Key Account Parts Manager

Please note: This position could be based in QLD, NSW, VIC or WA.

Primary Purpose

The Key Account Parts Sales Manager is responsible for driving profitable Parts growth, Genuine Parts penetration, Extended product range growth and Parts share of wallet across National Fleet and major retail customers.

The role provides specialist Parts commercial leadership across key account planning, customer engagement, dealer execution, performance insight and system adoption, ensuring customer needs are converted into practical, commercially sound Parts solutions across Volvo, Mack and UD.

Key Responsibilities

Parts Growth and Key Account Performance

• Drive profitable Parts revenue growth, Genuine Parts penetration, extended product range growth and Parts share of wallet across National Fleet and major retail customers through targeted account planning, disciplined opportunity conversion and commercially focused execution.
• Own the Parts growth plan for assigned key accounts, using customer insights, fleet population data, spend patterns and service market information to identify opportunities, mitigate risks and translate fleet potential into measurable sales, penetration and margin outcomes.
• Build and maintain a robust opportunity pipeline, prioritising actions that improve customer retention, loyalty and long-term commercial value.

Customer Engagement and Integrated Parts Solutions

• Act as the specialist Parts commercial lead in customer discussions where Parts opportunities, pricing, penetration, supply support or commercial risks are in scope.
• Develop strong working relationships with national fleet customers, major retail accounts, dealer stakeholders and internal teams to understand customer operating models, buying behaviours and support expectations, and translate these into practical and commercially sound Parts solutions.
• Work closely with the National Fleet Services Manager and broader Commercial Crew to align Parts actions to the wider customer relationship plan and integrated service market solution.

Dealer Execution and Commercial Governance

• Drive effective dealer execution of national Parts agreements, commercial programs and account-specific actions across Volvo, Mack and UD dealer channels.
• Support implementation and performance of approved customer arrangements, including Basket of Parts, volume-based incentives and related commercial initiatives, ensuring execution discipline, pricing alignment, rebate control and commercially sustainable outcomes.
• Influence dealer and internal stakeholders to improve consistency, responsiveness and realised customer value across the Parts customer journey.

Performance Insight, Reporting and Continuous Improvement

• Monitor and report Parts performance across revenue growth, loyalty, penetration, margin quality, rebate control, pipeline conversion and customer account activity, providing clear insights and recommendations to the Director, Parts Commercial & Network Performance, the National Fleet Services Manager and the broader Commercial Crew.
• Use customer, dealer and performance data to identify trends, gaps and improvement opportunities, and drive corrective actions that strengthen commercial execution and customer outcomes.
• Support continuous improvement in Parts commercial practices, customer agreements, system adoption and service market processes to improve visibility, execution discipline and overall performance across National Fleet and major retail accounts.

Educational Qualifications

• Tertiary qualifications in Business, Commerce, Marketing, Supply Chain or a related discipline are preferred, or equivalent relevant industry experience.

Business Experience & Attributes

• Demonstrated experience in Parts sales, aftersales, service market, key account management or commercial roles within the heavy vehicle, automotive, transport or related sectors.
• Strong understanding of Parts commercial drivers, including Genuine Parts penetration, pricing, margin, rebate structures, dealer execution and customer retention.
• Experience working with dealer or distributed network environments, with the ability to influence outcomes without direct operational control.
• Proven ability to identify, develop and convert commercial growth opportunities within customer or account-based environments.
• Strong commercial acumen, including the ability to balance revenue growth, margin quality and long-term customer value.
• Experience engaging directly with fleet customers, key accounts or major commercial customers is highly regarded.
• Well-developed analytical capability, including use of customer, sales and performance data to identify trends, opportunities and required actions.
• Strong stakeholder management and influencing capability, with the ability to work effectively across customer, dealer and internal matrix environments.
• Understanding of the Australian heavy vehicle aftermarket and service market environment, including dealer, fleet and customer dynamics.