards of customer service.

Complaint Resolution

• Respond quickly and effectively to customer complaints and issues.
• Coordinate with relevant departments to investigate and resolve concerns.
• Maintain regular communication with customers throughout the resolution process.

Commercial Acumen

• Understand the relationship between volume, pricing, and profitability.
• Identify opportunities to improve margins through product mix and commercial efficiency.
• Monitor market conditions and industry developments.
• Support pricing discussions with confidence and commercial awareness.
• Operate within agreed pricing and commercial frameworks.

Product Knowledge

• Develop strong product knowledge, including applications, specifications, and benefits.
• Maintain awareness of competitor products and market positioning.
• Work with technical colleagues to support customer enquiries and product performance discussions.

Team Collaboration

• Work collaboratively with colleagues across sales, operations, transport, technical, and support functions.
• Share market intelligence and customer insights with the wider team.
• Contribute positively to overall business growth objectives.

Additional Responsibilities

• Represent the business professionally at all times.
• Maintain a full UK driving licence.
• Organise working patterns and travel schedules to meet territory requirements.
• Attend meetings, training, and development activities as required.
• Undertake additional duties appropriate to the level of the role.

Person Specification

Essential

Experience

• Proven field sales experience managing a defined territory or account base.
• Demonstrable success in winning new business and growing revenue.
• Experience negotiating prices and commercial terms with business customers.
• Track record of delivering price increases and protecting margins.
• Experience managing customer accounts within agreed credit terms.

Knowledge

• Strong commercial understanding of sales, pricing, margin, and profitability.
• Proficient in Microsoft Office applications, including Excel.
• Experience using CRM systems or customer databases.

Skills & Attributes

• Highly self-motivated with a strong new business mentality.
• Excellent relationship-building and consultative sales skills.
• Strong planning, organisation, and territory management capabilities.
• Comfortable handling challenging commercial discussions.
• Able to work independently and manage priorities effectively.
• Accurate and dependable in maintaining records and reporting.

Other

• Full UK driving licence.
• Willingness to travel extensively across the Midlands, Wales, and South West England.
• Based in the Midlands, or able to relocate to support effective territory coverage.

Desirable

Experience

• Experience within flour milling, bakery, food ingredients, food manufacturing, or related sectors.
• Experience selling to wholesalers, distributors, manufacturers, or independent businesses.
• Experience developing promotions and customer marketing initiatives.
• Experience introducing specialist or bespoke products into existing accounts.

Knowledge

• Understanding of commodity markets and cost drivers.
• Knowledge of food ingredients, specifications, and product applications.
• Awareness of competitor products and market trends.
• Existing contacts within the Midlands, Wales, or Southwest England markets.

Skills

• Ability to discuss technical product performance and applications with customers.

Please be aware this advert will remain open until the vacancy has been filled. Interviews will take place throughout this period, therefore we encourage you to apply early to avoid disappointment.

Tate is acting as an Employment Business in relation to this vacancy.

Tate is committed to promoting equal opportunities. To ensure that every candidate has the best experience with us, we encourage you to let us know if there are any adjustments we can make during the application or interview process. Your comfort and accessibility are our priority, and we are here to support you every step of the way. Additionally, we value and respect your individuality, and we invite you to share your preferred pronouns in your application.