Sales Manager - Retail Fixtures & Racking

Proactive Global; Melbourne; On-site; AUD 90,000 - 135,000; Full time

Job summary

Proactive Global is seeking a Sales Manager in Melbourne to lead the retail vertical, developing strategic partnerships with major national retailers and driving multi-site roll-outs from prototype to full rollout.

You'll own the sales pipeline, manage pricing discussions, and collaborate with internal teams to deliver on time and on budget, while building lasting client partnerships in Australia.

Qualifications

• Proven track record in B2B sales within retail or related sectors.
• Experience engaging with major retail organisations or national groups.
• Ability to consult with customers to understand rollout requirements.
• Strong negotiation and relationship-building skills.
• At least 5 years in B2B sales environments.

Responsibilities

• Identify, develop and maintain opportunities with major retail groups and national chains across Australia.
• Build relationships with senior retail stakeholders across store development, property, and visual merchandising.
• Lead commercial discussions, proposals and negotiations for prototypes, pilots and national roll-outs.
• Develop and manage a structured sales pipeline aligned with multi-site roll-out programs.
• Coordinate with internal teams and manufacturing partners on pricing, product design and timelines.
• Facilitate quotes and project discussions to ensure compliance, risk control and profitability.
• Monitor market dynamics and conduct competitor analysis to inform strategy.
• Own quarterly and annual sales targets and drive revenue growth.

Skills

B2B sales

Retail partnerships

Strategic selling

Negotiation

Account management

Tools

Microsoft Office

Job description

• Are you a confident, strategic hunter who thrives on building relationships with major retail organisations and solving complex store roll-out challenges?
• Do you enjoy high autonomy to lead and grow your own portfolio of retail accounts from concept and prototype through to full roll-out?
• 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 roll-outs.
• Develop and manage a structured sales pipeline aligned with multi-site roll-out 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 roll-out 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.

Proactive Global is committed to equality in the workplace and is an equal opportunity employer.

Proactive Global is acting as an Employment Business in relation to this vacancy.