Head of eProcurement

AUS MAP Motion Asia Pacific Pty Ltd; Sydney; Hybrid; AUD 180,000 - 250,000; Full time

Job summary

AUS MAP Motion Asia Pacific Pty Ltd seeks a commercially driven Head of eProcurement to own the growth and commercial result of Motion Asia Pacific's eProcurement channel across APAC. This role oversees PunchOut, EDI and hosted-catalogue integrations with enterprise customers, reporting to the GM - Digital & eCommerce.

It is a channel-focused, high-impact leadership position operating in a hybrid model. You will carry the sales quota, manage pricing and catalogue commercials, and collaborate

Qualifications

• 7+ years in B2B sales, channel management, or commercial leadership with quota responsibility.
• Direct experience selling or growing eProcurement or B2B digital commerce integrations with enterprise customers.
• Familiarity with procurement platforms such as SAP Ariba, Coupa or SAP Business Network and integration partners.
• Proven ability to build long-term relationships with enterprise customers and engage senior stakeholders.
• Ability to translate technical concepts into clear commercial value for customers and internal teams.

Responsibilities

• Carry and deliver the eProcurement channel sales quota and own the commercial result.
• Grow spend, adoption and share of wallet across connected enterprise accounts.
• Own the eProcurement pipeline from contracts to live, transacting accounts.
• Forecast and report channel performance against quota across pipeline, revenue and margin.
• Maintain commercial relationships with enterprise accounts to protect retention and grow share of wallet.
• Act as the single point of contact for connected customers from onboarding to go-live.
• Drive adoption, satisfaction and retention across connected accounts and report CX metrics.
• Provide commercial oversight of connection delivery and escalation of blockers.
• Standardize onboarding using governance documentation and automate back-office tasks.
• Collaborate with sales and contracts on tenders and strategic accounts.

Skills

B2B sales

Channel management

Strategic account management

Commercial leadership

eProcurement

B2B digital commerce

Education

Bachelor's degree in business or similar

Tools

SAP Ariba

Coupa

SAP Business Network

TradeCentric

GHX

VANs

Power BI

Job description

Own the sales quota and commercial result for Motion's APAC eProcurement channel: PunchOut and EDI integrations with enterprise customers. Join Motion Digital, B2B eCommerce Association APAC award winners in 2025 and 2026 Own the sales quota for Motion's largest digital sales channel across APAC Hybrid working (WFH 3 days, 2 in office), based at any Motion office location in Australia

About the role

We are looking for a commercially driven Head of eProcurement to own the growth and commercial result of Motion Asia Pacific's eProcurement channel: the PunchOut, EDI and hosted-catalogue integrations that connect our largest enterprise customers' procurement systems directly to Motion. This is a commercial channel role. You will carry the channel's sales quota and own its commercial levers. It is not an internal procurement, category management or integration project management role. Product owns the punch-out experience and technical delivery, and a business analyst collects per-customer requirements. Reporting to the GM - Digital & eCommerce, you will work across contracts, sales, product, operations and the branch network, and directly with customers' procurement and digital-commerce teams and our integration partners. The role has no direct reports. eProcurement is the commercial engine of Motion's digital channel and sits at the centre of our five-year strategy to become the most digitally connected industrial distribution business in APAC.

Why join us

Own the sales quota for Motion's largest digital sales channel across APAC, with the commercial levers to grow it. Motion Digital is an award-winning team, recognised at the B2B eCommerce Association APAC Industry Awards in both 2025 and 2026. Build the connected-customer book with national enterprise accounts across mining, manufacturing, food and infrastructure. A funded, multi-year digital transformation with backing at group level. Work across a modern commerce stack (commercetools, Algolia and Contentful on MACH architecture) alongside SAP Ariba, Coupa and TradeCentric on the procurement side. Direct senior stakeholder access, presenting channel performance and growth plans to executive forums.

Key responsibilities

• Carry and deliver the eProcurement channel sales quota and own the channel's commercial result: pricing and catalogue commercials, account-level margin, and the channel's revenue and growth targets.
• Grow spend, adoption and share of wallet across connected enterprise accounts.
• Own the eProcurement pipeline with contracts, product and business analysis: prioritise connections against agreed capacity and convert pipeline into live, transacting accounts.
• Forecast and report channel performance against quota across pipeline, revenue, margin, adoption, retention and live-account performance, and act on the commercial levers to close any gap.
• Own the commercial relationship with connected enterprise accounts, protecting retention and growing share of wallet.
• Act as the single point of contact for connected customers from onboarding through to go-live, and own the end-to-end customer journey after launch.
• Drive adoption, satisfaction and retention across connected accounts, and report customer experience and voice-of-customer metrics.
• Provide commercial oversight of connection delivery: product and the business analyst own the build, you own the commercial outcome.
• Escalate material blockers and communicate delivery risk.
• Standardise onboarding using the channel's governance documentation, leaning on automation for repetitive back-office work.
• Partner with sales and contracts on tenders, contract renewals and strategic accounts where eProcurement strengthens the customer proposition.
• Keep customer catalogues, pricing and procurement data accurate and maintained.

What we are looking for

You are a commercially astute, influential operator who has grown a B2B channel or a book of enterprise accounts, and who is comfortable carrying a number in a complex stakeholder environment.

Required

• 7+ years in B2B sales, channel management, strategic account management or commercial leadership, with demonstrated accountability for a quota, revenue or margin target.
• Direct experience selling, launching or growing eProcurement or B2B digital commerce integrations (PunchOut, EDI, cXML or hosted catalogues) with enterprise customers.
• Working knowledge of customer procurement platforms such as SAP Ariba, Coupa or SAP Business Network, and of integration partners such as TradeCentric, GHX or VANs.
• Proven experience building long-term relationships with enterprise and contract customers and engaging senior stakeholders on both sides.
• Ability to translate technical integration concepts into clear commercial value for customers and internal teams.
• Confidence using pipeline data, reporting and customer insight to prioritise activity and improve performance.

Desirable

• B2B distribution, wholesale, industrial or contract supply experience.
• Familiarity with ERP, CRM, catalogue and pricing systems, and reporting tools such as Power BI.
• Experience developing channel-growth, customer-adoption or sales-enablement programs at scale.
• Bachelor's degree in business or similar.

About Motion

Provide high quality Industrial & Engineering Products including, bearings, power transmission, fluid power fittings, seals, power tools and consumables to engineering, mining, transport, defence, manufacturers, civil infrastructure, and the trades, serviced by our 85 plus strategically located Branches around Australia. Learn more at: https://www.motion.com.au/about-us With 1300 staff members in Australia, we focus on continuous improvement and sustainable growth as our two main objectives. This is driven by our long-term investment in people, systems, process, and new growth opportunities for our people. We are a Company who values relationships, therefore we need this role to always work to foster and maintain trusted relationships across all levels of our business and seek to support and add value to our store network, managers, and leaders. We focus on continuous improvement and sustainable growth as our two main objectives. This is driven by our long-term investment in people, systems, process, and new growth opportunities for our people.

Equal Opportunity Employer

MOTION is an equal opportunity employer. You must be either an Australian Citizen or a holder of an Australian Permanent Residency Visa to be eligible to apply for this position.