We are seeking an experienced C&I State Sales Manager to lead, grow and outperform our Commercial & Industrial business across the state. This is a hands‑on leadership role suited to a proven sales leader who thrives on building pipelines, winning large accounts, and developing high‑performing sales teams.
Reporting to the National Manager – C&I, you will be responsible for achieving and exceeding state sales targets by driving disciplined sales execution, coaching and mentoring Territory Managers, and personally securing major commercial, industrial and OEM opportunities. You will also play a key role in qualifying national and international opportunities for Head Office and supporting Business Development initiatives in key target sectors such as HD FDL, Civil Construction and Power Generation.
This role suits a hunter—someone who leads from the front, brings structure and energy to sales activity, and inspires performance through action.
Key Responsibilities Sales Performance & Strategy:
* Achieve or exceed state C&I sales targets through active management of sales performance, forecasts and budgets
* Analyse territory data including KPIs, planners, call patterns and market share to drive continuous improvement
* Ensure profitable sales execution across all programs, promotions and pricing structures
* Prepare and submit pricing variance requests (PVRs) and monthly state sales reports
* Monitor competitor activity, product positioning and pricing strategies and recommend actions
Business Development & Growth:
* Develop and execute strategic plans to acquire new business across the state
* Personally lead major deal pursuits and secure large parcels of state-based business
* Build and maintain strong relationships with key customers and decision-makers, calling on major accounts at least monthly
* Drive customer acquisition, increased wallet share and expansion of existing accounts
* Support Head Office Business Development Managers on key national, international and OEM opportunities
Sales Leadership & Coaching:
* Lead, mentor and coach the C&I sales team through regular in-field engagement
* Set clear performance and development goals for Territory Managers and composite sales roles
* Actively manage pipelines, prospecting activity and opportunity progression across the team
* Foster a collaborative, accountable, high-performance sales culture
Capability Development & Market Engagement:
* Assist in developing and promoting new selling techniques and sales initiatives
* Plan and execute regular promotions and seasonal sales campaigns
* Support and deliver customer, reseller and technical training seminars
* Coordinate technical training and presentations for key accounts and new business opportunities
* Review and manage state-based tender activity and submissions
Operational & Stakeholder Collaboration:
* Work closely with internal stakeholders across Sales, Customer Service, Warehousing and Supply Chain
* Coordinate with Automotive State Management on joint sales resources
* Ensure customer service, administration and supply issues are identified and resolved efficiently
* Convene and lead regular sales team meetings
* Comply with all OHS, environmental and hygiene policies
* Actively promote company values and safety culture
* Report incidents, hazards and near misses
* Participate in training and consultation on EH&S matters
Experience & Qualifications:
* Tertiary qualification in Sales, Marketing or Business (preferred)
* Minimum 3 years' experience in a sales team management role, ideally within an industrial or manufacturing environment
* Minimum 5 years' experience in a relevant sales role
* Experience within lubrication, FMCG or heavy industrial sectors highly regarded
Skills & Attributes:
* Proven record of delivering strong sales results and leading high-performing teams
* Strategic yet hands-on—comfortable coaching in-field and closing deals personally
* Strong pipeline management and prospecting discipline
* Excellent organisation and time management skills
* Commercially astute with strong financial and business acumen
* Confident communicator with the ability to influence, motivate and inspire
* Proficient in Microsoft Office (Excel, Word, PowerPoint) and CRM systems
* Embodies the qualities of an ideal team player: hungry, humble and smart
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