Head of Sales

TROPAC is a family-owned Australian business with a national footprint in industrial electrical solutions, serving infrastructure, utilities, and manufacturing clients who expect reliability, technical expertise, and genuine partnership.

With recent acquisitions and strong momentum TROPAC is entering its next phase of growth. They have built a solid foundation serving industrial clients through wholesale and e-commerce channels — and are now scaling from a successful SME into a nationally recognised leader. Focused on expanding into infrastructure, utilities, and mining and larger scale projects they are seeking to appoint a seasoned strategic sales leader who has successfully led strategic growth plans and transformed business revenue significantly previously — you will have a proven track record in scaling a business from mid-market to enterprise.

About the Role

This is a strategic, high-impact leadership role based at their Sunshine Coast HQ. You'll lead a national sales team across Australia and New Zealand, including business developers, key account managers, internal sales, and technical support. You'll coach, recruit, and develop talent while owning the pipeline and stepping into major deals.

You'll report directly to the CRO and have a genuine seat at the table. You'll help shape the strategic direction of the business over the next 3-5 years — with real influence, fast decision-making, and zero red tape.

This is not a role for someone who wants to run their own client base or spend most of their time on the road. It's a pure leadership role with a 90/10 split between strategy/people management and direct selling. Travel is expected once or twice a month, mostly across the East Coast.

We're looking for someone local to the Sunshine Coast or Brisbane northside — someone who can be in the office, feel the pulse of the business, and lead from within.

What You'll Own

Team Leadership & Performance

• Lead a team of five direct reports: three salespeople, one BDM, and one internal sales team lead
• Motivate and coach using a co-created Sales Playbook
• Run weekly meetings, one-on-ones, and real-time pipeline reviews
• Set KPIs, review performance, and deliver targeted sales training
• Step in to support complex deals and client relationships

Pipeline & Account Management

• Own the pipeline across new business and key accounts
• Use NetSuite CRM to monitor activity, conversion, and forecasts
• Lead strategy and execution for top 50 accounts
• Shape proposals, negotiate terms, and build executive relationships

Commercial Strategy & Growth

• Set targets and market priorities with the owners
• Analyse margin, win/loss data, and customer feedback
• Identify new segments and cross-sell opportunities
• Improve quoting, deal reviews, and sales processes

Reporting & Market Impact

• Deliver clear reporting on team performance and market risks
• Present recommendations for new products or go-to-market changes
• Represent TROPAC at industry events and client functions

About You

You are a sales leader and have scaled businesses before — from $25M to $50M and beyond. You know how to lead people, build systems, and drive commercial outcomes. You're collaborative, decisive, and hungry to make an impact.

You'll bring:

• 5+ years in B2B sales leadership (industrial, technical, or electrical preferred)
• Proven experience recruiting, coaching, and managing performance
• Hands-on pipeline management and CRM fluency (NetSuite ideal)
• Track record winning and growing large accounts
• Strategic planning experience and board-level reporting credibility
• High standards, initiative, and a bias for action
• Polished communication and presence — someone who can hold their own around a leadership table

Bonus points for:

• Experience with national/multistate sales coverage
• Background in scaling/transforming an owner-led or family businesses
• Technical education or trades background desirable

What's on Offer

• Competitive base salary with short-term incentives and performance-based profit share
• Company vehicle (or allowance if preferred)
• Real autonomy and direct access to decision-makers
• Clear growth runway and investment behind you
• A culture built on trust, action, and backing each other

If you're ready to lead, innovate, and help scale a business with serious ambition, we'd love to hear from you. Please send your CV and a brief cover letter outlining your suitability for the role.