Highlights

- A national Key Account Manager role owning four major national accounts, among the largest operators in their sector.

- This is 80-90% growth, not retention - the accounts are established but massively under-serviced.

- Our client is a global market leader with local manufacturing and 24/7 national aftersales support.

- The role carries a defined succession plan into the Regional Sales Manager position, based on performance.

- Sydney or Melbourne based, with regular national travel.

The company you'll join

- Our client is a division of a global industrial group and a large-scale manufacturer of premium, engineered mobile plant, recognised as the leader in their market in Australia.

- Every machine is application engineered, manufactured locally in Victoria, and backed by a national aftersales support operation that runs 24/7, 365 days a year.

- They sell premium equipment on whole-of-life value, competing on engineering, service and reliability rather than price alone.

- Recent years have seen major investment in their service divisions, and their pricing has been repositioned back to market level - the infrastructure to deliver, and to sell with confidence, is now in place.

- A dedicated national accounts role existed here years ago and was lost through structural change - this hire is the deliberate reinstatement of high-level focus on their biggest customers.

- Their four major national accounts are currently engaged at only around 30% of the level they should be, so the opportunity to win through simply doing the basics well is genuinely there.

- One account alone purchases around 150 units per year,



of which they currently win only a small fraction. Another recently missed order was worth 130 units, with a further 130 units coming in the next phase.

- You'll be joining with the groundwork done and the delivery infrastructure ready - what's missing is the senior person to pull it all together.

The impact you'll make

- You'll be the single point of accountability for four major national accounts, engaging at head office level with national procurement, fleet and contracts stakeholders.

- This is 80-90% growth - almost current business development within established accounts. It's explicitly not a babysitting or coffee-catch-up role.

- You'll build and manage a national database of customer contract renewal dates, so the business always knows what's coming up and when.

- You'll initiate high-level presentations across sales, parts and service, and organise conference-style events bringing an account's state managers together for full-day sessions.

- You'll take orders at national level and hand delivery over to state-based territory managers - state-level relationships remain their responsibility.

- Once volume builds, you'll be juggling contract deliveries across four accounts and negotiating factory timelines - organisation and straight,



factual communication with clients are non-negotiable.

- Perform in this seat and the pathway is mapped: this role is the succession plan for the Regional Sales Manager position. You'll be developed with that step in mind, working closely with senior leadership day to day.

- Sydney or Melbourne based, reporting into senior leadership, with regular state and national travel.

The experience you'll bring

- Proven account leadership and growth capability, with demonstrated success managing complex customer relationships and driving commercial outcomes.

- You may come from national account management or BDM roles in mobile plant or capital equipment, or from within the industry these customers operate in - customer-side industry experience is at least as valuable here as mechanical aptitude.

- If you're currently selling services to these types of customers, this is the chance to move to the equipment side and sell a differentiated, premium product rather than competing on margin.

- Comfort engaging top-level executives, with strong presentation skills and the ability to influence across levels without direct authority.

- An understanding of selling premium products, whole-of-life costing models and long sales cycles.

- A hunter mentality within accounts - polished, commercially sharp, and honest to a fault in how you keep customers informed.

- On offer, a competitive base salary package (negotiable on experience), the platform of a global market leader behind you, and a genuine, defined pathway to Regional Sales Manager. Interviewing now!

📌 National Key Account Manager (Melbourne)
🏢 ReillyScott
📍 Melbourne