Title:
Key Account Manager (KAM) – Retail & Commerical
Location:
Melbourne, Victoria
Reporting To:
Head of Sales
Company Overview:
Midea Electronics Australia Co Pty Ltd is the Australian subsidiary of Midea Group — a global leader in home appliances, air treatment and smart living solutions. Operating in more than 200 countries, Midea delivers innovative, energy-efficient products and technologies that enhance comfort, sustainability and everyday living.
Established recently in Australia with a strategic base in Melbourne, Midea is actively expanding its footprint across both residential and commercial appliance segments. Supported by a highly experienced local leadership team and backed by strong global R&D capability, the organisation is focused on building brand presence, strengthening channel partnerships, and growing sustainable market share across Australia.
Midea's brand proposition is anchored in innovation, product quality and consumer-centric solutions, with a clear emphasis on long-term partnerships and consistent commercial execution.
Role Purpose:
The Key Account Manager – Australia will play a pivotal role in driving Midea's commercial growth across the Australian market. This role is responsible for developing and executing sales strategies across both retail and commercial channels, strengthening key customer relationships, and expanding market share within the home appliances category.
The role requires an experienced, commercially astute sales leader who can operate effectively in a competitive and evolving market, align closely with cross-functional teams, and deliver sustainable revenue and margin outcomes.
Key Responsibilities
Sales Strategy & Execution
* Develop and execute national sales strategies to achieve revenue and growth targets across home appliances in both retail and commercial channels.
* Identify and prioritise high-impact growth opportunities, including new business development, channel expansion and market penetration initiatives.
* Translate broader business and brand strategies into actionable sales plans.
Revenue Performance & Forecasting
* Drive achievement of quarterly and annual sales targets across assigned categories and territories.
* Provide accurate sales forecasts and contribute to PSI (Production, Sales and Inventory) planning and management.
* Monitor sales performance metrics, pipeline health, forecasting accuracy and margin outcomes.
* Ensure pricing, promotion and product mix decisions support sustainable profitability.
Channel & Customer Management
* Build, maintain and strengthen relationships with key clients, including national and regional retailers, distributors and commercial partners.
* Lead commercial negotiations, including pricing, contracts and promotional agreements, to deliver mutually beneficial outcomes.
* Expand Midea's market presence by onboarding new partners aligned with strategic priorities.
* Work closely with the field sales team to ensure high levels of partner support and satisfaction.
Cross-Functional Collaboration
* Collaborate with marketing and product teams to align sales initiatives with brand positioning, product strategy and go-to-market plans.
* Support the successful execution of product launches, seasonal programs and promotional campaigns.
* Provide customer and market insights to inform product planning, demand forecasting and inventory management.
Market Intelligence & Insights
* Monitor market trends, competitor activity and customer feedback to inform sales strategies and product positioning.
* Provide timely, data-driven insights and recommendations to senior leadership to support decision-making.
Sales Leadership & Key Account Capability
* Support sales team members and channel partners to build capability, commercial discipline and customer engagement effectiveness.
* Foster a performance-driven culture with clear expectations, accountability and continuous improvement.
Experience & Competency Requirements
Essential
* Minimum 5–7+ years' proven sales experience, within the home appliances, consumer electronics, HVAC or related industries.
* Strong commercial acumen with demonstrated success in managing multi-channel sales environments.
* Established ability to drive revenue growth, negotiate commercial terms and deliver against sales and margin targets.
* Strong analytical capability, with the ability to interpret market data and develop actionable sales strategies.
* Excellent negotiation, communication and presentation skills.
* Ability to influence and build credibility with senior internal and external stakeholders.
* Self-motivated, proactive and results-driven, with the ability to work independently in a growing organisation.
Desirable
* Existing network and strong relationships with key retailers, distributors and commercial stakeholders in the Australian market.
* Understanding of product lifecycle management and market dynamics within appliances or HVAC categories.
* Familiarity with digital sales channels and e-commerce strategies.
Behavioural Attributes
The successful candidate will demonstrate:
* Commercial Leadership: Strong ownership mindset with a focus on outcomes and accountability.
* Customer Focus: Commitment to long-term partnerships and delivering value to customers.
* Strategic Thinking: Ability to connect market insight with practical execution.
* Collaboration: Works effectively across functions and contributes positively to team culture.
* Adaptability: Comfortable operating in a fast-growing, evolving business environment.
Performance Measures
* Achievement of agreed quarterly and annual sales targets.
* Growth in market share and expansion of key account penetration.
* Contribution to margin and profitability objectives.
* Accuracy and quality of sales forecasting and PSI inputs.
* Effectiveness of channel engagement and partner satisfaction.
* Partner capability development.
Working Conditions
* Office-based role in Melbourne, with regular domestic travel as required.
* Participation in industry events, trade shows and customer meetings.
* Flexibility to work extended hours during peak sales periods or critical initiatives.