Key Account Manager

About Us
DGL Group is a leading supplier of chemicals, materials, and services to essential industries across Australia and New Zealand. As a fully integrated provider, we deliver end-to-end solutions, from manufacturing to the safe disposal of chemicals at the end of their lifecycle. Our extensive network supports bulk liquid transport, packaged transport, and logistics, ensuring smooth and efficient service delivery tailored to each industry's needs. With a trusted brand and a strong reputation in a high-risk sector, we are dedicated to providing exceptional value to DGL's loyal customers, backed by the expertise of our skilled team.

The Role
As a key member of our automotive sales team, reporting directly to the National Manager, the Key Account Manager shall be responsible for ensuring growth through winning profitable sales with continued focus on balancing volumes and margins to maximise total return, managing product and maintaining a compliant and incident free operation.

Key Responsibilities

1. Territory Ownership and Sales Performance

Responsible for managing the assigned territory using effective sales and account management strategies to achieve:

• Growth in overall sales and market share for all DGL Automotive products.

• Expansion of customer base, both geographically and across product lines.

• Promotion and sale of the full range of DGL Automotive products and services.

• Achievement of volume growth targets.

• Compliance with ACCC and DOA regulatory requirements.

• Thorough understanding of all contracts and agreements within the territory.

• Continuous improvement of cost-to-serve metrics.

2. New Business Development

Focused on acquiring and converting new customers and accounts:

• Stay current with market trends and competitor activities.

• Demonstrate a strong "Hunter" mentality to secure new business opportunities.

• Develop and manage a pipeline of prospective customers, including a structured contact plan.

• Prepare new business proposals and negotiate customer contracts.

• Develop and execute territory-specific marketing, business, and account plans.

• Ensure all required credit and supporting documentation is provided for assessment by the Credit Manager.

3. Market Intelligence and Reporting

Provide actionable insights into territory performance and competitor activity:

• Maintain a Competitor Bid Register for all pricing-related intelligence.

• Submit weekly reports containing competitor insights and market feedback.

• Maintain a strong physical presence in the field to enhance market visibility and intelligence.

4. Sales Tools and Methodologies

Effectively utilise internal tools and methodologies to meet performance targets:

• Use the DGL Automotive CRM (or other approved CRM tools) to manage customer relationships.

• Apply the following sales methodologies:

  • Platform Management

  • SEEK Process

  • Brick Walling Techniques

5. Team Collaboration

Collaborate with Area Managers and fellow DGL representatives to:

• Share market intelligence.

• Identify cross-selling opportunities.

• Maximise collective sales efforts across the region.

6. Safety and Operational Compliance

Support and contribute to a safe, efficient work environment:

• Adhere to company processes and procedures.

• Ensure customer delivery sites meet company safety standards.

• Manage travel requirements efficiently and in accordance with company guidelines.

7. Other Duties

• Undertake additional responsibilities as directed by management in support of business objectives.

Your Skills and Experience

The ideal candidate brings at least two years of sales management experience preferably from fuel, lubricants and transport industry with a strong track record of delivering results independently and under limited supervision. They have practical experience in developing and executing marketing strategies, along with a solid understanding of customer account management practices. A history of effectively managing regulatory, safety, and compliance obligations is essential. The candidate should also have demonstrated abilities in:

• Influencing and motivating teams and customers

• Successfully conducting cold calls and winning new business

• Making sound decisions, particularly in challenging or uncertain situations

• Managing their own schedule to meet sales and operational targets

Interstate Travel Required

Recruiters: We recruit internally so please don't send us candidates or contact our managers. We'll contact you if we require your support.

Privacy Collection Notice

As part of the application process, we ask you for private information such as your name, contact details, qualifications, employment experience, your right to work in the relevant location and, in some cases, medical information. If you move ahead to the next step, this will also include reference checks and potentially personality profiling. This information provides us with an insight into how suitable you are for the role.

Any information obtained is confidential and managed by the recruiting team member. We store the information securely, and it can be accessed only by nominated people in the company. It is not provided to any third party without your written consent. Where the law requires, the information may be provided in line with the legal direction. By applying for this role, you consent to the collection of private information in line with this notice.

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