Sales Manager - Retail Fixtures

Proactive Technical Recruitment; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

Proactive Technical Recruitment in Melbourne is seeking a Sales Manager to lead the national rollout of retail fixtures, shelving, and store-fit solutions. You will identify opportunities with major retail groups, build senior partnerships, and drive commercial discussions from prototype to multi-site implementation.

You will manage a strategic portfolio with autonomy, coordinate with internal teams, negotiate panels and supplier approvals, and ensure profitable, high-impact outcomes across

Qualifications

• Strong track record in B2B sales or business development.
• Experience engaging with major retail organisations or national retail groups.
• Understanding of tender processes and supplier panel approvals.
• Excellent verbal and written communication skills.

Responsibilities

• Identify, develop and maintain sales opportunities with major retail groups and national chains across Australia.
• Build relationships with senior retail stakeholders including store development, property, format and visual merchandising teams.
• Lead commercial discussions, proposals and negotiations for prototype installations, pilot projects and national rollouts.
• Develop and manage a structured sales pipeline aligned with multi-site rollout programs.
• Coordinate closely with internal teams and manufacturing partners on pricing strategy, product design and project delivery timelines.
• Facilitate sales quotes and project discussions with internal teams and clients to ensure compliance, risk management and profitability.
• Conduct competitor analysis and track market dynamics to inform strategic sales decision-making.
• Take ownership of quarterly and annual sales targets and contribute to overall revenue growth.
• Build long-term partnerships with clients, ensuring strong project outcomes and repeat business.

Skills

B2B sales

Relationship building

Negotiation

Communication

Tools

Microsoft Office

Job description

Proactive Technical Recruitment – Melbourne VIC

• Are you a confident, strategic hunter who thrives on building relationships with major retail organisations and solving complex store rollout challenges?
• Do you enjoy high autonomy to lead and grow your own portfolio of retail accounts from concept and prototype through to full rollout?
• Do you have a background in retail fixtures, pallet racking, shelving, shopfitting or a design / construction related field?

The Client:

Our client is the Australian subsidiary of an established international manufacturer specialising in retail shelving, racking and store fixture solutions supplied to leading retailers across global markets.

With over 10 years' presence in Australia and backed by a global manufacturing operation with strong engineering capability, the business supports major Tier 1 retail brands across the furniture, home furnishings and grocery sectors.

Due to strong growth and increased demand from large-format retailers, they are now seeking a commercially astute and project-savvy Sales Manager to join their Melbourne office. Reporting directly to the General Manager, this role will focus on developing strategic partnerships with major retail clients, gaining entry to supplier panels and converting prototype trials into large-scale national rollout projects.

Your Responsibilities:

• Identify, develop and maintain sales opportunities with major retail groups and national chains across Australia.
• Build relationships with senior retail stakeholders including store development, property, format and visual merchandising teams.
• Identify opportunities to secure approved supplier / vendor panel positions within retail organisations.
• Lead commercial discussions, proposals and negotiations for prototype installations, pilot projects and national rollouts.
• Develop and manage a structured sales pipeline aligned with multi-site rollout programs.
• Coordinate closely with internal teams and manufacturing partners on pricing strategy, product design and project delivery timelines.
• Facilitate sales quotes and project discussions with internal teams and clients to ensure compliance, risk management and profitability.
• Conduct competitor analysis and track market dynamics to inform strategic sales decision-making.
• Take ownership of quarterly and annual sales targets and contribute to overall revenue growth.
• Build long-term partnerships with clients, ensuring strong project outcomes and repeat business.

About you:

You are resourceful, commercially intelligent and enjoy working in the retail fixture, shelving, pallet racking or shopfitting environment where projects involve multi-site installations and building long-term client partnerships.

You have:

• A strong track record in B2B sales or business development, ideally within retail fixtures, shelving, racking, shopfitting or related sectors.
• Experience engaging with major retail organisations or national retail groups.
• Understanding of how large retailers evaluate and onboard suppliers, including tender processes and supplier panel approvals.
• The ability to consult effectively with customers to understand operational, design and rollout requirements.
• At least 5 years experience in B2B sales environments.
• Excellent verbal and written communication skills.
• Strong negotiation skills with a consultative selling approach.
• A strong focus on customer satisfaction and long-term partnership development.
• Highest ethical standards and integrity.
• Current Australian driver’s licence.
• Solid Microsoft Office capability.

An exciting and excellent opportunity to lead the retail vertical in Australia for an established global manufacturing organisation with strong engineering capability.

You will be given high autonomy to develop strategic retail relationships and grow the company’s national footprint, supported by a lean and agile local team.