Founded in 1943, XCMG is a multinational corporation with the most comprehensive range of competitive, influential products in the construction machinery industry. Our mission is to Empower Solid Future by providing complete sets of engineering equipment and solutions for global customers. It is the enterprise with the most complete categories and complete sets in the world's construction machinery industry. As of now, XCMG has retained its No.1 position in China's construction machinery industry for 35 consecutive years and is ranked NO.3 in the global construction machinery industry. Today, we sell products in over 190 countries and regions worldwide. We drive enterprises to smart, sustainable, and efficient solutions through technological innovation and excellent management solutions.
Job Overview:
Construction & Heavy Machinery Division is responsible for developing, managing, and growing strategic national customer accounts across the construction sector. This role focuses on strengthening long-term partnerships with key customers, driving revenue growth, improving market penetration, and ensuring the successful delivery of heavy machinery solutions aligned with customer needs.
The role requires a strong understanding of construction equipment, fleet procurement processes, and major project
environments, combined with excellent commercial acumen and relationship management skills. The National Key Account Manager will work closely with sales, product, after-sales, dealer, and operational teams to deliver consistent, high-quality outcomes for national and strategic customers.
Duties and Responsibilities:
* Develop and execute national key account strategies to achieve sales growth, margin targets, and long-term customer retention.
* Manage and grow relationships with major national construction companies, contractors, hire businesses, and strategic fleet customers.
* Act as the primary point of contact for assigned national accounts, ensuring consistent and professional customer experience.
* Identify new business opportunities within existing accounts, including fleet expansion, replacement cycles, and multi-site agreements.
* Lead contract negotiations, pricing structures, and commercial agreements in line with company objectives and governance requirements.
* Work closely with dealer partners to ensure alignment on account strategies and execution.
* Collaborate with product management and technical teams to ensure equipment solutions meet customer application and project requirements.
* Support customers with equipment demonstrations, trials, and project-specific solutions where required.
* Coordinate after-sales, service, warranty, and parts support to ensure customer satisfaction and long-term loyalty.
* Monitor customer performance, forecast demand, and provide accurate sales reporting and pipeline management.
* Represent the company at industry events, customer meetings, and strategic forums.
* Maintain a strong understanding of market trends, competitor activity, and major project pipelines within the construction sector.
Skills and Experience
* Proven experience in a Key Account Manager or National Sales role within the construction, heavy machinery, or capital equipment industry.
* Minimum of 8+ years of Key Account Manager or National Sales experience within the construction, heavy machinery, or capital equipment industry.
* Strong knowledge of construction equipment, fleet sales, and major project procurement processes.
* Demonstrated ability to manage complex, multi-site customer relationships and long sales cycles.
* Excellent negotiation, communication, and stakeholder management skills.
* Strong commercial acumen with experience in pricing, contracts, and margin management.
* Ability to work collaboratively across sales, product, service, and dealer networks.
* High level of self-motivation, professionalism, and accountability.
* Willingness to travel nationally is required.
Key Attributes
* Strategic and customer-focused mindset
* Results-driven with strong attention to detail
* Confident communicator at executive and operational levels
* Strong problem-solving and decision-making capability
* Resilient and adaptable in a fast-moving commercial environment
Certificates required:
* Valid Australian driver's license
* Valid work visa accepted for employment in Australia