Technical Sales Manager

Position: Technical Sales Manager Location: Homebased covering South East Salary: £Negotiable The Company: Adhesive manufacturer

The Role

• Develop profitable sales across the Southeast England territory.
• Manage and grow an established portfolio of existing customers.
• Identify and develop new customers and applications.
• Build and maintain a strong pipeline of qualified sales opportunities.
• Visit customers and prospects regularly to understand their manufacturing processes, applications, technical requirements and commercial needs.
• Work with customers and the company’s technical team to identify suitable adhesive solutions.
• Coordinate product samples, technical evaluations and customer trials, following opportunities through to commercial conversion.
• Prepare and follow up quotations.
• Negotiate pricing and commercial terms within agreed authority levels.
• Develop strong, long-term customer relationships.
• Identify opportunities to introduce additional company products into existing accounts.
• Identify opportunities to replace competitor products with company solutions.
• Support customers with technical and commercial issues, working with internal colleagues to achieve timely resolution.
• Produce accurate sales forecasts and maintain clear reporting on opportunities, risks and required actions.
• Maintain accurate and up-to-date CRM records.
• Work closely with Customer Service, Technical and Production colleagues to deliver a high standard of customer support.
• Manage pricing and discounts responsibly, with a strong focus on profitable growth and margin discipline.
• Represent the company professionally at customer meetings, exhibitions and industry events where required.

Requirements

• Strong technical and commercial aptitude.
• Comfortable discussing manufacturing processes and technical applications with customers.
• Confident developing new business and approaching prospective customers.
• Strong relationship-building skills.
• Commercial judgement with a clear focus on profitable sales.
• Excellent verbal and written communication skills.
• Well organised and able to manage a geographical territory independently.
• Disciplined approach to prospecting, pipeline development and follow-up.
• Comfortable using CRM and sales reporting systems.
• Able to work effectively with internal technical, production and customer service teams.
• Full UK driving licence.
• Willingness to travel extensively throughout the South East.
• Previous experience within adhesives, coatings or chemicals preferred
• Selling into packaging, paper and board markets
• Previous experience in B2B technical or industrial sales.
• Demonstrable ability to develop new business and grow existing accounts.
• Experience selling technical products, services or solutions into industrial or manufacturing environments.
• Ability to develop opportunities from initial prospecting through technical evaluation, quotation, trial and commercial conversion.
• Strong commercial negotiation and account-management skills.
• Experience managing a geographical sales territory would be advantageous.
• Experience selling through technical trials and product qualification processes.
• Experience of value-based selling and competitor product conversion.
• Familiarity with structured sales methodologies such as SPIN, Challenger or similar