Role Summary
The Sales Manager will play a critical role in driving revenue growth and fostering strong customer relationships within the Australian filtration market. Reporting to the National Sales Manager, the incumbent will manage activities across key market segments, including distributors, wholesalers, fleet owners, OEMs, OES, and customers in Off-Highway & Industrial (OHI), Trucks/Heavy-Duty (HD), Private Label, and Passenger Cars (PC) segments. This role involves developing strategic accounts, identifying new business opportunities, and delivering high-quality, innovative solutions tailored to customer needs. By leveraging market insights and collaboration with internal teams, the Sales Manager will contribute to the company's growth objectives and competitive positioning.
Main Tasks
* Customer Relationship Management:
o Develop and maintain long-term relationships with key customers and stakeholders.
o Conduct regular customer visits to provide consultative sales support and identify business opportunities.
o Support customers in the development of growth strategies, marketing programs, and portfolio management to enhance their competitiveness.
o Handle customer inquiries, complaints, and product returns in a professional and timely manner.
* Product Knowledge and Research:
o Develop in-depth product knowledge to provide technical support and answer customer questions.
o Stay updated on industry trends, competitor activities, and market developments to ensure informed decision-making.
o Collaborate with internal teams to share insights and enhance customer education.
* Sales and Business Development:
o Identify and secure new business opportunities through prospecting, cold calling, and industry networking.
o Negotiate pricing and terms, ensuring alignment with company policies and market conditions.
o Drive revenue growth by strategically managing key accounts and participating in industry fairs and events.
* Market Analysis and Reporting:
o Monitor sales performance metrics such as turnover, forecasting, and overdues.
o Analyze market trends and competitor activities to ensure MANN+HUMMEL's competitive positioning.
o Provide accurate sales forecasts and collaborate with the logistics team to align supply with demand.
o Submit regular reports on customer visits, sales activities, and market trends, leveraging data visualization tools to present actionable insights.
o Gather and evaluate competitor information, including pricing, product offerings, and market share, to identify opportunities and risks.
* Collaboration and Coordination:
o Work closely with internal teams, including Marketing, Product Management, Logistics, and Business Development, to meet customer / market expectations.
o Act as the primary liaison between customers and MANN+HUMMEL departments to ensure seamless communication and service delivery.
o Oversee sales support activities, including order processing, invoicing, credit collections, and customer service.
* Compliance and Safety:
o Ensure all activities comply with company policies, legal requirements, and professional standards.
o Promote and adhere to workplace health and safety (WHS) policies and procedures during all customer and on-site interactions.
Additional Information
* The role involves regular travel to customer sites and industry events across Australia.
* The Sales Manager is expected to actively contribute to the company's strategic goals and promote a positive, professional work environment.
Job Requirements (Qualifications, Skills, Experience, Competencies)
* Bachelor's degree in Business Administration, Engineering, or a related field is preferred but not mandatory.
* 5+ years of experience in sales; experience in the industrial filtration or distribution sectors is highly desirable.
* A proactive and entrepreneurial "hunter" mindset with a strong focus on identifying and securing new business opportunities.
* Demonstrated ability to influence and manage diverse stakeholders, including distributors and OEMs, within a competitive and geographically expansive market.
* Strong business acumen, customer orientation, and ability to work effectively under pressure.
* Excellent communication, negotiation, and conflict management skills.
* Proficiency in MS Office, SAP Sales tools, and CRM systems such as Salesforce; experience with data visualization tools (e.g., Power BI, Tableau) is an advantage.
* Ability to analyze market trends, competitor information, and customer data to present actionable insights.
* Proven success in balancing strategic account development with operational execution.
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