Senior Account Manager | Sales Manager - (State – Distributor Channel) - Permanent Opportunity

• Role: Senior Account Manager (State – Distributor Channel)
• Location: Sydney, Australia (Hybrid)
• Ideal Years Of Experience: 7 - 10 years

About Expert360:

Expert360 empowers more than 42,000 (and growing!) elite professionals around the world to find great work and be successful. Expert360 was founded in 2013 with a simple but powerful mission to connect amazing people with great companies to get important work done.

We believe in choice, flexibility and empowerment. We believe that if you can change the world of work, you can change the world. Come and join us in defining and bringing to life the future of work!

About the Role:

The Senior Account Manager (State) delivers profitable sales growth across an allocated state/territory by winning new business and expanding company’s customer footprint through distribution partners. This is a high-activity, prospecting-led role that builds and converts a territory pipeline in HubSpot, while enabling distributors to range, promote, stock and sell company products into priority end-user segments. The role partners closely with internal teams (marketing, customer service, supply chain) and distributor sales representatives to drive lead generation, conversion and sustainable sell-out. This is a B2B sales role reporting to the Head of Sales, covering NSW, WA and NT. You will sell a range of sustainable, compostable food packaging through a distributor-led model.

Key Functions & Responsibilities:

1. Distributor Relationship Management

• Own and grow relationships with nominated distribution partners within the state, including senior stakeholders and field sales teams.
• Create and run Joint Business Plans (JBPs) with distributors covering targets, focus categories, promotional calendars, ranging, and account priorities.
• Build distributor mindshare through a regular cadence of meetings, training and structured follow-up.

2. Territory Growth & Pipeline Execution (New Business)

• Own a state-based prospecting plan to acquire new end-user customers (via distributors) across priority segments (e.g., foodservice, cafés, venues, corporate catering, education, healthcare).
• Build and progress a qualified pipeline in HubSpot (lead capture, activity logging, deal stages and next steps).
• Convert new customers by coordinating distributor quoting, sampling, trials, onboarding, and first-order execution.
• Maintain territory cadence (call planning, weekly pipeline reviews and activity-to-outcome discipline) to lift conversion.

3. HubSpot (CRM) Responsibilities

• Maintain accurate account/contact/company records, including segmentation (territory/vertical/distributor) and stakeholder mapping.
• Qualify and follow up inbound/outbound leads, keeping lifecycle stages, sources and ownership current.
• Create and progress deals with clear close plans, next steps, values and expected close dates.
• Log key sales activity and commitments; use tasks/cadences to ensure timely follow-up and clean handovers.
• Provide weekly pipeline/activity reporting and ensure CRM hygiene (required fields, de-duplication and professional notes), including distributor/partner involvement.

4. Distributor Enablement & Sell-Out Execution

• Train and coach distributor sales teams on company’s product range, value proposition, sustainability credentials, and key applications.
• Execute joint field activity with distributor reps (ride-alongs, customer calls, site visits) to generate leads and close opportunities.
• Lift sell-out via range reviews, focus-SKU programs and in-branch visibility/merchandising where applicable.

5. Commercial Governance

• Support distributors with deal structuring, pricing guidance, and promotional mechanics while protecting company margin and brand positioning.
• Manage pricing exceptions and project opportunities in line with delegated authority and internal approvals.

6. Forecasting, Reporting & Cross-Functional Collaboration

• Provide accurate monthly forecasts and pipeline visibility using distributor demand signals and HubSpot insights.
• Work with customer service and supply chain to support onboarding, service levels, and product availability for new wins.
• Share competitive and market insights (pricing moves, new entrants, customer needs, sustainability requirements) to inform category and marketing plans.

Ideal Expert Summary:

Key Performance Indicators (KPIs)

• New customer acquisition (new logos) and first-order conversion
• Qualified pipeline value and coverage (by stage) in HubSpot
• Activity and CRM discipline (calls/visits/meetings logged; hygiene; pipeline progression) linked to conversion outcomes
• Distributor engagement: JBP execution, training completion, joint calls, and focus-SKU performance
• Territory revenue growth and gross margin performance
• Data quality: HubSpot CRM hygiene and forecast accuracy

Key Skills & Competencies

• Strong new business development capability (prospecting, qualifying, closing)
• Distributor/channel management and ability to influence without direct authority
• CRM discipline and confidence using HubSpot for pipeline management and reporting
• Commercial acumen: pricing, margins, and deal structure
• Territory planning and time management with a high-activity cadence
• Confident presentation and training skills with distributor reps and end users

Team Leadership Behaviours

• Customer-first leadership with strong commercial judgement.
• Clear communicator who builds alignment and accountability.
• Calm, decisive, and outcome-oriented, able to prioritise, course-correct and act quickly.

Business Leadership Behaviours

• Model radical collaboration and solution-seeking
• Facilitate and empower others to act
• Prioritise connection and empathy
• Deliver quick wins through better ways of working