Position Description

Job Title

Sales Director - Aerial Work Platforms & Telehandlers (For EWP/Telehandlers)

Location

National Role: mainly based in Melbourne, interstate travel will be needed

Job Overview

The Sales Director – Aerial Work Platforms and Telehandlers is responsible for leading XCMG’s sales activities for aerial work platforms (AWPs/EWPs) and telehandlers in the Australian market. The role covers direct sales to end rental companies and key accounts, agent and dealer management, new customer development, channel expansion, and the formulation and implementation of commercial policies.

The position is focused on achieving sustainable sales growth and profitability by expanding XCMG’s customer base, extend the hire companies, strengthening dealer performance, developing new market opportunities, and maintaining strong relationships with customers and channel partners.

The Sales

Director will also collect market and product feedback, coordinate with the factory on product improvements and customised configurations, and work closely with local and factory teams to support customer satisfaction.

Duties and Responsibilities

Lead direct sales of XCMG aerial work platforms and telehandlers to end rental companies and key account customers across Australia.

Build and manage the sales pipeline, prepare quotations and proposals, negotiate pricing and contract terms, drive order closure, and coordinate equipment handover to achieve annual sales targets.

Develop and maintain strong relationships with local agents and dealers, supporting their sales capability, product training,



business planning, and market activities.

Monitor dealer performance and coordinate with dealers on after-sales support to increase their contribution to overall sales.

Identify and develop new customers and market segments across Australia, including rental companies, construction and infrastructure contractors, and industrial users.

Expand the customer base through market research, industry networking, exhibitions, and targeted sales campaigns.

Collect, organize, and report customer feedback, product issues, operational requirements, and Australian market expectations.

Coordinate with XCMG factory R&D;, production, and technical teams to communicate local requirements, customer preferences, and product improvement opportunities.

Support the development of customised product configurations suitable for the Australian market, coordinating with local and factory after-sales teams to maintain product support and service quality.

Plan and drive channel development across Australia, expanding dealer, rental, and direct sales networks.

Formulate and manage commercial policies, including pricing, discounts, trading terms,



and dealer incentives; monitor competition and adjust business strategies to support growth and profitability.

Maintain regular communication and follow-up with customers, agents, and dealers to strengthen relationships and identify further business opportunities.

Requirements

Bachelor’s Degree

+8 years’ experience in the aerial work platform (AWP/MEWP) industry.

Experienced in the aerial work platform (AWP/MEWP) industry, with a strong understanding of the Australian access equipment market, customer requirements, rental business models, and dealer distribution networks.

Skilled in market development, strategic sales planning, distributor management, and key account development.

Experienced in identifying business opportunities, building long-term customer relationships, and driving sustainable growth in a competitive market.

Brings an international construction equipment background and a strong focus on commercial performance, customer satisfaction, and after-sales service excellence.

Certificates required

Current Australian driver’s license

Additional Information

- The role requires approximately 50% travel, including domestic travel and short-term international business trips, such as to China.
- Attend training and business communications at the manufacturer in China at least once per year, with each trip lasting approximately 1–2 weeks.
- Work in office for a minimum of two days each week.
- Attend monthly team meetings, participate in discussion and decision-making, submit a monthly work summary, and prepare the following month’s work plan.

📌 Sales Director (Melbourne)
🏢 XCMG Australia
📍 Melbourne