Job Summary
We are seeking a highly driven and strategic
DIY Channel Sales Manager
to lead and grow our Australian DIY retail channel. This role is responsible for developing, executing, and optimizing channel strategies to increase market share, revenue, and profitability within the DIY/home improvement sector. The ideal candidate has deep experience managing relationships with national retail chains, understands the DIY customer journey, and has a track record of delivering consistent sales growth through strategic partnerships.
Key Responsibilities
* Channel Strategy & Execution
* Develop and implement the overall channel sales strategy for the DIY segment in Australia.
* Identify key retail partners and build tailored go-to-market plans.
* Account Management
* Manage and grow relationships with key accounts (e.g., JB-hifi, Harvey-Norman, The good guys).
* Negotiate pricing, contracts, promotional funding, and annual joint business plans.
* Sales Performance & Forecasting
* Deliver against sales targets and KPIs.
* Lead forecasting, sales planning, and demand generation in collaboration with APAC teams.
* Cross-Functional Leadership
* Work closely with marketing, local channel sales team, and customer service to ensure retail programs are aligned and executed effectively.
* Collaborate with operations to ensure product availability, inventory control, and timely fulfillment.
Experience & Qualifications:
* Minimum 8-10 years
of sales experience, with at least
5 years in a leadership role
managing national retail accounts in the
DIY, home improvement, or consumer electronics sectors
.
* Proven track record
of driving revenue growth and market share within
major Australian retail chains
(e.g., Bunnings, Mitre 10, JB Hi-Fi, Harvey Norman, The Good Guys).
* Strong
negotiation and contract management skills
, with experience in pricing strategies, trade marketing, and promotional planning.
* Deep understanding of
retail merchandising, POS execution, and supply chain dynamics
in the DIY/consumer goods industry.
* Experience working with
APAC/regional teams
and managing cross-functional collaboration (marketing, operations, finance).
* Bachelor's degree in Business, Marketing, or related field
(MBA preferred but not mandatory).