Sales Director - Aerial Work Platforms & Telehandlers

XCMG; Melbourne; Presencial; AUD 180.000 - 240.000; Tempo integral

Resumo da vaga

XCMG Australia is seeking a Sales Director for Aerial Work Platforms and Telehandlers based in Melbourne. You will lead direct sales to end rental companies and key accounts, manage dealers, and drive channel expansion across Australia to achieve sustainable growth and profitability.

You will coordinate with the factory, R&D, and local teams, develop customised configurations for the Australian market, and supervise pricing, terms, and incentives while building strong customer relationships and

Qualificações

• At least 8 years experience in the aerial work platform (AWP/MEWP) industry.
• Strong understanding of the Australian access equipment market, customer requirements, rental business models, and dealer distribution networks.
• Skilled in market development, strategic sales planning, distributor management, and key account development.
• Experienced in identifying business opportunities, building long-term customer relationships, and driving sustainable growth in a competitive market.
• Brings an international construction equipment background and a strong focus on commercial performance, customer satisfaction, and after-sales service excellence.

Responsabilidades

• Lead direct sales of XCMG AU aerial work platforms and telehandlers to end rental companies and key account customers across Australia.
• Build and manage the sales pipeline, prepare quotations and proposals, negotiate pricing and contract terms, drive order closure, and coordinate equipment handover to achieve annual sales targets.
• Develop and maintain strong relationships with local agents and dealers, supporting their sales capability, product training, business planning, and market activities.
• Monitor dealer performance and coordinate with dealers on after-sales support to increase their contribution to overall sales.
• Identify and develop new customers and market segments across Australia, including rental companies, construction and infrastructure contractors, and industrial users.
• Expand the customer base through market research, industry networking, exhibitions, and targeted sales campaigns.
• Collect, organize, and report customer feedback, product issues, operational requirements, and Australian market expectations.
• Coordinate with XCMG factory, R&D, production, and technical teams to communicate local requirements, customer preferences, and product improvement opportunities.
• Support the development of customised product configurations suitable for the Australian market, coordinating with local and factory after-sales teams to maintain product support and service quality.
• Plan and drive channel development across Australia, expanding dealer, rental, and direct sales networks.
• Formulate and manage commercial policies, including pricing, discounts, trading terms, and dealer incentives; monitor competition and adjust business strategies to support growth and profitability.
• Maintain regular communication and follow-up with customers, agents, and dealers to strengthen relationships and identify further business opportunities.

Conhecimentos

Market development

Strategic sales planning

Distributor management

Key account development

After-sales service

Descrição da vaga

Sales Director - Aerial Work Platforms & Telehandlers

Founded in 1943, XCMG is a multinational corporation with the most comprehensive range of competitive, influential products in the construction machinery industry. Our mission is to Empower Solid Future by providing complete sets of engineering equipment and solutions for global customers. It is the enterprise with the most complete categories and complete sets in the world's construction machinery industry. As of now, XCMG has retained its No.1 position in China's construction machinery industry for 35 consecutive years and is ranked NO.3 in the global construction machinery industry. Today, we sell products in over 190 countries and regions worldwide. We drive enterprises to smart, sustainable, and efficient solutions through technological innovation and excellent management solutions.

Job Overview:

The Sales Director, Aerial Work Platforms and Telehandlers, is responsible for leading sales activities for aerial work platforms (AWPs/EWPs) and telehandlers in the Australian market. The role covers direct sales to end rental companies and key accounts, agent and dealer management, new customer development, channel expansion, and the formulation and implementation of commercial policies.

The position is focused on achieving sustainable sales growth and profitability by expanding customer base, extend the hire companies, strengthening dealer performance, developing new market opportunities, and maintaining strong relationships with customers and channel partners. The Sales Director will also collect market and product feedback, coordinate with the factory on product improvements and customized configurations, and work closely with local and factory teams to support customer satisfaction.

Duties and Responsibilities:

Lead direct sales of XCMG AU aerial work platforms and telehandlers to end rental companies and key account customers across Australia.

Build and manage the sales pipeline, prepare quotations and proposals, negotiate pricing and contract terms, drive order closure, and coordinate equipment handover to achieve annual sales targets.

Develop and maintain strong relationships with local agents and dealers, supporting their sales capability, product training, business planning, and market activities.

Monitor dealer performance and coordinate with dealers on after-sales support to increase their contribution to overall sales.

Identify and develop new customers and market segments across Australia, including rental companies, construction and infrastructure contractors, and industrial users.

Expand the customer base through market research, industry networking, exhibitions, and targeted sales campaigns.

Collect, organize, and report customer feedback, product issues, operational requirements, and Australian market expectations.

Coordinate with XCMG factory, R&D, production, and technical teams to communicate local requirements, customer preferences, and product improvement opportunities.

Support the development of customised product configurations suitable for the Australian market, coordinating with local and factory after-sales teams to maintain product support and service quality.

Plan and drive channel development across Australia, expanding dealer, rental, and direct sales networks.

Formulate and manage commercial policies, including pricing, discounts, trading terms, and dealer incentives; monitor competition and adjust business strategies to support growth and profitability.

Maintain regular communication and follow-up with customers, agents, and dealers to strengthen relationships and identify further business opportunities.

Requirements:

At least 8 years experience in the aerial work platform(AWP/MEWP) industry.

Strong understanding of the Australian access equipment market, customer requirements, rental business models, and dealer distribution networks.

Skilled in market development, strategic sales planning, distributor management, and key account development.

Experienced in identifying business opportunities, building long-term customer relationships, and driving sustainable growth in a competitive market.

Brings an international construction equipment background and a strong focus on commercial performance, customer satisfaction, and after-sales service excellence.

Additional Information:

The role requires approximately 50% travel, including domestic travel and short-term international business trips, such as to China.

Attend training and business communications at the manufacturer in China at least once per year, with each trip lasting approximately 1–2 weeks.

Attend monthly team meetings, participate in discussion and decision‑making, submit a monthly work summary, and prepare the following month’s work plan.