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Role Overview

The Sales Manager is a customer facing role responsible for driving profitable sales growth across Truck & Trailer Refrigerated Freight Companies, Truck Body Builders and Trailer OEM customer segments in Victoria. Reporting to the Director – National Sales, this role owns the end-to-end customer relationship – from opportunity identification and quoting through to order conversion, delivery and after-sales support – and plays a key part in executing the national sales strategy at the account level.

The Sales Manager manages an assigned portfolio of customer accounts according to Carrier’s customer tier structure, tailoring the frequency, depth and style of engagement to the value and strategic importance of each account. This is a senior, experience-based role focused on the depth, continuity and trust of key customer relationships.

Key Responsibilities

• Manage and grow a portfolio of Refrigerated Freight Companies, Truck Body Builders and Trailer OEM customers across Victoria.

• Develop accurate technical equipment specifications, product configurations, BOM pricing and customer quotations within Salesforce.

• Build trusted, long-term customer relationships through regular face-to-face engagement, site visits and strategic account management.

• Develop and execute account sales plans to drive profitable revenue growth, market share and new business opportunities.

• Prepare and present complex quotations, proposals and tenders, negotiating commercial terms while protecting margin and profitability.

• Manage opportunities through the full sales cycle, from identification and quoting through to order conversion, delivery and after-sales support.

• Provide accurate pipeline, demand and forecasting information while monitoring customer needs, market trends and competitor activity.

• Partner with Finished Goods, Parts, Service and senior leadership to deliver a seamless customer experience and grow aftermarket and lifecycle revenue.

Key Competencies

• Minimum 8 years’ experience in field sales, account management or a technical customer-facing role within transport refrigeration, fleet, cold chain, HVAC-R, heavy equipment or a related industry.

• Demonstrated experience developing and reviewing technical equipment specifications, product configurations and Bill of Materials (BOM) pricing.

• Advanced quotation and tendering capability, including complex proposals involving multiple products, options, aftermarket components and lifecycle services.

• Strong commercial and numerical capability, with advanced Excel skills and experience analysing pricing, operational and market data.

• Proven ability to build and maintain long-term relationships with fleet operators, OEMs, dealers, body builders or other strategic technical customers.

• Strong commercial acumen across pricing, negotiation, contract terms, margin management, demand forecasting and aftermarket sales.

• High attention to detail with experience managing multiple quotations, configurations, pricing scenarios, pipeline and forecasting through Salesforce CRM/CPQ or similar systems.

• Excellent communication and relationship-management skills, with the ability to work autonomously in a field-based role and travel regularly throughout Victoria and interstate as required.

• Improvement - Seeks opportunities to improve estimating processes, tools and business outcome

Our commitment to you

Our greatest assets are the expertise, creativity and passion of our employees. We strive to provide a great place to work that attracts, develops and retains the best talent, promotes employee engagement, fosters teamwork and ultimately drives innovation for the benefit of our customers. We strive to create an environment where you feel that you belong, with diversity and inclusion as the engine to growth and innovation. We develop and deploy best-in-class programs and practices, providing enriching career opportunities, listening to employee feedback and always challenging ourselves to do better. This is The Carrier Way.

Join us and make a difference.

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Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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