/n /n /n Sales Manager - Landfill (Wollert Landfill, Victoria) Purpose/n

/n The Sales Manager - Landfill is responsible for leading the commercial and sales performance of Wollert Landfill in the Southern Region (Victoria). /n

/n The role is focused on maximising profit through disciplined topline management, effective pricing, customer development, and active sales of landfill void space and approved incoming material streams. /n This position works closely with the Landfill Operations, Compliance, and Regional Leadership Teams to ensure commercial activity supports safe, compliant, and profitable landfill utilisation. /n

/n Key Responsibilities /n

Topline & Margin Management/n /n

- Maximise landfill revenue, price realisation, and contribution margin through active management of rates, volumes, mix, and customer profitability.

/n Void Space Sales/n /n

- Sell available void space strategically, balancing short-term revenue with long-term landfill capacity value and approved operating plans.

/n Incoming Material Streams/n /n

- Identify, secure, and manage approved inbound material streams that optimise profitability while meeting environmental, planning, and licence requirements.

/n Customer & Market Development/n /n

- Build strong relationships with: Waste contractors Civil contractors Construction customers Councils Relevant market participants

/n Commercial Discipline/n /n

- Maintain: Price lists Contract terms Customer segmentation Pipeline reporting Forecast accuracy

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- Ensure disciplined approval of non-standard rates.

/n Operational Alignment/n /n

- Work closely with landfill operations teams to ensure sales decisions align with: Site capacity Material acceptance criteria Traffic management requirements Safety obligations Compliance requirements

/n Sales Growth & Commercial Performance/n /n

- Deliver profitable sales growth for Wollert Landfill through:Active customer management Pricing discipline Market development

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- Understand:Landfill economics Void space value Material acceptance requirements The relationship between commercial decisions and operational capacity

/n Pipeline & Opportunity Management/n /n

- Develop and maintain a solid sales pipeline for approved incoming material streams, including: Tender opportunities Major project volumes Recurring customer demand

/n Commercial Negotiation/n /n

- Negotiate rates and commercial terms within delegated authority.

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- Ensure pricing decisions support: Margin growth Compliance Long-term asset value

/n Stakeholder Collaboration/n /n

- Work closely with operations teams to confirm: Material suitability Delivery timing Customer service levels Weighbridge processes Site constraints





/n Reporting & Market Intelligence/n /n

- Provide clear: Sales forecasts Customer insights Market intelligence Performance reporting

/n /n to the Landfill Divisional Manager. Administration & Governance/n /n

- Undertake sales administration activities in partnership with the National Credit, Sales & Marketing Teams.

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- Represent the business professionally and ensure all commercial activity complies with: Safety requirements Environmental obligations Planning requirements Licence conditions Governance standards

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/n Skills & Experience /n

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- Proven sales or commercial management experience within:Landfill Waste management Recycling Construction materials Civil infrastructure Related heavy industry sectors

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- Strong capability in:Pricing Negotiation Customer management Account development

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- Commercial understanding of:Revenue management Margin management Volume and mix optimisation Contract management Forecasting

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- Ability to work within:Safety requirements Environmental regulations Planning requirements Landfill licence obligations

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- Knowledge of Victorian waste and resource recovery markets, including:Landfill levy dynamics Contaminated soils Construction and demolition waste Clean fill and spoil Inert materials Beneficial reuse opportunities

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- Experience using:Weighbridge systems Customer contracts Tender processes CRM platforms Market reporting tools Sales pipeline management systems

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- Existing industry relationships across:Waste contractors Civil contractors Major projects Local government Construction customers throughout Victoria

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/n Qualifications /n Tertiary qualifications in one of the following disciplines are desirable: /n /n

- Business

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- Commerce

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- Sales

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- Environmental Management

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- Waste Management

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- Related discipline

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/n Equivalent commercial experience within waste, landfill, construction materials, or civil contracting will also be highly regarded. /n

/n Key Competencies Commercial Competence/n /n

- Strong sales, pricing, negotiation and account management capability.

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- Practical understanding of: Landfill economics Void space value Incoming material streams Customer profitability

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- Ability to convert market intelligence and customer opportunities into profitable, compliant outcomes.





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- Strong forecasting, pipeline management, reporting and performance tracking discipline.

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Customer Focus & Ownership/n

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- Build trusted and professional relationships with customers, contractors and internal stakeholders.

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- Take ownership of opportunities from lead generation through to: Pricing Approval Delivery Follow-up

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- Balance customer service with commercial discipline, operational constraints and compliance requirements.

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- Respond quickly and professionally to opportunities, issues and changing market conditions.

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Profit & Performance Focus/n

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- Drive profitable topline growth through disciplined rate, volume and mix management.

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- Identify opportunities to: Improve margin Strengthen customer mix Protect long-term void space value

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- Use data, market insights and customer intelligence to support decisions and recommendations.

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- Demonstrate urgency, initiative and accountability for sales outcomes.

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Communication & Collaboration/n

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- Communicate effectively with:Customers Operations teams Environmental teams Finance teams Senior leadership

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- Demonstrate strong:Persuasion skills Negotiation skills Influencing capability

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- Establish trusted and productive working relationships.

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- Promote close collaboration between sales and site operations to achieve safe, compliant, and profitable outcomes.

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Entrepreneurial Mindset/n

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- Consider external factors including:Market conditions Competitor activity Landfill levy impacts Regulatory requirements Customer needs

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- Evaluate long-term risks and opportunities relating to:Void space utilisation Customer mix Asset value

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- Identify new:Material streams Projects Customer opportunities

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- Adapt positively to changing market conditions and business requirements.

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Sustainable & Responsible Management/n

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- Ensure occupational health and safety requirements are met.

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- Support environmental protection and responsible material acceptance practices.

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- Avoid conflicts of interest.

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- Comply with all applicable:Laws Regulations Licence conditions Internal governance requirements

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- Demonstrate social responsibility and protect the reputation of the business.

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Why Join Heidelberg Materials?/n This is a unique opportunity to take ownership of the commercial performance of one of Victoria's key landfill assets, driving revenue growth, customer development and long-term value creation while working closely with operational and leadership teams in a safety-focused and environmentally responsible business. /n

📌 Landfill Sales Manager (Germantown)
🏢 Heidelberg Materials
📍 Germantown