Director of Sales Marketing

Mackinnon Bruce are proud to be retained on a strategic assignment to appoint a Director of Sales & Marketing for a repeat client in the Animal & Crop Nutrition industry.

This is a field‑based position with one office day per week. Preferred location would be the West Midlands, East Midlands, East Anglia, Warwickshire, Northamptonshire, Cambridgeshire, Bedfordshire, Oxfordshire or Gloucester.

The Director of Sales and Marketing is responsible for leading the UK commercial strategy, with full accountability for profitable growth and margin expansion, ownership of the Marketing & Commercial P&L, and direct leadership of the Sales and Product Management teams.

The role starts with a strong strategic mandate: analysing the UK market (farmers, segments, regulation, competition) and designing the future UK sales model, a service‑led, agronomy‑driven approach that combines soil analysis, advisory services, and product solutions, capable of sustainably increasing customer loyalty and lifetime value. The role combines strategic vision with disciplined execution: setting clear commercial priorities, allocating resources to the most valuable opportunities, and ensuring disciplined delivery in the field.

The position covers commercial performance, market and solution development, business development, and key customer relationships, with a strong emphasis on prioritisation, clarity, and impact.

• Own, design and execute the UK Sales & Marketing strategy, including building and implementing a high‑performing sales model
• Drive the translation of the sales model into day‑to‑day field activity, ensuring full alignment and execution across the sales team
• Analyse market dynamics (farmers, segments, competition, regulation, agronomic context) to design a high‑performing UK commercial model, ensuring our customers are at heart of what we do
• Position us as a trusted agronomic partner, not a product supplier
• Translate insights into clear, actionable plans (segments, channels, priorities)
• Build a structured go‑to‑market approach with strong accountability

• Act as a key opinion leader and industry ambassador
• Develop strong relationships with distribution, processors and key industry stakeholders
• Build strategic partnerships with distribution to create access to farms with purpose (beyond cold calling)
• Identify and develop new business opportunities and margin streams
• Lead market expansion initiatives (new segments, regions, team setup)
• Lead, manage and develop the Product Management team
• Translate complex agronomy into simple, actionable solutions for farmers
• Build strong, clear and ROI‑driven product arguments for the field
• Ensure Product Managers are present in the field to support sales effectiveness, ensuring a boots‑on‑the‑ground approach
• Drive the development and launch of future products and services aligned with the UK strategy
• Act as a key interface with the Group (R&D, Marketing, Innovation pipelines)
• Build a differentiated, science‑based value proposition aligned with future regulatory changes

• Lead, structure and challenge the UK sales force
• Define clear prioritisation frameworks (segments, customers, campaigns, product mix) #Increase our field effectiveness, focusing on high‑value opportunities
• Instil a culture of proximity, intensity and discipline in the field
• Drive capability uplift (technical, sales skills, execution, follow‑up)
• Ensure strong pipeline management and predictable performance
• Increase customer loyalty and retention through high‑quality advisory and consistency
• Build strong relationships with key accounts (including distribution)
• Personally engage in the field to set standards and accelerate performance

• Own and drive the UK commercial P&L (margin, cost control)
• Ensure all upstream commercial decisions translate into profitable growth
• Deliver ambitious growth and profitability targets
• Implement strong performance management routines (KPIs, forecasting, discipline)
• Ensure consistency between strategy, execution and financial results

• Act as a key pillar of the UK…