The Channel Business Manager is responsible for driving sales growth, profitability, and customer engagement across assigned sales channels within the Australian aftermarket business. These channels will include ( Construction/Mining/Rail/Marine/Agriculture channel ) but not be limited to.
This position is accountable for managing specific customer channels nationally, developing strategic relationships, identifying growth opportunities, and ensuring the successful execution of sales initiatives across the DRiV portfolio.
The role acts as the key point of contact between DRiV and channel partners, delivering exceptional customer service while supporting the achievement of company sales objectives.
Please note that the anticipated start date for this position is January 2027. We welcome applications from candidates who are available to commence at that time or are planning their next career move in advance.
Key Responsibilities
Channel Management:
- Develop and execute channel-specific sales plans aligned with business objectives.
- Build and maintain strong relationships with key decision-makers within assigned customer channels.
- Identify opportunities to increase market share, product penetration, and revenue growth.
- Conduct regular business reviews with customers and present performance outcomes.
- Negotiate commercial agreements, promotional programs, and customer initiatives within delegated authority.
Sales Growth
- Achieve monthly, quarterly, and annual sales targets.
- Drive growth across the Monroe, Walker, Champion, Rancho and other DRiV product portfolios.
- Identify and convert new business opportunities within assigned channels.
- Monitor sales trends and develop strategies to address gaps or maximise opportunities.
- Support the launch of new products and programs into the market.
Customer Relationship Management
- Act as the primary contact for assigned channel customers.
- Resolve customer issues and concerns in a professional and timely manner.
- Collaborate with customer service, supply chain, marketing, and technical teams to deliver customer solutions.
- Maintain regular customer contact through face-to-face meetings, virtual meetings, and business reviews.
Business Planning & Analysis
- Analyse sales data, customer performance, market trends, and competitor activity.
- Develop recommendations to improve sales performance and customer profitability.
- Prepare forecasts, reports, and presentations for management and customers.
- Maintain accurate customer records and activity within company systems.
Cross Functional Collaboration
- Work closely with Marketing to develop channel promotions and campaigns.
- Partner with Supply Chain and Operations to ensure customer requirements are met.
- Support inventory planning and forecasting activities.
- Assist with training and product education programs for customers.
Compliance & Safety
- Adhere to all company policies, procedures, and ethical standards.
- Comply with all workplace health and safety requirements.
- Complete required company training and development activities.
- Ensure compliance with customer agreements and company commercial policies.
Qualifications (Education/ Experience/ Key Competencies)
Essential
- Proven sales experience within automotive aftermarket, automotive parts, industrial, manufacturing, or related industries.
- Strong commercial and negotiation skills.
- Ability to analyse sales data and identify growth opportunities.
- Excellent communication and relationship-building skills.
- Strong planning, organisation, and time management capabilities.
- Ability to work independently while contributing to a broader sales team.
- Proficiency in Microsoft Office and CRM systems.
Preferred
- Experience managing national accounts or customer channels.
- Automotive aftermarket product knowledge.
- Experience working with wholesalers, distributors, retail groups, or trade channels.
- Knowledge of suspension, braking, filtration, ignition, emission, or ride control products.
Additional Advantage
- Automotive Knowledge and experience
- Automotive Aftermarket sales experience
Others (optional – if applicable e.g. travel frequency)
- Regular interstate travel will be required to support customer engagement, business reviews, industry events, and channel development activities.
