Field Sales Leader

Role Overview

This is a field sales leadership post inside a manufacturing business, and the person who fills it carries two linked accountabilities: the commercial results of an assigned territory, and the performance of the people who sell in it. The day-to-day rhythm mixes time in the field with analysis at the desk — reviewing pipelines, setting coverage routes, coaching representatives through live negotiations, and translating sales history and market signals into forecasts that others can plan against. It matters because this is where sales strategy stops being a document and starts producing orders: existing accounts stay loyal, new ones open, selling costs stay in check, and the brand gains ground against competitors.

Key Responsibilities

• Feed into the annual sales plan and turn it into a practical territory business plan covering volume, revenue, market share and profitability goals.
• Recruit, train, develop and coach the field sales team, setting clear performance standards and giving representatives the support they need to represent the brand credibly in front of customers.
• Drive lead generation and conversion across the territory, meeting agreed targets for new customers and projects in both count and value while maintaining a pipeline deep enough to sustain future periods.
• Design and assign route plans so field executives cover their areas consistently and make efficient use of selling time.
• Build product and territory forecasts using historical performance, market trends, competitor behaviour, promotional activity and the expected level of sales effort.
• Track team output through regular reporting and cyclical sales meetings, and operate an appraisal process built around responsibilities, territory targets and sales-plan administration.
• Work closely with the Sales Manager on customer service quality, value delivery, efficiency and cost control, project planning and the allocation of resources.
• Keep partner, account and activity records current — including documented customer interactions — and gather competitor and customer intelligence through feedback and market research, upholding the Code of Business Conduct throughout all sales and business development activity.

Requirements and Qualifications

• Bachelor's degree in Business Administration, Marketing or a related field.
• At least six years of sales experience, gained within the manufacturing industry.
• Demonstrated responsibility for a field sales team, including oversight of team expenses, agreed targets and brand promotion.
• Confidence working with sales data — able to construct forecasts and territory targets from historical results, market trends, competitor activity and promotional plans.
• Hands-on experience managing a lead pipeline end to end, from first contact through follow-up, price negotiation, closing and delivery arrangements.
• Familiarity with designing and assigning territory route plans and holding a team to coverage expectations.
• Disciplined reporting habits and a methodical approach to maintaining account data and interaction records.
• Strong coaching instincts, with a track record of building capability through recruitment, training and ongoing development.