State Sales Manager – VIC | Foodservice / HORECA

Lead a high-performing sales team | Own the VIC market | Growing Better-for-You FMCG Brand

Our client is an established and growing Australian food & beverage manufacturer with a strong reputation for producing innovative, better-for-you products across all major domestic sales channels.

With continued growth across Melbourne’s HORECA and Foodservice markets, they are now looking for a commercially minded State Sales Manager – VIC to take ownership of the Victorian market and lead a team of three sales professionals.

This is an excellent opportunity for an ambitious sales leader who enjoys being close to the action, developing people and having genuine ownership over a state-wide sales strategy.

The Role:

Reporting into the senior leadership team, you will take responsibility for the performance, development and growth of the Victorian sales function.

You will lead a small high performing sales team, providing the mentorship, structure and accountability required to deliver against commercial targets, while also remaining close enough to the market to identify opportunities and support your team with key customers.

Your responsibilities will include:

• Lead, mentor and develop a team of three sales professionals
• Set clear expectations, KPIs and sales activity standards across the team
• Provide ongoing coaching, guidance and accountability to drive performance
• Develop and execute the Victorian sales strategy and growth plan
• Own the state sales forecast, pipeline and revenue expectations
• Analyse sales performance and identify opportunities for growth
• Maintain strong relationships with key HORECA/Foodservice End-User customers
• Support the team with major customer negotiations, new business opportunities and strategic accounts
• Identify opportunities to expand distribution, ranging and customer penetration
• Work closely with marketing, operations and supply chain to ensure the sales strategy is aligned with broader business objectives
• Bring an entrepreneurial mindset to identifying new customers, channels and commercial opportunities
• Lead from the front and remain connected to the Victorian market and customer base

About You:

We are looking for someone who combines strong sales leadership capability with an entrepreneurial mindset.

You may currently be a State Sales Manager, Sales Manager, Senior Account Manager or experienced Territory/Regional Sales professional who has stepped into team leadership.

You’ll ideally bring:

• Proven experience leading and developing sales teams
• Strong understanding of the Melbourne HORECA / Foodservice market
• Experience working with food & beverage, FMCG or a related consumer goods business
• A track record of delivering sales growth and commercial results
• Strong forecasting, pipeline management and commercial planning capability
• The confidence to hold people accountable while maintaining a positive team culture
• A hands-on approach — you’re comfortable getting into the detail rather than simply managing from a distance
• Strong customer relationship and negotiation skills
• An ability to identify opportunities and think like an owner
• High energy, resilience and a genuine desire to build something rather than simply maintain the status quo

Why Join?
This is an opportunity to join a growing, entrepreneurial food & beverage business at an exciting point in its development.

You’ll have genuine ownership of the Victorian market, the opportunity to build and develop a sales team, and the freedom to bring your own ideas and commercial approach to how the state grows.

If you’re someone who enjoys building, winning, developing people and having a tangible impact on the performance of a business, this could be an excellent next step.

Apply now or contact Josh Kehoe @ Blackbook Executive for a confidential discussion (03) 9823 7400