National Sales Manager

bta Sales; Melbourne; On-site; AUD 140,000 - 170,000; Full time

Benefits offered by this job

Car allowance

Performance bonus

Job summary

bta Sales is seeking a high-impact Head of National Sales to shape and drive growth in Australia’s HVAC/building services market. You will lead a capable team, set strategy, manage budgets and forecasts, and cultivate strategic relationships with distributors, contractors and engineers.

Based in Melbourne, you will report to the Managing Director, influence business direction, and partner with product, marketing, service and finance to deliver sustainable profitability and market development

Qualifications

• 5+ years' experience in sales and business development within HVAC, building automation, building services or technical equipment.
• Proven experience leading, coaching and developing a sales team.
• Track record of developing and executing sales strategies, business plans, budgets and forecasts.
• Strong experience in pipeline management, strategic account management and CRM systems.
• Established relationships with distributors, contractors, consultants or other building services stakeholders.
• Strong commercial, financial and analytical capability, with the ability to interpret sales and market data.
• Excellent communication, negotiation and presentation skills.
• A degree in engineering, building services or business, or a relevant technical qualification backed by strong HVAC experience.
• Willingness to travel domestically and occasionally internationally.

Responsibilities

• Developing and implementing the national sales strategy, annual sales plan, budgets and forecasts.
• Leading, coaching and developing the Australian sales team, including setting objectives and reviewing performance.
• Driving customer-facing activity, opportunity development and pipeline management.
• Building strategic relationships with distributors, contractors, consulting engineers, system integrators and industry stakeholders.
• Monitoring market trends and competitor activity, and recommending pricing, channel and distribution strategies.
• Implementing sales policies, procedures and systems in line with global standards.
• Working closely with product, marketing, customer service, technical support and finance teams.
• Maintaining accurate pipeline, forecast and customer information within the global CRM system.
• Monitoring account performance and receivables to support healthy cash flow.
• Reporting on sales performance, gross margin and EBIT to the Managing Director and regional stakeholders.

Skills

Sales leadership

Strategic planning

Pipeline management

CRM systems

Negotiation & presentation

Team coaching & development

Market analysis

Travel flexibility

Education

Engineering / Building services / Business degree or equivalent

Tools

CRM systems

Job description

This is an outstanding opportunity to lead the Australian sales function for a global market leader in HVAC control technology, and to play a key role in shaping its growth across the Australian building services market.

Reporting directly to the Managing Director, you'll set the national sales direction, lead a capable sales team and build strategic relationships across a technical, specification-led market, all while representing a world-class product range renowned for quality, innovation and reliability.

In return, you'll receive a salary of $140,000 - $170,000 + superannuation, together with a $23k car allowance and performance bonus], plus a range of additional benefits including:

• Lead the national sales strategy for a globally respected brand
• Direct reporting line to the Managing Director, with genuine influence on business direction
• The backing of a large international manufacturer, with the agility of a smaller local business
• Opportunity to build, coach and develop a high-performing sales team
• Exposure to innovative connected and digital building technologies
• Long-term career growth within a stable and expanding global organisation

Key responsibilities

Reporting to the Managing Director, you'll be responsible for leading the Australian sales team and driving sustainable sales growth, profitability and market development across the country.

Your responsibilities will include:

• Developing and implementing the national sales strategy, annual sales plan, budgets and forecasts
• Leading, coaching and developing the Australian sales team, including setting objectives and reviewing performance
• Driving customer-facing activity, opportunity development and pipeline management
• Building strategic relationships with distributors, contractors, consulting engineers, system integrators and industry stakeholders
• Monitoring market trends and competitor activity, and recommending pricing, channel and distribution strategies
• Implementing sales policies, procedures and systems in line with global standards
• Working closely with product, marketing, customer service, technical support and finance teams
• Maintaining accurate pipeline, forecast and customer information within the global CRM system
• Monitoring account performance and receivables to support healthy cash flow
• Reporting on sales performance, gross margin and EBIT to the Managing Director and regional stakeholders

About your future employer

Our client is a global market leader in HVAC control technology, supplying innovative solutions that help commercial buildings run more efficiently, comfortably and sustainably.

With a presence in markets around the world and a long-standing reputation for quality and innovation, the business works closely with distributors, contractors, consulting engineers and system integrators across the building services industry.

The Australian business offers the stability and resources of a large international organisation, combined with a collaborative, entrepreneurial culture where initiative and leadership are genuinely valued.

Your skills and experience

To be successful in this role you'll ideally bring:

• 5+ years' experience in sales and business development within HVAC, building automation, building services or technical equipment
• Proven experience leading, coaching and developing a sales team
• A track record of developing and executing sales strategies, business plans, budgets and forecasts
• Strong experience in pipeline management, strategic account management and CRM systems
• Established relationships with distributors, contractors, consultants or other building services stakeholders
• Strong commercial, financial and analytical capability, with the ability to interpret sales and market data
• Excellent communication, negotiation and presentation skills
• A degree in engineering, building services or business, or a relevant technical qualification backed by strong HVAC experience
• Willingness to travel domestically and occasionally internationally

You will stand out if you have:

• Experience working within an international manufacturing or technical organisation
• Strong knowledge of the Australian HVAC, building services or building automation market
• Experience developing pricing, channel and distribution strategies
• An assertive, proactive and entrepreneurial approach