National Sales Manager

My People Group; Melbourne; On-site; AUD 220,000 - 240,000; Full time

Job summary

My People Group in Bayswater, Melbourne, is seeking a proven National Sales Manager to lead the national sales team, drive discipline, and grow revenue in complex, long-cycle B2B sales. The role focuses on opportunities with government departments, major corporates, and sophisticated procurement environments; you will establish priorities, manage pipeline, and coach field sales.

This hands-on leadership role requires credibility, governance and execution to move major opportunities from first

Qualifications

• Led national or multi-location B2B sales teams.
• Sold equipment, technical products or complex solutions.
• Managed long, consultative sales cycles.
• Sold successfully into government, corporate or major institutional customers.
• Managed complex opportunities with multiple stakeholders.
• Built and maintained a substantial qualified pipeline.
• Improved CRM, forecasting and sales discipline.
• Developed strategic customer relationships.
• Coached salespeople in the field.
• Delivered sustained revenue and margin growth.

Responsibilities

• Lead and develop a national sales team.
• Drive pipeline discipline and CRM discipline.
• Coach field sales in real-world situations.
• Engage with government departments and major corporates.
• Develop and execute national sales strategy.

Skills

National sales leadership

B2B sales

CRM discipline

Forecasting

Relationship building

Tools

CRM software

Forecasting tools

Job description

LEAD THE TEAM. BUILD THE PIPELINE. WIN THE BIG DEALS.

Bayswater, Melbourne | $220,000–$240,000 Package | Australian Family Business

Our client is an established and successful Australian family-owned business providing specialist involving commercial Automotive fit outs to government, corporate and major institutional customers nationally.

This is complex, consultative B2B sales.

Opportunities can take 12–24 months to develop, involve multiple stakeholders and require a sales team capable of building relationships, understanding complex customer requirements and maintaining momentum from initial opportunity through to proposal, negotiation and close.

The business has strong foundations and ambitious growth plans.

They are now looking for a proven National Sales Manager to lead the national sales team and bring greater discipline, visibility and accountability to the entire sales engine.

We are looking for someone who has led this type of sales environment before.

PEOPLE. PIPELINE. ACCOUNTABILITY. GROWTH.

At the heart of this role is sales leadership and discipline.

You will lead and develop a small sales team, creating absolute clarity around priorities, opportunities, activity and outcomes.

You will establish a strong sales rhythm where the team knows:

• Which customers and opportunities matter most
• Where every major opportunity sits in the sales cycle
• What needs to happen next to move it forward
• Who the key decision-makers and influencers are
• What each salesperson has committed to delivering
• What future revenue is realistically sitting in the pipeline

With long sales cycles, pipeline visibility is critical.

A deal that closes in 12 or 18 months needs to be identified, developed and progressed today.

You will bring the discipline required to ensure major opportunities don’t simply sit in the CRM — they move.

YOU WON’T LEAD THIS TEAM FROM BEHIND A DESK.

This is a hands-on sales leadership role.

You will spend meaningful time in the field with your team — meeting customers, understanding opportunities, observing sales conversations and coaching your people in real situations.

You will also become involved in major opportunities and strategic relationships, particularly where customers include government departments, major corporates and sophisticated procurement environments.

You understand that solution sales are rarely won in one conversation.

They are won through credibility, technical understanding, stakeholder management, persistence and disciplined follow-through.

BUILD A DISCIPLINED SALES ENGINE.

You will bring structure and rigour across:

• National sales strategy and execution
• Revenue and gross margin performance
• Major project and equipment opportunities
• Government and corporate opportunities
• Tender and proposal activity
• CRM discipline and data integrity
• Forecasting and future revenue visibility
• Coaching and development of the sales team
• Weekly and monthly sales rhythms
• Clear actions and accountability
• Consistent sales processes and methodology

The objective isn't more reporting.

It is better information, better decisions and better execution.

GROW THE CUSTOMERS WE HAVE. WIN THE CUSTOMERS WE WANT.

There is significant opportunity within the existing customer base.

You will ensure the team understands each strategic customer, their future requirements and the full breadth of solutions the business can provide.

At the same time, you will build a disciplined approach to identifying and developing the major opportunities that will drive future growth.

This requires a leader who can balance today's revenue with the opportunities that may not convert for another 12, 18 or 24 months.

MOST IMPORTANTLY — SHOW US THE EVIDENCE.

We're interested in what you've actually done.

You should be able to demonstrate where you have previously:

• Led and developed a successful national or multi-location B2B sales team
• Sold equipment, technical products, projects or complex solutions
• Managed long, consultative sales cycles
• Sold successfully into government, corporate or major institutional customers
• Managed complex opportunities involving multiple stakeholders
• Built and maintained a substantial qualified pipeline
• Improved CRM, forecasting and sales discipline
• Developed strategic customer relationships
• Coached salespeople in the field
• Delivered sustained revenue and margin growth

You will be commercially strong, comfortable with complexity and capable of moving between strategy, people leadership and major customer opportunities.

THE OPPORTUNITY.

This is an opportunity to join a successful Australian family business at an important stage of its growth.

The foundations are there.

Now the business needs a National Sales Manager who can create the people capability, pipeline discipline, customer relationships and commercial execution required for the next stage.

If you know how to lead a team that wins complex, long-cycle sales — we’d like to talk to you.

Location: Bayswater, Melbourne
Remuneration: $220,000–$240,000 package