Sales Director — Aerial Work Platforms & Telehandlers AU

XCMG; Melbourne; On-site; AUD 180,000 - 240,000; Full time

Job summary

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

Qualifications

• 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.

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.

Skills

Market development

Strategic sales planning

Distributor management

Key account development

After-sales service

Job description

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