Business Development Mgr for Heavy Duty (Automotive Replacement & Hydraulics)
About this role
Essential Duties and Responsibilities
Role Summary
The National BDM Heavy Duty is a field-based position, responsible for developing and executing strategic sales plans to achieve Automotive Replacement (AR), Heavy Duty (HD), and Hydraulic growth objectives across Australia.
Key Responsibilities
Sales Growth & Account Management
- Develop and execute a national key account strategy aligned to Gates ANZ objectives
- Drive sales growth across Heavy Duty, Hydraulics, and Industrial Hose
- Grow share within existing customers and expand into new segments
- Identify and secure new distributors and key account opportunities
Distributor & Key Account Leadership
- Manage relationships with key Australian distributors
- Support and grow partnerships with national accounts and fleet operators
- Lead joint business planning and commercial negotiations
Field Sales & Team Enablement
- Work closely with TSMs in the HD market on identifying market opportunities.
- Provide customer training and support
Hydraulics Growth Focus
- Lead expansion of Gates’ HD-on highway hydraulics footprint across Australia
- Identify opportunities in Heavy Duty on Highway sectors
- Will co-plan with the General Manager-AR strategic direction involving HD
Customer Engagement
- Conduct regular customer visits
- Deliver product training and technical support
- Build strong industry networks
Sales Operations
- Maintain customer data, visit reports and pipeline tracking in CRM
- Use data insights to drive performance
- Contribute to forecasting and planning
Keys to Success
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Ability to analyze current market and key market players
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Strong understanding of hydraulic systems, heavy duty automotive components (trucks, mining, construction equipment), and failure modes and replacement cycles
Requirements and Preferred Skills
- Minimum 8 years of account management experience
- A technical qualification or the equivalent years in market or sales experience
- Proven solid experience in automotive, heavy-duty or hydraulic sales
- Strong understanding of the Australian aftermarket landscape
- Excellent commercial and negotiation skills
- Strong technical product knowledge
- High level communication and relationship skills
Company at a glance
We are a leading manufacturer of application-specific fluid power and power transmission solutions. At Gates, we are driven to push the boundaries of materials science to engineer products that continually exceed expectations.
We don’t rest on our rich heritage of innovation. We leverage it to inspire solutions that will power the next hundred years. We invest continually in R&D and technology, so our products not only outperform industry standards; they exceed our customers’ demanding expectations. We invest in our people, bringing real-world experience that enables us to solve our customers’ diverse challenges of today and anticipate those of tomorrow. And we are constantly expanding our product catalog and value-added service offerings to support every facet of our customers’ operations. In the most extreme environments and those more familiar, Gates is there with the right product, in the right place at the right time. Whether building original equipment or maintaining products in the aftermarket, we enable companies in every industry to be more efficient, productive, and profitable. We are Gates.
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