Territory Sales Manager

Kardex; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

Kardex VCA Pty Ltd is seeking a motivated, entrepreneurial Territory Sales Manager to join the Australia New Business Team in Melbourne. You will drive Remstar solutions, develop new business, and expand Kardex' customer base within Australia while building strong relationships with target accounts and industry networks.

You will combine territory management with proactive business development, managing leads, forecasting and pipeline development to achieve sustainable growth.

Qualifications

• Minimum 5 years of B2B sales experience with business development capability.
• Experience in consultative and solution selling.
• Understanding of warehousing, logistics and automation is advantageous.

Responsibilities

• Reach or exceed sales targets through direct sales and new business development.
• Manage end-to-end sales process from qualification to closure.
• Develop and grow the Kardex Remstar customer base in Australia.

Skills

B2B sales

business development

solution selling

stakeholder management

communication skills

presentation skills

travel willingness

Education

Tertiary qualification

Tools

CRM systems

Job description

Kardex VCA Pty Ltd is seeking a motivated entrepreneurial and commercially driven self-starter to join our Australia New Business Team as Territory Sales Manager for Remstar Business Unit, based in Melbourne.

This role combines territory sales responsibility with a strong business development mandate. The successful candidate will not only manage and convert existing leads and opportunities, but will proactively develop new business, identify untapped market potential, build relationships with target accounts and industry networks, and expand the Kardex customer base in Australia.

PURPOSE OF THE ROLE

• Grow the market for Kardex Remstar products and solutions within assigned territories and/or target market segments in Australia, delivering sustainable sales growth.
• Identify emerging market trends, changing customer needs and potential new market opportunities.
• Strengthen Kardex's position and presence within selected industries and market segments by building and maintaining relevant networks and relationships.
• Build a strong understanding of customer operations, business challenges and investment priorities to position Kardex solutions based on measurable customer value.
• Build a sustainable pipeline by engaging and developing new prospective customers, including accounts where Kardex has no existing relationship.
• Achieve and exceed sales targets through direct sales and proactive new business generation.

TARGETS & ACTIVITIES

• Sales pipeline creation and development
• Order intake/Booking (units/AUD) and gross margin
• Forecast accuracy and pipeline quality

Business Development

• New customer acquisition and growth of the customer base.
• Structured development of agreed target accounts and market segments.
• Active participation in relevant industry networks and development of key external relationships.
• Customer relationship development and expansion across key stakeholders, departments and sites.
• Customer satisfaction and long-term relationship management.
• Contribution of relevant market intelligence on competitor activity, customer trends and broader market developments.

Internal Activities

• Accurate and timely maintenance of CRM, opportunity and customer data.
• Timely completion of agreed reporting and administrative requirements.
• Effective collaboration with Marketing, Project Management, Realisation, LCS and other Kardex teams.

RESPONSIBILITIES

Territory Sales

• Reach or exceed agreed sales volume, order intake and margin targets.
• Manage the complete sales process from qualification through solution development, value proposition, quotation, negotiation and order closure.
• Ensure Kardex Terms & Conditions are followed and commercial and project risks are appropriately managed.
• Apply structured and strategic selling approaches to complex opportunities.

Business Development & Account Growth

• Proactively identify, engage and develop new customers within agreed territories, industries and target segments.
• Conduct regular prospecting activities including cold calling, direct outreach, referrals and targeted account engagement.
• Build and prioritise a structured portfolio of target accounts based on market potential and strategic fit.
• Create and execute account development plans for selected target customers, including stakeholder mapping, opportunity identification and defined next actions.
• Build trusted relationships with key operational, technical and senior decision-makers and influencers.
• Understand customer operations, strategic objectives, business challenges and investment priorities to position Kardex solutions based on customer value.
• Develop long-term account potential by expanding relationships across stakeholders, departments and sites and identifying opportunities across Kardex solutions.
• Build and maintain relevant industry networks and represent Kardex at exhibitions, conferences and other industry events.
• Monitor customer trends, competitor activity and broader market developments and communicate relevant market intelligence internally.
• Work closely with Marketing on targeted campaigns, account-based marketing and lead-generation initiatives.

Reporting & Planning

• Maintain accurate and up-to-date CRM, opportunity and customer information.
• Provide regular forecast updates and maintain appropriate pipeline transparency.
• Develop territory and target-account plans and regularly review progress against them.
• Track prospecting and business-development activity and resulting pipeline creation.
• Provide other relevant sales and market reporting as required.

REQUIREMENTS

Experience & Capabilities

• Relevant tertiary or vocational qualification in a technical, logistics, business or related field, or equivalent practical experience.
• Minimum 5 years of B2B sales experience, combined with demonstrated business development capability, preferably within intralogistics, automation, material handling, industrial equipment or other solution-based CapEx industries.
• Experience in consultative and solution selling, with the ability to understand customer requirements and translate them into technically and commercially appropriate solutions.
• Sound understanding of warehousing and logistics processes, automation and software-supported workflows.
• Experience in specifying or configuring technical equipment, with an understanding of the commercial and operational importance of accurate solution design.
• Commercial experience across CRM systems, pricing, quotations, sales planning, forecasting and commercial negotiations.
• Ability to engage effectively with multiple stakeholders, from operational and technical contacts through to senior management and business owners.
• Strong communication, presentation and relationship-building skills.
• Ability and willingness to travel regularly for customer meetings, industry events and training.
• Self-starter with an entrepreneurial mindset.
• Proactive and comfortable creating opportunities rather than waiting for them.
• Curious about customers, industries and changing market needs.
• Structured, disciplined and accountable in follow-up and execution.
• Persistent and resilient when developing new business and longer-term opportunities.

This role is only open to Australian residents or those holding a relevant Visa giving right to live and work in Australia.