Job Description
New Business Development & Sales Hunting
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Actively identify, prospect and convert recent customers across distributors, dealers, retailers, specialist 4WD and automotive accessory channels within the assigned territory.
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Maintain a consistent new-business activity level through outbound calls, customer visits, referrals, networking, industry events and targeted prospecting.
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Open new accounts and move them quickly from initial engagement to product ranging, first order and repeat purchase.
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Follow up sales leads and customer enquiries with urgency, maintaining momentum until an outcome is achieved.
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Build and manage a healthy pipeline of qualified opportunities capable of delivering territory revenue and gross margin targets.
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Demonstrate resilience, initiative and persistence when developing relationships and winning business in competitive markets.
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Territory Planning & Opportunity Prioritization
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Develop and execute a structured territory plan aligned with the national sales strategy and targets set by the National Sales Manager.
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Segment customers and prospects based on sales potential, strategic fit, conversion likelihood and required effort.
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Prioritise opportunities that offer the strongest combination of revenue, gross margin, repeat sales and broader channel value.
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Maintain a disciplined weekly call and visit plan that balances prospecting, account development, training and follow-up activity.
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Review territory performance regularly and redirect time toward the customers, products and activities most likely to deliver results.
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Use customer, product and sales data to identify gaps in territory coverage, ranging and account performance.
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Customer Development & Sales Maximization
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Build productive relationships with store owners, managers, sales teams, distributors, dealers and other key customer contacts.
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Develop account plans that increase product ranging, store participation, quote activity, order frequency and overall customer sales.
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Identify cross-sell and upsell opportunities across RealTruck's product portfolio and convert them into recurring revenue.
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Reactivate dormant or underperforming accounts through targeted engagement, training and commercially sound sales initiatives.
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Support agreed promotions, product launches, displays and customer programs to improve sell-through and brand visibility.
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Respond to customer issues promptly and coordinate internal support, escalating material commercial or service issues to the National Sales Manager.
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Store, Distributor & Product Training
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Plan and deliver practical product and sales training for distributor, dealer and store teams throughout the assigned territory.
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Train customer teams on product features, customer benefits, application, value proposition, competitor differentiation and key selling messages.
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Build confidence in product selection, quoting, ordering and objection handling so customer teams can convert opportunities without unnecessary delay.
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Support product demonstrations and provide fitment or installation awareness within the limits of approved training and company procedures.
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Follow up training activity to measure outcomes, reinforce knowledge and convert training into product ranging, quotes, orders and repeat sales.
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Ensure RealTruck displays, point-of-sale materials and product information are current, accurate and presented consistently in participating locations.
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Pipeline, Forecasting & Reporting
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Maintain accurate and timely customer, opportunity, activity and pipeline information in the company's CRM and reporting systems.
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Provide reliable territory forecasts based on qualified opportunities, customer commitments, sales trends and known risks.
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Report progress against revenue, gross margin, new-account, pipeline, customer-visit, training and conversion objectives.
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Provide the National Sales Manager with clear visibility of key opportunities, risks, competitive activity and support required.
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Manage travel and territory expenses responsibly and within approved budgets and delegated authority.
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Market, Product & Cross-Functional Support
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Monitor competitor activity, customer needs, local market trends and emerging sales opportunities within the territory.
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Provide evidence-based feedback on product gaps, pricing, availability, customer experience and marketing requirements.
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Represent RealTruck professionally at trade shows, customer events, field activations and industry activities.
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Coordinate with Customer Support, Operations, Marketing, Product and other RealTruck teams to deliver customer commitments and support sales conversion.
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Operate in accordance with company policies, delegated authorities, safety requirements and applicable laws.
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QUALIFICATIONS & REQUIREMENTS
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Education and Experience
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At least 2 years of successful internal or external sales, business development or territory management experience.
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Experience in the Australian automotive aftermarket, 4WD, automotive accessories, retail, wholesale or a related channel is essential.
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Demonstrated success in selling a solutions based automotive product.
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Demonstrated success prospecting for new customers, opening accounts and converting sales opportunities.
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Experience delivering product or sales training to retail stores, distributors, dealers or customer teams.
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Experience using a CRM to manage sales activity, pipeline, follow-up and reporting.
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Skills, Abilities, and Knowledge
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Strong hunter mentality with the confidence and persistence to initiate contact, ask for the business and close opportunities.
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Ability to prioritise competing sales opportunities based on commercial value and likelihood of conversion.
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Strong presentation and training skills, with the ability to explain technical products in clear, practical language.
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Sound negotiation, communication and relationship-building skills.
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Structured territory planning, time management and follow-up discipline.
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Commercial awareness, including an understanding of revenue, gross margin, pricing and promotional activity.
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Ability to work independently in the field while remaining accountable to agreed plans, targets and reporting requirements.
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Technical aptitude to understand and demonstrate automotive accessory products.
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Proficiency in Microsoft Office, CRM platforms and sales reporting tools.
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Required Licences
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Valid Australian driver's licence.
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Travel
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Substantial travel within the assigned territory is required, generally 50 to 70% of working time, including customer visits, store and distributor training, trade shows and periodic time at the RealTruck Australia office.
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📌 Territory Sales Manager (Melbourne)
🏢 ALL REALTRUCK Career
📍 Melbourne