Area Sales Manager - Victoria

Job Title: Area Sales Manager
Location: Melbourne or Regional, Victoria
Reports to: Managing Director
Department: Sales – Manitou Australia

General Accountability

The Area Sales Manager is responsible for organising and managing the sales activities of Manitou Australia and its dealer network within an assigned territory. The primary objective is to represent Manitou professionally, strengthen the brand’s position in the market, and drive sustainable growth.

In addition to managing a geographic area, the role may include responsibility for a specific Manitou Group product line, as assigned by the Managing Director, to support internal development and external promotion efforts.

This position reports directly to the Managing Director and collaborates with the National Product & Sales Manager, Customer Service Manager, and Finance Manager to ensure a cohesive, cross-functional approach.

Key Duties & Responsibilities

Territory & Dealer Management

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  Act as the primary liaison between Manitou Australia and the dealer network within the assigned region.
  
  

  
  


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  Promote and support sales of Manitou Group products and services primarily through the dealer channel.
  
  

  
  


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  Conduct regular visits to dealer sites and customer locations to maintain strong engagement and representation.
  
  

  
  


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  Monitor dealer performance and provide ongoing guidance to support growth and alignment with company objectives.
  
  

  
  


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  Identify opportunities for dealer improvement or expansion, and assist with onboarding or restructuring as needed.
  
  

  
  

Sales Delivery & Customer Retention

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  Drive revenue and market share in the designated area by implementing strategic sales initiatives.
  
  

  
  


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  Meet or exceed territory sales targets, including dealer-specific objectives and KPIs.
  
  

  
  


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  Identify and engage with key accounts to build lasting relationships, understand business needs, and provide tailored solutions.
  
  

  
  


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  Work closely with dealers to convert enquiries into sales, ensuring high levels of customer satisfaction and repeat business.
  
  

  
  

Market & Product Development

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  Gather and report on competitor activity, pricing, and customer preferences to support strategic planning.
  
  

  
  


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  Monitor market trends and customer expectations to identify new opportunities or required product developments.
  
  

  
  


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  Support the growth and promotion of designated Manitou Group product lines within the wider sales and marketing strategy.
  
  

  
  

Internal Collaboration

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  Liaise with Service and Parts departments to ensure customers and dealers receive timely, effective support.
  
  

  
  


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  Coordinate with the Finance Manager regarding credit, account management, and administrative procedures.
  
  

  
  


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  Work with Manitou Group’s Sales & Marketing and Finance (DLL) teams to ensure alignment across business units.
  
  

  
  

Reporting & Administration

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  Maintain accurate and up-to-date records of pricing, sales activity, dealer performance, and market data.
  
  

  
  


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  Submit regular reports to senior management detailing territory performance, forecasts, and strategic insights.
  
  

  
  


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  Ensure compliance with company policies, commercial guidelines, and brand standards.
  
  

  
  

Training & Development

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  Ensure dealer teams are adequately trained on the Manitou product range, features, and benefits.
  
  

  
  


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  Organise and deliver product or sales training as required, often in collaboration with internal departments.

  
  

Required Skills & Competencies

Leadership & Planning

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  Demonstrated ability to plan and execute effective sales strategies.
  
  

  
  


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  Comfortable setting and managing budgets and performance targets.
  
  

  
  


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  Strategic thinker with a focus on achieving measurable outcomes.
  
  

  
  

Commercial & Entrepreneurial Mindset

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  Proven experience in developing new business opportunities.
  
  

  
  


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  Ability to motivate and influence dealer sales teams.
  
  

  
  


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  Resilient, self-motivated, and results-oriented.
  
  

  
  

Interpersonal & Communication Skills

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  Excellent communication skills, both verbal and written.
  
  

  
  


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  Able to present ideas clearly and build rapport with a variety of stakeholders.
  
  

  
  


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  Collaborative team player who also thrives when working independently.
  
  

  
  

Technical & Digital Proficiency

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  Competent in Google Workspace, CRM systems, and general business software.
  
  

  
  


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  Capable of producing detailed reports and analyses to inform decision-making.
  
  

  
  

Qualifications & Experience

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  Minimum 5 years’ experience in sales or dealer/channel management within construction, industrial, or material handling equipment.
  
  

  
  


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  Strong background in regional sales, ideally with national dealer networks.
  
  

  
  


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  Practical, grounded personality with a “hands-on” approach.
  
  

  
  


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  Strong English language skills and confidence in presentations and negotiations.
  
  

  
  

Travel Requirements

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  Based in Victoria, this role requires frequent travel within the assigned territory (approx. 60%).
  
  

  
  


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  Additional travel to other parts of Australia or internationally may be required from time to time, as directed by the Managing Director.
  
  

  
  

Key Stakeholders

Internal:

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  All departments at Manitou Australia
  
  

  
  


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  Manitou Group Sales & Marketing
  
  

  
  


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  Manitou Finance (DLL)
  
  

  
  

External:

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  Dealer network
  
  

  
  


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  End-user customers within the assigned territory