Job Title: Regional Sales Manager (New Business)
Location: Defined Territories within the UK / EMEA
Reports to: Vice President Commercial Operations
Role Overview
As a Regional Sales Manager (New Business), you will be responsible for driving the growth of Tower Cold Chain’s solutions portfolio within your assigned territory. Primary responsibilities include promoting Tower Cold Chain’s range of reusable thermal packaging solutions, exploring opportunities for CCT single-use solutions, and targeting 3PL/4PL providers operating in healthcare, as well as pharmaceutical manufacturers and distributors, new business acquisition is a key focus, contributing to overall revenue and market share growth.
Key Responsibilities
1. New Business Development
* Identify, prospect, and develop new business opportunities to achieve and exceed sales targets.
* Conduct thorough market research to pinpoint potential clients, emerging trends, and competitive landscape.
* Build, maintain, and grow a healthy pipeline of qualified leads, ensuring ongoing momentum and closing deals within forecasted timelines.
* Leverage existing networks within pharmaceutical, biotech, and 3PL/4PL sectors to drive brand awareness and secure new contracts.
1. Territory Management
* Develop and execute strategic sales plans for your assigned region in alignment with overall corporate objectives.
* Map out key accounts, influencers, and decision-makers, ensuring appropriate levels of engagement and relationship-building.
* Conduct regular business reviews, including reporting on sales performance, opportunity pipeline, and key activities.
1. Account Growth & Relationship Management
* Work closely with internal Key Account Managers to expand business within the existing core customer base.
* Develop multi-level relationships within client organizations—executive, operational, procurement—to ensure consistent and positive engagement.
* Foster long-term partnerships by understanding customer needs, delivering value-added solutions, and ensuring high levels of customer satisfaction.
1. Solutions Promotion & Technical Expertise
* Champion Tower Cold Chain’s reusable thermal packaging solutions and CCT single-use solutions, articulating their benefits to clients.
* Stay current on industry regulations, shipping compliance, Good Distribution Practice (GDP) guidelines, and sustainability trends to address customer queries confidently.
* Provide technical presentations and product demonstrations, collaborating with internal technical teams as needed.
1. Collaboration & Cross-Functional Support
* Partner with Marketing teams to execute targeted campaigns, events, and webinars that generate leads and raise brand awareness.
* Coordinate with Operations, Customer Service, and Supply Chain departments to ensure seamless customer onboarding and solution implementation.
* Actively contribute to internal planning sessions, sales meetings, and performance reviews, sharing regional insights and market intelligence.
1. Pipeline & Reporting
* Maintain an up-to-date CRM system with accurate sales forecasts, pipeline progression, and client information.
* Prepare regular sales reports, including performance metrics, opportunity status updates, and action plans to meet or exceed targets.
* Monitor sales KPIs against objectives, addressing any gaps with proactive strategies and solutions.
1. Compliance & Risk Management
* Adhere to all company policies and relevant industry standards/regulations (GDPR, GDP, etc.).
* Identify potential risks in contracts or operational execution, escalating concerns where necessary.
* Promote a culture of safety, compliance, and ethical conduct within all sales activities.
1. Continuous Improvement
* Seek feedback from customers and internal teams to refine sales strategies, enhance product offerings, and improve overall service delivery.
* Participate in ongoing training and professional development to stay abreast of new technologies, industry shifts, and best practices in cold chain management.
* Contribute to thought leadership by sharing relevant market insights, trends, and innovative ideas that support product and process enhancements.
Candidate Requirements
* Education & Experience:
* Proven track record in B2B sales, ideally within the pharma, biotech, logistics, or healthcare sectors.
* Experience selling cold chain or temperature-controlled packaging solutions is a strong advantage.
* Skills & Competencies:
* Sales Acumen: Demonstrated success in identifying, negotiating, and closing new business deals.
* Industry Knowledge: Familiarity with healthcare supply chain, 3PL/4PL models, and pharma manufacturing/distribution.
* Communication & Presentation: Ability to articulate complex technical solutions in a compelling manner to various stakeholders.
* Relationship-building: Strong interpersonal skills to establish trust and credibility with customers and internal teams.
* Data-driven: Proficient in CRM tools, sales analytics, and pipeline management to inform strategic decision-making.
* Self-motivation: Ambitious, goal-oriented mindset with the ability to work independently and thrive under pressure.
* Adaptability: Can navigate a fast-paced environment with changing market dynamics and customer needs.
* Additional Qualifications:
* Willingness to travel within the assigned territory, with occasional international travel as required.
* Valid driving license and the ability to commute to client sites regularly.
* Strong organisational and time management skills to juggle multiple priorities and deadlines.
Key Performance Indicators (KPIs)
* New Business Revenue: Measured against monthly/quarterly/annual targets.
* Pipeline Health: Quality and quantity of active leads, conversion rates, and deal velocity.
* Client Retention & Growth: Level of expansion within existing key accounts and overall customer satisfaction.
* Market Penetration: Number of new clients acquired in target markets (3PL/4PL, pharma manufacturers/distributors).
* Reporting & Forecasting Accuracy: Timely and precise updates on sales activities, pipeline progression, and forecast reliability.
What We Offer
* Competitive Compensation Package (Base Salary + Commission + Car Allowance)
* Career Growth Opportunities within a rapidly expanding global organisation
* Comprehensive Training on Tower Cold Chain’s solutions and industry best practices
Join our team and play a critical role in shaping the future of temperature-controlled logistics solutions. As a Regional Sales Manager (New Business), you will have the autonomy, resources, and support needed to drive meaningful growth, forge industry partnerships, and make a lasting impact in the pharmaceutical and healthcare sectors