Segment Manager – Bulk & B2B

IOR; City of Brisbane; On-site; AUD 120,000 - 160,000; Full time

Benefits offered by this job

Mentoring & training

Employee discounts

Social club

Salary sacrifice options

Healthcare discounts

Employee Assistance Program

Job summary

IOR, Australia’s fuel innovator, seeks a Segment Manager – Bulk & B2B to own growth and performance across Bulk and Back to Base segments. You’ll influence sales teams, shape pricing, and collaborate with logistics, finance, and customer service to deliver opportunities.

You’ll develop segment strategies aligned to broader commercial objectives, balancing volume growth with gross margins while mentoring sales colleagues and nurturing key accounts across Australia.

Qualifications

• Proven experience in sales, marketing, or commercial roles with at least three years driving growth and margin outcomes.
• Fuel experience is essential.
• Strong stakeholder management and communication skills, with the ability to influence and lead without direct reporting lines.
• Demonstrated capability in developing and executing sales strategies, pricing decisions, and business plans.
• Commercial acumen with experience managing key accounts, market intelligence, and performance metrics.
• Confidence using CRM and business systems (e.g. Microsoft Office, Zoho or similar), with strong attention to detail and reporting discipline.

Responsibilities

• Lead and execute Bulk & B2B segment strategies to drive sustainable volume growth, margin performance, and customer retention.
• Influence and mentor sales teams through joint calls, coaching, and on the job support to lift capability and performance.
• Own key customer relationships, acting as a trusted advisor and developing tailored commercial solutions.
• Manage segment performance including pricing decisions, asset utilisation, and achievement of volume and $GM targets.
• Partner cross functionally to ensure seamless delivery, compliance, reporting accuracy, and continuous process improvement.

Skills

Sales leadership

Commercial experience

Stakeholder management

Pricing strategy

CRM proficiency

Tools

CRM

Microsoft Office

Zoho

Job description

IOR might be the greatest Aussie success story you haven’t heard of… yet.

From humble roots in Eromanga, QLD, we’ve been fuelling the furthest corners of Australia for over 40 years. But we think the most exciting journey’s still on the horizon.

Joining IOR means stepping into a role where your work genuinely matters. Whether you’re leading commercial strategy, partnering with customers, or influencing sales performance across the business, you’ll be part of a team that backs you to grow, think big, and make a real impact. This is your chance to help shape the future of our Bulk and Back to Base fuel segments in a business that’s still building, still innovating, and still driven by the same determination that started in the red dirt of Eromanga.

About the role

As Segment Manager – Bulk & B2B, you’ll take ownership of the strategic growth and performance of IOR’s Bulk and Back to Base fuel segments. This is a senior role where you’ll lead through influence — driving collaboration, capability, and results across the sales team without direct reporting lines.

You’ll develop and execute segment strategies aligned to IOR’s broader commercial objectives, balancing sustainable volume growth with strong gross margin performance. Alongside managing a portfolio of key accounts, you’ll work closely with internal stakeholders across sales, logistics, customer service, infrastructure, and finance to ensure opportunities are identified, pursued, and delivered effectively.

This role plays a key part in shaping pricing strategy, monitoring market conditions, and identifying new business opportunities, while mentoring sales teams and contributing to a high performance commercial culture.

Key responsibilities:

• Lead and execute Bulk & B2B segment strategies to drive sustainable volume growth, margin performance, and customer retention.
• Influence and mentor sales teams through joint calls, coaching, and on the job support to lift capability and performance.
• Own key customer relationships, acting as a trusted advisor and developing tailored commercial solutions.
• Manage segment performance including pricing decisions, asset utilisation, and achievement of volume and $GM targets.
• Partner cross functionally to ensure seamless delivery, compliance, reporting accuracy, and continuous process improvement.

What you’ll bring

You’re a commercially astute sales leader who thrives in a complex, fast moving environment. You combine strong relationship building skills with data driven decision making and a clear focus on outcomes. You’re comfortable influencing without authority, navigating competing priorities, and balancing growth with profitability.

What sets you up for success:

• Proven experience in sales, marketing, or commercial roles, with at least three years’ experience driving growth and margin outcomes.
• Fuel experience is essential
• Strong stakeholder management and communication skills, with the ability to influence and lead without direct reporting lines.
• Demonstrated capability in developing and executing sales strategies, pricing decisions, and business plans.
• Commercial acumen with experience managing key accounts, market intelligence, and performance metrics.
• Confidence using CRM and business systems (e.g. Microsoft Office, Zoho or similar), with strong attention to detail and reporting discipline.

Approaching each day through our values of Innovation finding solutions, Our Communities serving people, and Reliability getting results, our team is focused on delivering what really matters to our customers. It’s this mindset that drives us forward. We’re about so much more than fuel. We’re about three key things:

• Right Team: It’s the kind of place where you walk in the door and instantly know you belong
• Right Track: We’re going somewhere, and as we get bigger, so do the opportunities to get stuck in and challenge yourself
• Right Now: There’s no dragging feet or endless committees here. We deliver for Australia every single day

You’ll also be rewarded with a range of benefits, including:

• Grow your expertise and career with access to experienced mentors and ongoing training and development opportunities
• Team member and family discounts on fuel (obviously!)
• Work hard, play hard with our Blue Squad social club – trivia nights, barbecues and plenty of laughs!
• Plus salary sacrificing options, retail and health care discounts, Employee Assistance Program, and much more

We provide an equal employment opportunity for all; we see the value in diversity and celebrate individuality. This looks like respectful conversations and a safe workplace where everyone thrives.