National Sales Manager (Channel)

Location: sydney
Salary: $180000 - $220000 per annum
Job Type: permanent
Contact: Phillip Ferreira
About the Organisation:
Our client is a leading Australian manufacturer of premium, lithium-powered sleeper cab climate control systems for the heavy vehicle industry. Purpose-engineered to withstand harsh outback operating conditions, the organisation's electric "bunk cooler" technology enables truck drivers to maintain climate control overnight without idling the main engine, delivering improved driver welfare outcomes, reduced fuel consumption and lower emissions for fleet operators.
The organisation is backed by a private equity firm pursuing a strategy of scale across a portfolio of complementary businesses within the trucking sector. It holds a well-established and respected position within its category, underpinned by a clear mandate for continued growth.

Role Overview:
This is a newly established, strategically significant role suited to a commercially astute channel and B2B sales leader seeking genuine ownership of a national go-to-market strategy, rather than a purely execution-focused mandate.
The organisation's product is distributed almost exclusively through indirect channels, namely dealers, agents, OEMs and national fleet operators who specify and sell the unit as part of the truck build process. Direct selling does not represent the primary route to market; rather, success in this role is contingent on the ability to influence those responsible for vehicle specification, and to activate and develop the capability of dealer and agent sales personnel.
The most significant single objective of this role is securing the inclusion of the organisation's product within the standard build specifications of national fleet operators. Achieving this with even a small number of major fleet accounts is expected to drive broader specification uptake across the dealer network as a matter of course.

Key Responsibilities:
Reporting to the General Manager, the successful candidate will hold full accountability for sales strategy and execution, with particular emphasis on indirect channels. Core responsibilities include:
  • Development and execution of channel strategy, market segmentation, pricing, incentive structures, targets and the annual sales plan
  • Direct origination and management of relationships with national fleet operators, OEMs and key dealer partners
  • Leadership and development of a small team, initially comprising one direct sales resource together with administrative and lead-management support; the existing team is not currently structured for new-business origination, and this responsibility will therefore sit directly with the role
  • Design and implementation of a channel incentive program, developed in accordance with compliance requirements and the specific policies of individual dealer groups, several of which restrict incentive eligibility to their own sales personnel
  • Oversight and improvement of CRM discipline, including data capture standards, user capability and reporting
  • Representation of the organisation at major industry trade shows, including national events and regional exhibitions, at times in partnership with channel stakeholders
  • Development of the secondary market opportunity within the food-truck and adjacent sectors
The role is expected to be weighted predominantly towards direct selling and channel/account management, with the remaining capacity directed towards team leadership and the coordination of marketing and support resources.

Experience Needed:
  • Demonstrated track record of driving revenue growth through dealer and channel networks
  • Clear evidence of having directly influenced the sales behaviour of independent representatives, rather than simply overseeing an existing channel function
  • Personal origination of new business, rather than accountability for outcomes delivered by others
  • Comfortable operating with limited corporate infrastructure, while maintaining strong personal discipline and process orientation
  • Prior experience within trucking, automotive, industrial equipment or a comparable channel/dealer-driven B2B environment highly regarded
  • Demonstrated ability to build substantive influence with those responsible for determining vehicle build specifications

How to apply:
Click the APPLY button or contact Phillip Ferreira on phillipf@sde.com.au or through LinkedIn

Six Degrees Executive acknowledges the Traditional Custodians of the lands on which we work and live. We are also committed to equal opportunity and strive to promote diversity, inclusion, belonging, flexibility, and accessibility in all that we do.

Should you require assistance in your interactions with us or through a recruitment process, please let us know so we can provide adjustments for you.
Apply now