Strategic Account Manager

Lead market expansion, shape strategy, and earn up to 30% bonus in a high-impact sales role.

The Strategic Account Manager plays a critical role in our organization and will be a key member of the ANZ sales team, focused on driving growth and expanding market share within their designated territory.

This role is responsible for cultivating relationships with both existing and prospective customers, launching new products, managing distribution channels, and achieving targets across sales, value, and margin. A core objective is to strengthen our market position through strategic business development.

Additionally, the Strategic Account Manager will lead efforts to secure new business opportunities in the Australian market via our distribution network. Success will be driven by delivering value to customers, enhancing distributor and end-user engagement through training, and sharing expertise in product specifications, applications, and sales techniques.

**This role can be based in Sydney or Melbourne - that will cover territories in New South Wales, Queensland, Victoria, South Australia, Western Australia, Tasmania, and Northern Territories, plus New Zealand

An attractive salary with 30% role related bonus is on offer for this role, for the right candidate.

Approx 60% interstate travel is required - this travel can be managed by the Strategic Account Manager as they deem appropriate

Key Responsibilities:

• Meet and exceed annual Sales and GM budgets.
• Distribution training and management.
• Maintain and grow current channel revenue.
• Develop and implement regional business plan for market share growth, in accordance with marketing objectives and project needs.
• Drive sales, product, and service strategy within the assigned region.
• Manage the distribution channel providing excellent support for all locations within the region.
• Set regional distributor and end user account objectives/goals and identify resources and timelines to achieve objectives.
• Train distribution sales staff and perform regular and frequent joint sales calls with distributors.
• Build relationships with end user accounts to create distributor pull through.
• Prospect for new accounts or new markets to gain increased market share.
• Recommend to distributor methods to grow and expand.
• Build work relationships with the ANZ Customer Success, marketing, and technical application teams, to meet and exceed our customers' needs.
• Coordinate with Technical Solutions to organize product training days, application workshops, and participate in fleet events to target both fleet and signage customers.

Minimum Required Education, Background and Experience:

• Must have distributor sales experience or understanding of distribution networks – essential.
• Minimum of 5 years' graphic sign industry experience either in materials or hardware, print shop experience - essential.
• Must possess up-to-date knowledge of market trends, product specifications, application techniques, and modern printing technologies such as solvent, eco-solvent, latex, and UV.
• Experience in the Australia/New Zealand, European, or U.S. markets is highly valued, along with a solid understanding of the materials and processes used in signage and graphics production.
• Industry background in graphics, print, or film is strongly preferred, though candidates from adjacent verticals such as automotive, fleet, or signage will also be considered.
• Available, willing, and able to travel interstate up to 60% of the time. Position will be based in New South Wales or Melbourne in the Arlon Experience Centre, with frequent, weekly travel in the territory. International travel may be required occasionally. Travel documents, such as driver license and passport are required.

Person Competencies:

• Strategic thinking & business development drive - skilled in growing market share through existing distribution partners and new accounts.
• Versatile communication & relationship management – ability to flex communication style to suit a wide range of stakeholders, from hands-on business owners like sign writers and wrappers to corporate executives. Builds trust and influence by understanding business structures and tailoring conversations accordingly.
• Highly dedicated team player with a collaborative mindset, strong influencing capabilities, and confident, articulate presence.
• Versatile and self-motivated, capable of managing the full sales cycle from cold outreach to structured lead generation, pipeline tracking, reporting, and execution.
• Values-driven individual, consistently embodying and promoting the principles of integrity, excellence, inspiration, teamwork, and accountability (aligned with Arlon's core values).
• Strong alignment with organizational goals, consistently acting in the company's best interest.

A full job description is available for shortlisted candidates.