Sales Manager

Pacific National

Location: Melbourne

Job Type: Full time


Perfection not required
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Sales Manager

  • Melbourne based, permanent role for essential services provider
  • Dynamic, large business with strong market presence, asset base and vast network
  • Develop and manage key accounts within intermodal logistics sector characterised by expansion and opportunity

Pacific National is committed to diversity in our workforce and encourages women and Aboriginal and Torres Strait Islander people to apply.

About the role

Reporting to the Senior Sales Manager Intermodal, the Sales Manager Intermodal will be responsible for delivering profitable growth both through the expansion of existing services in the assigned portfolio of major accounts as well as through the implementation of new product and logistics solutions with existing and new customers. With the future arrival of inland rail and many benefits of modal shift from road to rail, particularly environmental gains, this role constitutes an exciting opportunity with much scope and possibilities. Pacific National are well poised to lead the industry and grow rail’s share of the freight market within Australia.

As part of an experienced national team focused on initiatives to drive customer centricity, this role will be based at Melbourne Freight Terminal.

Key responsibilities include:

  • Seek and pursue new leads and opportunities with existing and new customers
  • Lead contract negotiations and any contract changes involving revenue generation activities
  • Define and establish relationships with key customer decision makers, stakeholders and influencers
  • Develop Strategic Account Planning within the assigned portfolio including long term growth strategy
  • Build, develop, monitor and execute pipeline of opportunities and deliver against the established strategic plan including targets, budgets and performance
  • As the voice of the customer, understand customer needs, key decision making criteria, metrics, market and competitors, ensuring customer insights are incorporated into product line strategies and customer solutions
  • Develop and deliver proactive solutions for customers that drive added value and profitability for Pacific National and the customer
  • Develop, in conjunction with Customer Service Team, an effective Customer Relationship Plan with major customers assigned to their portfolio.

About you

To be successful in this role, candidates will possess a logistics, intermodal freight or container supply chain background, combined with strong commercial sales experience.

The successful candidate will also possess the following skills, experience and attributes:

  • Demonstrated proven experience in sales and key account management, ideally in large, complex organisations
  • Strong experience in direct customer contact and negotiation, and in building strong relationships with customers
  • Outstanding communication and interpersonal skills, including the ability to listen and question
  • Ability to negotiate and follow-through on client contracts
  • Proven planning and time management skills, and experience working towards measurable sales targets
  • Strong analytical ability and proficiency with CRM systems.

The benefits

We value diversity, inclusion, collaboration and the contribution of each of our employees. Working for us will enable you to take ownership of your career and gain access to the following benefits:

  • Opportunities for growth and career development
  • Access to mentoring programs
  • Opportunities to join our I&D employee committees
  • Recognise, celebrate and achieve via our Achievers program
  • Flexible working arrangements
  • 12 weeks paid parental leave for primary carer at full pay following 12 months of service
  • Opportunity to purchase additional annual leave
  • Provision of Salary Continuance Insurance
  • Novated leasing and discounts on selected health insurance funds, travel, gyms, retail brands, vehicles and more.
  • We are a WORK180 Endorsed Employer, for a list of all of our Benefits and Policies click here

About us

Pacific National (PN) is the largest provider of diversified rail freight services in Australia. We haul a variety of freight including coal, intermodal containers, steel, and a range of bulk commodities and materials that keep the region’s economy, businesses and households running. We operate nationally with approximately 3,500 staff in over 90+ sites across Australia.

Join us as we continue to transform our business and shape the rail freight industry, to achieve our vision of becoming Australia’s recognised leader for safe, innovative and sustainable rail freight solutions.

We are seeking applicants who share our values: Make it simple, Share more, Kindness, Gratitude, Curiosity, and Own it. These values help us achieve strong connections with everyone we work with, and play an important part in motivating us all to do our best work.

Closing date

Applications close on 6th October 2022.

Next steps

Are you ready to be part of our future?

To apply, please click on the 'Apply' button below and follow the prompts.

To find out more about Pacific National, our benefits and opportunities we offer, visit our careers page:

Home Safely Every Day – Pacific National’s top priority is getting you home to your family safely every day.

You’ve got this!