Territory Sales Manager

This is a fully remote position, open to applicants in Australia.

📋 Description

• Identify, target, and secure new customers through distributors, dealers, retailers, and specialist 4WD and automotive accessory channels.

• Establish new accounts and facilitate their progression from initial engagement to product selection, first order, and repeat business.

• Follow up on sales leads and customer inquiries.

• Build and manage a qualified sales pipeline to support revenue and gross margin targets within the territory.

• Develop and implement a structured territory plan that aligns with the national sales strategy.

• Segment and prioritize customers and opportunities based on their commercial potential.

• Cultivate relationships with store owners, managers, sales teams, distributors, dealers, and other key stakeholders.

• Create account plans aimed at increasing product range, store participation, quote activity, order frequency, and customer sales.

• Identify and convert cross-sell and upsell opportunities within RealTruck's product range.

• Reactivate dormant or underperforming accounts.

• Support promotions, product launches, displays, and customer programs.

• Address customer issues and coordinate internal support efforts.

• Plan and deliver product and sales training for distributor, dealer, and store teams.

• Educate customer teams on product features, benefits, applications, value propositions, competitor differentiation, and sales messages.

• Assist with product demonstrations and installation awareness within approved procedures.

• Maintain accurate records of customers, opportunities, activities, and pipeline data in CRM and reporting systems.

• Provide territory forecasts and report on progress against revenue, gross margin, new accounts, pipeline, visits, training, and conversion objectives.

• Keep the National Sales Manager informed of opportunities, risks, competitive activities, and support needs.

• Manage travel and territory expenses in accordance with approved budgets.

• Monitor competitor activities, customer needs, local market trends, and emerging opportunities.

• Offer feedback on product gaps, pricing, availability, customer experience, and marketing needs.

• Represent RealTruck at trade shows, customer events, field activations, and industry activities.

• Collaborate with Customer Support, Operations, Marketing, Product, and other teams to fulfill customer commitments and facilitate sales conversions.

• Operate in compliance with company policies, delegated authorities, safety requirements, and applicable laws.

⛳️ Requirements

• Minimum of 2 years of successful experience in internal or external sales, business development, or territory management.

• Essential experience in the Australian automotive aftermarket, 4WD, automotive accessories, retail, wholesale, or a related channel.

• Proven success in selling solutions-based automotive products.

• Demonstrated ability to prospect for new customers, establish accounts, and convert sales opportunities.

• Experience providing product or sales training to retail stores, distributors, dealers, or customer teams.

• Proficient in using a CRM to manage sales activities, pipeline, follow-up, and reporting.

• Strong hunter mentality with confidence and persistence to initiate contact, request business, and close opportunities.

• Ability to prioritize competing sales opportunities based on their commercial value and likelihood of conversion.

• Excellent presentation and training skills, with the capability to explain technical products in clear, practical terms.

• Strong negotiation, communication, and relationship-building abilities.

• Organized in territory planning, time management, and follow-up discipline.

• Commercial awareness, including knowledge of revenue, gross margin, pricing, and promotional activities.

• Ability to work independently in the field while remaining accountable to plans, targets, and reporting obligations.

• Technical aptitude to understand and demonstrate automotive accessory products.

• Proficiency in Microsoft Office, CRM platforms, and sales reporting tools.

• Valid Australian driver's license.

🏝️ Benefits

• Commission-based sales role.

• Significant travel within the assigned territory, typically 50 to 70% of working time.

• Periodic time spent at the RealTruck Australia office.