New Business Territory Manager - Manchester - HS Direct

Description

We are recruiting a New Business Territory Manager to drive growth by winning new logo clients within an assigned geographic territory. This role is focused on proactive new business acquisition, developing a strong pipeline of opportunities, and converting prospects into long-term customers. This is a hands‑on, hunter‑style role where you will take full ownership of the end‑to‑end sales cycle. You will be responsible for identifying and targeting prospects, opening doors through outbound activity, managing the sales process, and closing new business. As the territory matures, the focus will evolve towards maximising market penetration, increasing average deal value, and building a sustainable pipeline that consistently delivers revenue growth.

Role Purpose

• Grow new logo revenue within an allocated territory through proactive prospecting and sales activity.
• Take ownership of the full 360° new business sales cycle, from initial outreach through to close.
• Develop a deep understanding of the local market, target sectors, and customer needs within your territory.
• Establish a strong personal presence and reputation as a trusted advisor to prospective clients.
• Build a predictable and scalable pipeline of new business opportunities.

Key Objectives

• Consistently achieving or exceeding new business revenue targets.
• Building and maintaining a healthy pipeline of qualified new business opportunities.
• Increasing market penetration and brand awareness within the assigned territory.
• Converting cold and warm prospects into long‑term, repeat customers.
• Demonstrating effective territory planning and disciplined sales execution.

Key Responsibilities: Territory Planning & Prospecting (Full 360 Ownership)

• Take ownership of a defined geographic territory, developing and executing a structured territory plan.
• Identify and prioritise target organisations and key decision‑makers within agreed sectors.
• Proactively prospect through cold calling, email, LinkedIn, networking, and face‑to‑face activity where appropriate.
• Build a robust pipeline through consistent outbound activity and effective follow‑up.

New Business Sales Execution

• Manage the full 360° sales cycle for all new business opportunities, from first contact to signed agreement.
• Conduct discovery meetings to understand client needs, challenges, and commercial drivers.
• Present tailored solutions that clearly articulate value and ROI.
• Negotiate commercial terms and close deals in line with pricing and margin guidelines.
• Accurately forecast pipeline and revenue performance.

Relationship Building & Market Development

• Develop strong relationships with prospective clients and key stakeholders within your territory.
• Position yourself and the business as a credible, trusted partner in your market.
• Attend local networking events, exhibitions, and meetings to generate leads and raise brand awareness.
• Gather market insight and feedback to inform sales strategy and messaging.

Collaboration & Handover

• Work closely with internal teams to ensure a smooth transition from sale to onboarding.
• Provide clear handover information to account management or service teams once new business is secured.
• Collaborate with marketing to support local campaigns and targeted activity within the territory.

Reporting, Insight & Process Improvement

• Maintain accurate records of activity, contacts, opportunities, and pipeline in the CRM.
• Report regularly on activity levels, pipeline health, conversion rates, and revenue performance.
• Use data and insight to refine your approach, improve conversion, and maximise territory performance.
• Contribute ideas and feedback to improve sales processes and effectiveness.

Key Measures of Success (KPIs)

• New logo revenue generated within the territory.
• Pipeline value, quality, and conversion rates.
• Number of qualified new business opportunities created.
• Activity levels (calls, meetings, proposals) aligned to agreed targets.

Experience & Knowledge

• Proven experience in a new business or business development role within a B2B environment.
• Demonstrated success managing the full 360° sales cycle and closing new logo business.
• Strong track record in outbound prospecting and pipeline creation.
• Experience managing and developing a defined sales territory.
• Confident using CRM systems to manage pipeline and report on performance.
• Experience selling services or solutions is desirable but not essential.

Skills & Behaviours

• Strong hunter mentality with high levels of motivation and resilience.
• Confident communicator, comfortable engaging senior decision‑makers.
• Commercially astute with strong negotiation and closing skills.
• Highly organised, able to manage competing priorities across a wide territory.
• Results‑driven with a strong focus on achieving and exceeding targets.
• Self‑motivated and comfortable working autonomously in a field‑based role.

Who You Are

You are a driven new business professional who thrives on opening doors and winning new clients. You enjoy the challenge of building a territory, creating opportunities from scratch, and seeing tangible results from your efforts. You are disciplined, persistent, and commercially minded, with the confidence to take full ownership of your performance. You're excited by an uncapped commission structure and motivated by the opportunity to directly influence your earning potential through success in the role.