Regional Sales Manager - Melbourne

Hugel Aesthetics; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

Hugel Aesthetics in Melbourne is seeking a Regional Sales Manager to lead a team of Account Managers across a defined region, driving sustainable sales growth and stronger customer engagement.

The role requires hands‑on commercial leadership, field coaching, territory planning and forecasting discipline to translate strategy into measurable sales outcomes across diverse customers.

Responsibilities

• Lead and manage a team of Account Managers across a defined region.
• Deliver regional sales targets through structured field execution.
• Set clear expectations for sales activity and territory performance.
• Build a performance-focused culture with coaching and development.
• Ensure Account Managers prioritise territories and growth opportunities.
• Maintain a strong field presence and support customer-facing activities.
• Identify growth opportunities and develop recovery plans for under‑performing territories.
• Forecast and monitor regional sales performance and pipeline strength.
• Coach on objection handling, product positioning, pricing, and closing techniques.
• Translate regional targets into actionable territory plans and call cycles.
• Maintain accurate forecasts and provide visibility of opportunities and risks.

Job description

• product positioning;
• competitive positioning;

Position Purpose

The Regional Sales Manager is responsible for leading, coaching and managing a team of Account Managers within an allocated region to deliver sustainable sales growth, improve field execution, strengthen customer engagement and achieve regional sales targets.

This is a hands-on commercial leadership role requiring strong direct sales experience, field coaching capability, territory planning, forecasting discipline and people leadership. The Regional Sales Manager is expected to translate business strategy into effective field execution and ensure Account Managers convert activity into measurable sales outcomes.

Key Responsibilities

Regional Sales Leadership

• Lead and manage a team of Account Managers across a defined region.
• Deliver regional sales targets through structured and disciplined field execution.
• Set clear expectations for sales activity, territory performance and customer engagement.
• Build a performance-focused culture that balances accountability, engagement and professional development.
• Ensure each Account Manager understands their territory priorities, sales targets and key growth opportunities.
• Maintain a strong field presence and actively support the team in customer-facing situations.

The role requires the ability to lead, motivate, support and hold Account Managers accountable while maintaining a constructive and professional team culture.

Sales Growth & Target Achievement

• Take ownership of regional sales performance and achievement of agreed revenue targets.
• Develop practical action plans to accelerate growth across existing and developing territories.
• Identify opportunities to grow existing accounts, improve customer retention and acquire new business.
• Monitor performance against target and intervene early where sales gaps emerge.
• Work with individual Account Managers to develop recovery plans for territories that are behind target.
• Maintain strong focus on converting sales activity into orders and revenue.

The successful candidate must have a demonstrated record of delivering sales growth through revenue expansion, account development, customer retention, territory growth and new business acquisition.

Field Coaching & Team Development

• Conduct regular field coaching with Account Managers.
• Support the team with customer call planning and preparation.
• Coach representatives in:
  • objection handling;
  • product positioning;
  • competitive positioning;
  • negotiation;
  • pricing discussions;
  • follow-up discipline;
  • closing sales opportunities.
• Observe customer interactions and provide clear, practical feedback.
• Identify individual development needs and create structured coaching plans.
• Build the commercial confidence and capability of the sales team.
• Share best practice across territories and encourage consistent execution standards.

A core requirement of the position is demonstrated capability to improve Account Manager performance through practical field-based coaching.

Territory & Account Planning

• Translate regional sales targets into clear territory-level plans.
• Ensure Account Managers maintain structured territory plans aligned with regional priorities.
• Support appropriate customer segmentation, account prioritisation and call-cycle planning.
• Identify growth opportunities and risks across territories.
• Ensure appropriate focus is placed on high-value, high-potential and strategically important accounts.
• Review territory plans regularly and adjust activity based on performance and changing market conditions.
• Support Account Managers to balance existing customer growth with new customer acquisition.

Strong territory planning discipline is required, including customer segmentation, account prioritisation, call cycles, growth opportunity identification and risk management.

Forecasting & Pipeline Management

• Maintain an accurate regional sales forecast.
• Review expected revenue by territory and key account.
• Analyse pipeline strength, customer ordering patterns and order cadence.
• Identify risks to target achievement early.
• Develop clear recovery plans where forecasts indicate performance gaps.
• Hold Account Managers accountable for the quality and accuracy of their forecasts.
• Provide leadership with clear visibility of regional opportunities, risks and expected outcomes.
• Ensure forecasting reflects realistic customer behaviour and known market conditions.

The role requires strong capability in forecasting, pipeline management and order cadence analysis, with early identification of sales risks and practical plans to close gaps.

Customer & Key Account Management

• Build and maintain strong relationships with strategically important customers.
• Support Account Managers in developing high-value and high-potential accounts.