Business:  Hiab
Job Function:  Sales

Melbourne, VIC, AU

National Sales Manager, HIAB

As pioneers and global leader, Hiab is ambitious to write forward our success story, inspiring and shaping our industry. The world in which we operate with our class-leading products, intelligent services and innovative digital solutions is constantly changing.


Together, we keep everyday life moving to build a better tomorrow.


Purpose of the position

The purpose of the job is to control and direct the national sales organization, including state branch and dealer performance, across the range of industrial products and solutions.

Main tasks and responsibilities

Industry knowledge and external focus

  • Stay up to date with economic, technical and environmental trends impacting Cargotec customers across all market sectors.
  • Stay up to date with activities and requirements of major customers, partners and competitors

Business Planning

  • Participates in business planning as a core member of the management team.
  • Participates in sales forecasts and feasibility studies for new products and services.
  • Prepares national sales targets and budgets, and accounts for variances in results.       
  • Consolidate Market Area reports on business operations and provide to Cargotec APAC management as required
  • Manage Product Management function to facilitate optimization of the range of products suitable for the Australian and NZ Markets
  • Develop and issue sales team and dealer targets and KPI’s, measure performance and consult regarding performance vs Required results
  • Establish Value Analysis based pricing of Hiab product and manage all discount and Pricing policies within company guidelines

Sales Performance

  • Implement approved sales and marketing policies and ensures that the sales function achieves objectives with maximum profitability.
  • Ensure measurements of customer satisfaction are maintained and ensure active response in the Market Area to effectively resolve customer complaints
  • Ensure that the dealer and direct sales network is managed and supported to achieve maximum profitability, market growth and customer satisfaction.
  • Controls, directs and motivates an Australia-wide sales force operating through an integrated network.
  • Manage the allocation of sales force to tasks and directs their training ad motivational development.
  • Ensures that sales activity disciplines are maintained and that performance management is carried out for all sales staff.
  • Oversees the implementation and maintenance of sales commission structure and sales incentive programs
  • Establish critical performance KPI’s and manage the analysis of performance and reporting
  • Manage the company’s inventory investment through order process, sales and marketing strategies and timely and adequate corrective action to achieve inventory targets.
  • Through direct report Engineering management, provide value add sales support to customers, dealers and direct sales team.

People Development

  • Ensure all employees are aware of sales issues, performance, KPI’s and requirements
  • Develop effective and efficient people management and motivation practices throughout the sales and dealer team.
  • Ensure the training and motivational development of sales staff nationally.

Salary for the role is negotiable depending on experience. This is a great opportunity to join a global market leader. You must have the applicable rights to work in Australia to be considered.

This role has been approved as a direct only hire, as such any Agency referrals will not be accepted.

What you’ll need to succeed


  • Tertiary qualifications in marketing, commerce or a similar field


  • Minimum of 8 years experience in industrial sales across different job levels
  • Experience in selling into the mining, truck, construction or local government market sectors

Skills & Knowledge

  • Product knowledge and knowledge of sales management principles
  • Customer relationship management skills
  • Effective time management skills
  • People management and development skills
  • Negotiation skills
  • Sound communication skills (written and verbal)
  • Excellent interpersonal skills (ability to deal with all stakeholders in the business)
  • Understanding of business finance and commercial acumen


  • Customer orientated 
  • Team player
  • Excellent work ethic and leadership
  • Ability to get things done
  • Stress tolerance
  • Cultural sensitivity and adaptability

You will be part of

We offer you a position in a global organisation where you are challenged with interesting and diverse tasks. These tasks will provide a great opportunity for you to grow professionally.

Interested to join?

If you are excited about this opportunity, please submit your application with salary request and CV.


Hiab is part of Cargotec

Hiab is the world's leading provider of on-road load handling equipment, intelligent services and digitally connected solutions. As the industry pioneer, Hiab's more than 3,300 employees worldwide focus on our commitment to increase efficiency in our customers' businesses and to shape the future of intelligent load handling.


Hiab's offering encompasses class-leading load-handling equipment, including HIAB loader cranes, LOGLIFT and JONSERED forestry and recycling cranes, MOFFETT truck mounted forklifts, MULTILIFT demountables, and tail lifts under the ZEPRO, DEL, and WALTCO fabrands. Hiab's ProCareTM service, award-winning HiVisionTM crane control system, and HiConnectTM platform demonstrate our constant drive to provide intelligent services and connected solutions that add value to our customers.


Hiab is part of Cargotec. Cargotec's (Nasdaq Helsinki: CGCBV) sales in 2022 totalled approximately EUR 4 billion and it employs around 11,500 people.