Sales Manager - Landfill (Wollert Landfill, Victoria)
Purpose
The Sales Manager - Landfill is responsible for leading the commercial and sales performance of Wollert Landfill in the Southern Region (Victoria).
The role is focused on maximising profit through disciplined topline management, effective pricing, customer development, and active sales of landfill void space and approved incoming material streams.
This position works closely with the Landfill Operations, Compliance, and Regional Leadership Teams to ensure commercial activity supports safe, compliant, and profitable landfill utilisation.
Key Responsibilities
Topline & Margin Management
- Maximise landfill revenue, price realisation, and contribution margin through active management of rates, volumes, mix, and customer profitability.
Void Space Sales
- Sell available void space strategically, balancing short-term revenue with long-term landfill capacity value and approved operating plans.
Incoming Material Streams
- Identify, secure, and manage approved inbound material streams that optimise profitability while meeting environmental, planning, and licence requirements.
Customer & Market Development
- Build strong relationships with: Waste contractors Civil contractors Construction customers Councils Relevant market participants
Commercial Discipline
- Maintain: Price lists Contract terms Customer segmentation Pipeline reporting Forecast accuracy
- Ensure disciplined approval of non-standard rates.
Operational Alignment
- Work closely with landfill operations teams to ensure sales decisions align with: Site capacity Material acceptance criteria Traffic management requirements Safety obligations Compliance requirements
Sales Growth & Commercial Performance
- Deliver profitable sales growth for Wollert Landfill through:Active customer management Pricing discipline Market development
- Understand:Landfill economics Void space value Material acceptance requirements The relationship between commercial decisions and operational capacity
Pipeline & Opportunity Management
- Develop and maintain a strong sales pipeline for approved incoming material streams, including: Tender opportunities Major project volumes Recurring customer demand
Commercial Negotiation
- Negotiate rates and commercial terms within delegated authority.
- Ensure pricing decisions support: Margin growth Compliance Long-term asset value
Stakeholder Collaboration
- Work closely with operations teams to confirm: Material suitability Delivery timing Customer service levels Weighbridge processes Site constraints
Reporting & Market Intelligence
- Provide clear: Sales forecasts Customer insights Market intelligence Performance reporting
to the Landfill Divisional Manager.
Administration & Governance
- Undertake sales administration activities in partnership with the National Credit, Sales & Marketing Teams.
- Represent the business professionally and ensure all commercial activity complies with: Safety requirements Environmental obligations Planning requirements Licence conditions Governance standards
Skills & Experience
- Proven sales or commercial management experience within:Landfill Waste management Recycling Construction materials Civil infrastructure Related heavy industry sectors
- Strong capability in:Pricing Negotiation Customer management Account development
- Commercial understanding of:Revenue management Margin management Volume and mix optimisation Contract management Forecasting
- Ability to work within:Safety requirements Environmental regulations Planning requirements Landfill licence obligations
- Knowledge of Victorian waste and resource recovery markets, including:Landfill levy dynamics Contaminated soils Construction and demolition waste Clean fill and spoil Inert materials Beneficial reuse opportunities
- Experience using:Weighbridge systems Customer contracts Tender processes CRM platforms Market reporting tools Sales pipeline management systems
- Existing industry relationships across:Waste contractors Civil contractors Major projects Local government Construction customers throughout Victoria
Qualifications
Tertiary qualifications in one of the following disciplines are desirable:
- Business
- Commerce
- Sales
- Environmental Management
- Waste Management
- Related discipline
Equivalent commercial experience within waste, landfill, construction materials, or civil contracting will also be highly regarded.
Key Competencies
Commercial Competence
- Strong sales, pricing, negotiation and account management capability.
- Practical understanding of: Landfill economics Void space value Incoming material streams Customer profitability
- Ability to convert market intelligence and customer opportunities into profitable, compliant outcomes.
- Strong forecasting, pipeline management, reporting and performance tracking discipline.
Customer Focus & Ownership
- Build trusted and professional relationships with customers, contractors and internal stakeholders.
- Take ownership of opportunities from lead generation through to: Pricing Approval Delivery Follow-up
- Balance customer service with commercial discipline, operational constraints and compliance requirements.
- Respond quickly and professionally to opportunities, issues and changing market conditions.
Profit & Performance Focus
- Drive profitable topline growth through disciplined rate, volume and mix management.
- Identify opportunities to: Improve margin Strengthen customer mix Protect long-term void space value
- Use data, market insights and customer intelligence to support decisions and recommendations.
- Demonstrate urgency, initiative and accountability for sales outcomes.
Communication & Collaboration
- Communicate effectively with:Customers Operations teams Environmental teams Finance teams Senior leadership
- Demonstrate strong:Persuasion skills Negotiation skills Influencing capability
- Establish trusted and productive working relationships.
- Promote close collaboration between sales and site operations to achieve safe, compliant, and profitable outcomes.
Entrepreneurial Mindset
- Consider external factors including:Market conditions Competitor activity Landfill levy impacts Regulatory requirements Customer needs
- Evaluate long-term risks and opportunities relating to:Void space utilisation Customer mix Asset value
- Identify new:Material streams Projects Customer opportunities
- Adapt positively to changing market conditions and business requirements.
Sustainable & Responsible Management
- Ensure occupational health and safety requirements are met.
- Support environmental protection and responsible material acceptance practices.
- Avoid conflicts of interest.
- Comply with all applicable:Laws Regulations Licence conditions Internal governance requirements
- Demonstrate social responsibility and protect the reputation of the business.
Why Join Heidelberg Materials?
This is a unique opportunity to take ownership of the commercial performance of one of Victoria's key landfill assets, driving revenue growth, customer development and long-term value creation while working closely with operational and leadership teams in a safety-focused and environmentally responsible business.
