TEN Group is an established provider of specialised products, technical solutions and services to Australia’s electricity transmission and distribution sectors.
Working closely with utilities, asset owners, engineering teams and major contractors, TEN Group supports the construction, operation and maintenance of critical electricity-network infrastructure.
Stellar Recruitment is partnering with TEN Group to appoint a National Sales Manager to lead its Line Materials division.
About the role
Reporting to the General Manager Sales & Marketing, this newly created, customer-facing position will own the division’s strategic relationships, opportunity pipeline, sales budget, gross margin, contract portfolio and customer outcomes.
The business has a strong foundation across major transmission projects, utility maintenance programs and recurring supply contracts. The opportunity is to build a visible national presence with customers, identify and qualify opportunities earlier, shape specifications and commercial strategies, and convert project activity, tenders and approvals into profitable contracted demand.
You will provide commercial leadership to an experienced team and oversee the internal disciplines supporting tenders and contract management, coordinating closely with engineering, technical sales, product quality, testing, Finance, Legal, Supply Chain and Operations. The technical capability is already established, your focus will combine customer engagement with strong commercial governance, disciplined execution, risk management and accountability for growth.
Key responsibilities
- Develop and execute the national Line Materials sales and customer strategy.
- Maintain a strong national market presence through regular engagement with utilities, asset owners, engineers and major contractors.
- Build strategic account plans and deepen relationships with key customers and industry stakeholders.
- Proactively identify, create and qualify opportunities across transmission, distribution and utility-maintenance markets.
- Own a disciplined, stage-based pipeline from early customer engagement and specification through tender, negotiation, award and delivery handover.
- Drive opportunity conversion, forecasting accuracy and clear next-step accountability across the team.
- Oversee the divisional tender function and lead bid execution, including opportunity prioritisation, bid strategy, pricing, supply assumptions, governance, approvals, negotiation, contract risk and margin protection.
- Oversee contract management across the portfolio, ensuring disciplined mobilisation, administration of obligations and variations, renewals, price reviews, product additions, risk controls and performance improvement.
- Own revenue, gross margin, expenditure and performance against budget.
- Lead the commercial prioritisation of utility approvals, trials and engineering specifications.
- Monitor contractual performance, including DIFOT, lead times, quality and other customer KPIs, and lead corrective commercial actions where required.
- Use CRM, reporting and pipeline reviews to strengthen visibility, decision-making and accountability.
- Establish clear internal commercial rhythms, controls and accountabilities across Product Management, Supply Chain, Operations, Finance, Legal and Customer Service to deliver customer and commercial outcomes.
- Coach and develop the team while building a proactive, customer-focused sales culture.
About you
You will be an experienced, customer-facing B2B sales and commercial leader with a record of developing strategic accounts, generating and converting complex opportunities, overseeing tender and contract-management functions, and delivering profitable growth in electricity networks, utilities, transmission infrastructure, line materials or a closely related technical market.
You understand that major utility and infrastructure opportunities are won through sustained relationships, technical credibility, early stakeholder engagement, disciplined tender execution and strong commercial management.
You will ideally bring:
- Substantial customer-facing sales leadership experience in a technical B2B environment.
- Strong exposure to utilities, transmission, distribution or electrical infrastructure.
- A demonstrated record of strategic account development, pipeline generation and opportunity conversion.
- Ownership of a sales budget, gross margin, commercial controls and complex contract portfolio.
- Demonstrated experience managing or overseeing a tender function, including bid strategy, governance, pricing, approvals, negotiation and long-cycle infrastructure submissions.
- Demonstrated experience managing or overseeing complex contract portfolios, including mobilisation, obligations, variations, renewals, commercial risk and customer performance.
- Experience leading technical sales or engineering-focused teams.
- Established relationships with utilities, asset owners or major contractors.
- Sound judgement across pricing, contract risk, forecasting and customer commitments.
- Strong CRM, pipeline-management and analytical capability.
- A calm, credible and collaborative leadership style.
- Experience with utility product approvals, engineering specifications, testing, standards-driven procurement or annuity contracts would be highly regarded.
- Direct line-materials experience is advantageous but not essential. TEN Group is open to candidates from adjacent electrical, utility or engineered-infrastructure markets with the required commercial leadership and sector credibility.
- Own the profitable growth of a strategically important national division.
- Build influential relationships across Australia’s utility and infrastructure markets.
- Lead a high-value portfolio of major projects, tenders and contracts.
- Work directly with the General Manager Sales & Marketing.
- Partner with an experienced team with considerable technical knowledge.
- Shape customer strategy, commercial systems, market engagement and future growth.
- Join a collaborative culture built around accountability, customer outcomes and continuous improvement.
For a confidential discussion, please contact Stellar Recruitment or submit your application through the link provided.
