Prepared for Strategy & Executive ReviewGarro Civil & Mining Services (GCMS)
1. Company Overview
We are a fast-growing labour hire business operating across the civil, infrastructure, and construction sectors, supplying skilled and semi-skilled workers to Tier 1, Tier 2, private contractors, and government projects.
GCMS currently employs 8 active workers and is entering a rapid scale phase with a clear commercial objective:
Scale to 60 active deployed workers by end of February.
This role exists to own revenue growth, activate dormant and new client relationships, and build a repeatable sales engine across civil and infrastructure projects.
This is not a passive account-management role. This is a hunter–builder–scaler position.
2. Role Summary
The Senior Sales Manager is responsible for:
* Driving new client acquisition
* Activating an existing industry network
* Converting live projects into immediate labour deployment
* Scaling revenue to support 60 active field staff within weeks
* Building long-term client relationships across government and private sectors
* Each Senior Sales Manager will operate as a mini-business unit, accountable for revenue, utilisation, and margin.
3. Commercial Structure
* Base Salary (Retainer)
o $50,000 – $60,000 per annum (experience dependent)
* Commission Structure
o Commission activates once personal billings reach three (3) times base salary
o High-performance, uncapped upside beyond threshold
o Commission tied directly to deployed headcount, retained contracts, and margin discipline
* This structure ensures alignment: the business wins first, then everyone wins bigger.
4. Core Objectives (Non‐Negotiable)
* Primary Objective
o Scale workforce from 8 → 60 active workers by end of February
* Secondary Objectives
o Secure preferred supplier status where possible
o Build a pipeline supporting 90-day forward demand
o Strengthen brand credibility with Tier 1 and Tier 2 contractors
5. Key Responsibilities
5.1 Client Acquisition & Network Activation
* The Sales Manager is expected to bring existing relationships into the business immediately, including:
* Procurement officers
* Government project stakeholders
* Responsibilities include:
* Re-activating dormant contacts
* Converting informal relationships into formal supply agreements
* Positioning GCMS as a fast, reliable labour partner
* Opening doors to live and upcoming projects
5.2 Market Coverage
* The Sales Manager will actively pursue opportunities across:
* Roads and highways
* Commercial civil works
* Private developments with civil scope
* Private versus government procurement models
* Panel and prequalification requirements
* Labour demand cycles and ramp-up timing
* This role requires direct deal ownership. The Sales Manager will:
* Identify labour gaps on live projects
* Propose labour solutions quickly and decisively
* Price correctly for margin and competitiveness
* Close agreements without delay
* Prioritise volume placements over single-worker engagements
* Speed matters. Credibility matters. Execution matters.
5.4 Internal Coordination
* The Sales Manager will work closely with Operations, Recruitment/HR, and Payroll/Compliance to:
* Forecast labour demand accurately
* Align recruitment with signed and forecast work
* Ensure correct tickets, inductions, and site readiness
* Prevent over-promising and under-delivering
* This is a commercial leadership role, not just a sales position.
* Each Sales Manager will be accountable for a defined portion of the growth target:
* Sales Manager A: 25–30 deployed workers
* Sales Manager B: 25–30 deployed workers
* Key scaling actions include:
* Targeting projects that absorb multiple workers
* Avoiding one-off placements unless strategically justified
* Locking in repeat weekly demand
6. Required Experience & Background
* Mandatory Requirements
* Minimum 5 years experience in the construction industry
* Direct exposure to civil projects, infrastructure works, and labour hire or subcontracting environments
* Strong understanding of private contractor operations and government infrastructure projects
* Practical knowledge of project timelines and labour ramp-ups
* Proven sales performance in construction or labour hire
* Existing client relationships that can be activated immediately
* Ability to engage confidently with site managers, project managers, and commercial managers
* Strong commercial intelligence across rates, margins, and risk
* Negotiation capability without damaging long-term relationships
7. Ideal Candidate Profile
* Has walked construction sites and understands real project delivery
* Knows where labour shortages emerge under project pressure
* Reads between the lines of contractor urgency
* Is respected by contractors, not merely tolerated
* Motivated by upside and growth rather than comfort
* The ideal candidate is commercially aggressive, but operationally realistic.
* Short-Term (First 30–60 Days)
o Number of active client conversations
o Signed labour supply agreements
o Speed from conversation to placement
* Medium-Term
* Revenue generated
* Long-Term
* Contribution to sustained workforce scale
* Pipeline stability
* Strategic client relationships
9. Authority & Autonomy
* Authority to negotiate rates within agreed parameters
* Direct access to decision-makers
* Support from recruitment and operations
* A seat at the table during scale and growth decisions
* This role is not micromanaged — results are expected.
10. Why This Role Is Different
* Clear and aggressive growth target
* High trust environment
* High upside potential
* Direct impact on company trajectory
11. End Goal
* Scale GCMS to 60 active workers by end of February
* Establish the Sales Managers as core revenue leaders
* Position high performers for increased commission, influence, and future leadership roles
12. Final Thought (Consultant's View)
This structure is commercially sound and aligned with rapid scale, provided the right hires are made:
* Network first. Credibility second. Sales skill third.
* Next strategic steps may include commission stress-testing, a 30-day execution playbook, and interview frameworks designed to expose underperformers early.
About Garro Constructions
home_pin Perth, WA, Australia
This company does not have any further information provided at this time. We encourage you to research the company by searching for them to learn more about the company or role in question before applying.
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