Sales Specialist

WOW Recruitment; Sydney; On-site; AUD 90,000 - 130,000; Full time

Job summary

WOW Recruitment seeks a Category & Trade Specialist to drive sell-through and optimize product ranges for major accounts. You will empower sales teams and distributors with high-converting tools, reporting to senior commercial leadership in a fast-growing B2B distributor.

You will design category strategies, implement trade programs, and collaborate with national sales managers and partners to hit revenue targets using SAP, Phocas BI, and AI tools.

Qualifications

• 3–6+ years of commercial experience in B2B channel sales or trade management.
• Strong understanding of gross margins, pricing structures and promotional ROI.
• Ability to translate category data into actionable sales strategies.

Responsibilities

• Design and execute trade programs, promotions, and rebates across channels.
• Develop sales tools, launch kits, and presentations for internal and partner sales teams.
• Conduct range reviews, pricing analyses, and benchmarking to identify revenue opportunities.
• Collaborate with national sales leaders and distributor stakeholders to align initiatives with targets.
• Leverage SAP, Phocas BI, and AI tools to extract insights for stock velocity and profitability.

Skills

3–6+ Years Commercial Experience

Commercial & Financial Acumen

Sales-First Mindset

Tech & BI Proficiency

High-Level Communication

Tools

SAP ERP

Phocas BI

Copilot/ Claude AI tools

Job description

WOW Recruitment is seeking a sharp Category & Trade Specialist to join a rapidly growing B2B distributor. Reporting directly to senior commercial leadership, you will play a pivotal role in driving sell-through, optimizing product range margins, and equipping our sales teams and distribution partners with the high-converting tools needed to win major accounts.

If you thrive at the intersection of commercial strategy, channel growth, and deal execution, this role offers direct executive exposure and a clear pathway into commercial leadership.

Location: St Leonards

Working Model: On-Site

How You’ll Drive Growth

• Accelerate Channel Revenue: Design and execute high-impact trade programs, promotional strategies, and rebate structures across distributor, reseller, and key account channels to increase sales volume and profit margins.
• Equip Front-Line Sales Teams: Develop sharp sales tools, product launch kits, and compelling commercial presentations that empower internal sales reps and external partners to close deals faster.
• Commercial Category Optimization: Conduct range reviews, pricing analysis, and competitor benchmarking to identify hidden revenue opportunities across key commercial categories.
• Executive & Partner Engagement: Collaborate with National Sales Managers and key distributor stakeholders to align trade initiatives directly with top-line revenue targets.
• Data-Driven Sales Strategy: Leverage SAP Business One, Phocas BI, and modern AI tools to extract commercial insights that optimize stock velocity, profitability, and customer account growth.

What You Bring to the Table

• 3–6+ Years Commercial Experience: Proven track record in B2B channel sales, trade management, category optimization, or commercial sales enablement (experience in workplace supplies, hospitality, cleaning, or commercial distribution preferred).
• Commercial & Financial Acumen: Strong understanding of gross margins, product pricing structures, promotional ROI, and commercial deal mechanics.
• Sales-First Mindset: Ability to translate complex category data into simple, actionable sales strategies that move volume.
• Tech & BI Proficiency: Advanced Excel capabilities alongside experience with ERP systems (e.g., SAP), Business Intelligence tools (e.g., Phocas), or AI-driven workflows (e.g., Copilot, Claude).
• High-Level Communication: Confident presenting commercial proposals and negotiating with key accounts, national sales leadership, and vendor partners.

Why Apply?

• High-Impact Role: Direct responsibility for driving commercial growth with clear visibility from executive leadership.
• Career Advancement: Clear pathway to progress into broader Commercial Management, Category Leadership, or Business Development roles.