Territory Sales Manager

New Business Development & Sales Hunting

• Actively identify, prospect and convert new customers across distributors, dealers, retailers, specialist 4WD and automotive accessory channels within the assigned territory.
• Maintain a consistent new-business activity level through outbound calls, customer visits, referrals, networking, industry events and targeted prospecting.
• Open new accounts and move them quickly from initial engagement to product ranging, first order and repeat purchase.
• Follow up sales leads and customer enquiries with urgency, maintaining momentum until an outcome is achieved.
• Build and manage a healthy pipeline of qualified opportunities capable of delivering territory revenue and gross margin targets.
• Demonstrate resilience, initiative and persistence when developing relationships and winning business in competitive markets.

Territory Planning & Opportunity Prioritization

• Develop and execute a structured territory plan aligned with the national sales strategy and targets set by the National Sales Manager.
• Segment customers and prospects based on sales potential, strategic fit, conversion likelihood and required effort.
• Prioritise opportunities that offer the strongest combination of revenue, gross margin, repeat sales and broader channel value.
• Maintain a disciplined weekly call and visit plan that balances prospecting, account development, training and follow-up activity.
• Review territory performance regularly and redirect time toward the customers, products and activities most likely to deliver results.
• Use customer, product and sales data to identify gaps in territory coverage, ranging and account performance.

Customer Development & Sales Maximization

• Build productive relationships with store owners, managers, sales teams, distributors, dealers and other key customer contacts.
• Develop account plans that increase product ranging, store participation, quote activity, order frequency and overall customer sales.
• Identify cross-sell and upsell opportunities across RealTruck's product portfolio and convert them into recurring revenue.
• Reactivate dormant or underperforming accounts through targeted engagement, training and commercially sound sales initiatives.
• Support agreed promotions, product launches, displays and customer programs to improve sell-through and brand visibility.
• Respond to customer issues promptly and coordinate internal support, escalating material commercial or service issues to the National Sales Manager.

Store, Distributor & Product Training

• Plan and deliver practical product and sales training for distributor, dealer and store teams throughout the assigned territory.
• Train customer teams on product features, customer benefits, application, value proposition, competitor differentiation and key selling messages.
• Build confidence in product selection, quoting, ordering and objection handling so customer teams can convert opportunities without unnecessary delay.
• Support product demonstrations and provide fitment or installation awareness within the limits of approved training and company procedures.
• Follow up training activity to measure outcomes, reinforce knowledge and convert training into product ranging, quotes, orders and repeat sales.
• Ensure RealTruck displays, point-of-sale materials and product information are current, accurate and presented consistently in participating locations.

Pipeline, Forecasting & Reporting

• Maintain accurate and timely customer, opportunity, activity and pipeline information in the company's CRM and reporting systems.
• Provide reliable territory forecasts based on qualified opportunities, customer commitments, sales trends and known risks.
• Report progress against revenue, gross margin, new-account, pipeline, customer-visit, training and conversion objectives.
• Provide the National Sales Manager with clear visibility of key opportunities, risks, competitive activity and support required.
• Manage travel and territory expenses responsibly and within approved budgets and delegated authority.

Market, Product & Cross-Functional Support

• Monitor competitor activity, customer needs, local market trends and emerging sales opportunities within the territory.
• Provide evidence-based feedback on product gaps, pricing, availability, customer experience and marketing requirements.
• Represent RealTruck professionally at trade shows, customer events, field activations and industry activities.
• Coordinate with Customer Support, Operations, Marketing, Product and other RealTruck teams to deliver customer commitments and support sales conversion.
• Operate in accordance with company policies, delegated authorities, safety requirements and applicable laws.

QUALIFICATIONS & REQUIREMENTS

Education and Experience

• At least 2 years of successful internal or external sales, business development or territory management experience.
• Experience in the Australian automotive aftermarket, 4WD, automotive accessories, retail, wholesale or a related channel is essential.
• Demonstrated success in selling a solutions based automotive product.
• Demonstrated success prospecting for new customers, opening accounts and converting sales opportunities.
• Experience delivering product or sales training to retail stores, distributors, dealers or customer teams.
• Experience using a CRM to manage sales activity, pipeline, follow-up and reporting.

Skills, Abilities, and Knowledge

• Strong hunter mentality with the confidence and persistence to initiate contact, ask for the business and close opportunities.
• Ability to prioritise competing sales opportunities based on commercial value and likelihood of conversion.
• Strong presentation and training skills, with the ability to explain technical products in clear, practical language.
• Sound negotiation, communication and relationship-building skills.
• Structured territory planning, time management and follow-up discipline.
• Commercial awareness, including an understanding of revenue, gross margin, pricing and promotional activity.
• Ability to work independently in the field while remaining accountable to agreed plans, targets and reporting requirements.
• Technical aptitude to understand and demonstrate automotive accessory products.
• Proficiency in Microsoft Office, CRM platforms and sales reporting tools.

Required Licences

• Valid Australian driver's licence.

Travel

• 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.