Key Account Manager Channel Sales - MEL

Key Account Manager – Indirect Channel / Distribution

Location: Melbourne, VIC

Territory: Victoria, Tasmania and South Australia

A global industrial automation and pneumatics manufacturer is seeking a Key Account Manager to grow its business through an established distributor network. This is a channel management role suited to someone who knows how to help another business sell their products successfully.

You’ll strengthen existing partnerships, increase sales through the channel and identify new distributors that can expand market coverage. Success will come from understanding each partner’s business, earning their trust and making your products a priority for their team.

The role

• Build commercial relationships with established and regional distributors.
• Develop account plans that increase sales and share of each partner’s activity.
• Identify, onboard and develop new distribution partners.
• Run product training and lunch-and-learn sessions.
• Join distributor sales teams on customer calls and support opportunities, tenders and projects.
• Plan regional activities that build product knowledge and engagement across the network.
• Draw on Melbourne-based Application Engineers for specialist technical support when needed.

Regional and interstate travel is part of the role, particularly while establishing relationships. Visits will be planned around a clear commercial purpose, with virtual contact used where appropriate.

About you

You’ll bring proven experience managing and growing distributor or indirect sales relationships. Your title might be Channel Manager, Distribution Manager, Partner Manager, Business Development Manager, Sales Engineer or Territory Manager; what matters is the work you’ve done through the channel.

You’ll understand the difference between selling directly to an end user and influencing a distributor to actively grow a product range. Strong commercial judgement, relationship-building skills and the ability to lead through influence will be essential.

Industrial automation, pneumatics or a related technical product background would be valuable. You do not need to be the ultimate product expert; technical support is available, and the ability to develop a productive distributor network is central to this role.