Role

We are looking for an experienced Business Development Manager to drive the growth of telehandlers and associated equipment in the Melbourne metro area, developing new business opportunities, maintaining strong customer relationships, and delivering equipment solutions aligned to customer requirements. The role focuses on industries including construction, infrastructure, mining, industrial, waste management, and equipment rental/hire sectors.

The position requires a proactive, commercially driven salesperson with robust technical aptitude, capable of managing long sales cycles and high-value capital equipment transactions.

Key Responsibilities

Sales & Business Development

- Achieve agreed sales targets for telehandler unit sales.

- Develop and execute territory sales plans.

- Identify and secure recent customers through prospecting, networking, site visits, and referrals.

- Grow market share within target industries:

- Construction contractors

- Infrastructure projects

- Civil contractors

- Rental

- Agriculture

- Mining and resources

- Industrial businesses

- Manage complete sales cycle:

- Lead generation

- Customer qualification

- Demonstrations

- Proposal preparation

- Negotiation

- Closing

- Delivery handover

Account Management

- Build long-term relationships with key customers and fleet owners.

- Maintain regular contact with existing accounts to identify replacement cycles and fleet expansion opportunities.

- Conduct account planning for strategic customers.

- Increase attachment sales including:

- Attachments

- Service agreements

- Extended warranties





- Finance solutions

- Training packages

Product Demonstrations & Technical Sales

- Conduct on-site machine demonstrations.

- Recommend equipment specifications suited to customer applications.

- Provide technical guidance on telehandler features, capabilities, and safety requirements.

- Prepare quotations and technical proposals.

Territory Management

- Manage assigned geographic territory.

- Develop customer call plans and maintain CRM activity.

- Monitor competitor activity and pricing.

- Identify emerging market opportunities.

Reporting & Administration

- Maintain accurate sales pipeline forecasting.

- Update CRM with customer interactions and opportunities.

- Submit monthly sales reports and forecasts.

- Provide market intelligence to management.

Collaboration

- Work closely with:

- Service department

- Parts team

- Rental division

- Marketing

- Support dealer and distributor networks where applicable.

Key Performance Indicators (KPIs)

Performance measures may include:

Revenue

- Annual sales revenue target

- Gross profit achievement

- Market share growth

Activity

- Customer visits per week

- New prospects generated

- Demonstrations conducted

- Quotations submitted

Conversion

- Quote-to-order conversion rate

- Pipeline value

- New customer acquisition

Customer

- Customer retention

- Repeat business

- Customer satisfaction

Compliance

- CRM usage compliance

- Reporting accuracy

- Safety compliance

If this sounds like you, we’d love to hear from you. Please apply!

📌 BDM - Access Hire Equipment (Melbourne)
🏢 Leading
📍 Melbourne