NSW State Sales Manager

Mitsubishi; Cumberland; Hybrid; AUD 140,000 - 190,000; Full time

Benefits offered by this job

Competitive salary package

Company vehicle

Ongoing learning and development

PerksBox

Employee Assistance Program (EAP)

Monthly team lunches

Wedding leave

Job summary

MHIAA seeks a State Sales Manager – NSW to lead and drive sales activity across the state from the NSW Regional Office in Regents Park, with hybrid working arrangements.

You will coach and develop Sales Account Managers, lead joint customer visits, and manage key accounts to grow revenue, margin and market share.

The role requires strong pricing discipline, CRM usage, pipeline forecasting, and collaboration with distributors, contractors and consultants to win opportunities.

Qualifications

• Proven experience leading and developing a sales team within HVAC or related industry.
• Strong field sales leadership with coaching Account Managers and driving account growth.
• Experience in B2B, contractor, distributor or commercial sales environments.
• Strong commercial acumen in pricing, margins, negotiation and deal structures.
• disciplined approach to sales performance; KPIs, territory planning, pipeline, forecasting and CRM usage.

Responsibilities

• Own and drive NSW revenue, margin, market share and growth targets across existing and new accounts.
• Lead the field team through joint customer visits, deal reviews, coaching and direct support on key opportunities.
• Set clear expectations and hold Account Managers accountable for KPIs, call cycles, pipeline quality and forecasting.
• Manage and influence strategic accounts, major opportunities and high-value negotiations with customers, distributors and market stakeholders.
• Coach in account planning, negotiation, product positioning, customer engagement and opportunity conversion.
• Challenge pricing structures to protect margin while maintaining competitive outcomes.
• Use sales data and market insights to improve forecasting and guide state priorities.
• Act as NSW sales escalation point, coordinating with internal teams to resolve issues.

Skills

Sales leadership

Account management

Business development

Pricing & margins

Forecasting

CRM usage

Leadership coaching

Tools

CRM systems

Field sales tools

Job description

About the Company

Mitsubishi Heavy Industries Air-Conditioners Australia (MHIAA) is one of Australia’s leading suppliers of premium residential and commercial air conditioning and air to water heat pump systems. In a short 25 years the company has pushed the boundaries within the HVAC industry, winning multiple awards and accolades including being recognised by CHOICE®, as Australia’s Best Brand of Air Conditioner for six (6) years in a row. As the most independently awarded brand of Air Conditioners, they are the Experts in Air.

About the Role

MHIAA is seeking a State Sales Manager – NSW to lead and drive sales activity across the state in a permanent, full-time leadership role. Based from our NSW Regional Office in Regents Park, with hybrid working arrangements, the role will also spend significant time in market, leading from the front alongside customers and the NSW sales team.

You will be responsible for driving revenue, margin, market share and profitable growth across NSW. A key focus of the role will be getting the best out of the Sales Account Managers through regular coaching, training, joint customer visits and clear sales expectations, while helping the team identify opportunities, strengthen customer relationships and convert pipeline into results.

You will work closely with distributors, contractors, consultants and key customers to grow existing accounts, develop new business and remove barriers to sales. You will also ensure the team maintains strong sales discipline through effective territory planning, CRM usage, pipeline management and forecasting.

Success in this role will be reflected in a highly active and capable sales team, stronger customer engagement, increased opportunity conversion and consistent sales growth across the NSW market.

What You’ll Do

• Own and drive NSW revenue, margin, market share and growth targets across existing and new accounts.
• Lead the sales team in the field through joint customer visits, deal reviews, coaching and direct support on key opportunities.
• Set clear expectations and hold Sales Account Managers accountable for KPIs, call cycles, pipeline quality, forecasting, CRM discipline and customer follow-up.
• Manage and influence strategic accounts, major opportunities and high-value negotiations with customers, distributors and market stakeholders.
• Coach and develop Sales Account Managers in account planning, negotiation, product positioning, customer engagement and opportunity conversion.
• Challenge pricing, discounting and deal structures to protect margin while maintaining competitive customer outcomes.
• Use sales data, market intelligence and customer insights to improve forecasting, identify performance gaps and guide state sales priorities.
• Act as the NSW sales escalation point, working across internal teams to resolve customer, supply, technical, service and commercial issues.

What You’ll Bring

• Proven experience leading and developing a sales team within the HVAC industry, ideally across a B2B, contractor, distributor or commercial sales environment.
• Strong field sales leadership capability, with experience coaching Account Managers, conducting joint customer visits, supporting major opportunities and driving accountability against sales targets.
• Demonstrated success in business development and key account management, including growing existing accounts, developing new business and influencing senior customer stakeholders.
• Strong commercial acumen, with experience across pricing, margin management, negotiation, discounting and deal structuring.
• A disciplined approach to sales performance, including KPIs, sales activity, territory and call planning, pipeline management, forecasting and CRM usage.
• Ability to analyse sales performance, pipeline and market data and translate insights into clear actions for the sales team.
• Strong knowledge and experience within the HVAC industry, including an understanding of HVAC products, systems, applications and key industry channels such as contractors, distributors and consultants.
• Strong communication, relationship-building and stakeholder management skills, with the ability to engage effectively at all levels.

What we offer

• Competitive salary package
• Company vehicle
• Ongoing learning and development opportunities
• Access to PerksBox
• Employee Assistance Program (EAP)
• Monthly team lunches and a supportive team culture
• Additional leave benefits (including wedding leave)

Interested?

If you’re ready to lead from the front, develop a high-performing sales team and drive profitable growth across NSW,
Please note: the successful candidate will be required to undergo relevant background checks, which may include a National Police Check, VEVO Check, and professional references.
Learn more about us at www.mhiaa.com.au