Regional Sales Manager – Capital Projects – APAC West

Job description

## The Opportunity Join an Australian company on a mission to become the world-best in slurry piping systems. The global majors neglect this niche – we obsess over it. We are expanding our team to build a global Capital Projects sales model over the next 3 years. This role will own and drive Capital Projects for APAC West based out of Perth. This isn't a role for a corporate passenger – it’s for an ambitious commercially-minded leader looking to compete and win. ## The Role This is a senior, strategic role responsible for winning multi-million-dollar capital project packages across APAC West. You will lead regional strategy, systematically open target accounts, win project packages, and turn Beaver into the "preferred technical standard". ### **Your accountabilities include:** - Regional Strategy: Lead the Capital Projects strategy for your region, taking full accountability for EPCM relationships, specification wins, project pipeline, and capital package wins. - Account Coverage: Maintain 100% account coverage for target EPCMs and major mining companies across your region, systematically open relationships, build technical credibility, get access to 100% of target package tenders, and develop 'preferred supplier' relationships. - Specification Development: Educate target engineers on technical upgrades, drive change to integrate our solutions into default designs & specifications. - Key Stakeholder Influence: Masterfully navigate the three-way relationship between EPCM Engineers (Designers), Owner Team (Mining Company), and Procurement (Gatekeepers). - Tender Bid Strategy: Lead bid strategy for capital packages, including understanding key drivers for the client, value management of our bid, technical trade-offs, commercial positioning, and driving negotiation to a win. - Internal Teamwork: Collaborate closely with multiple teams internally across the business (incl marketing, product, proposals, project delivery, engineering, etc). - Continuous Improvement: Identify opportunities to improve our competitive position for capital projects, including product, price, leadtimes, commercials, bundling, etc. ## **Who You Are** You are a self-motivated business builder with a strong will to win. You thrive on beating competitors through strategic thinking, quick responsiveness, technical expertise, commercial smarts, agile adaptability, and disciplined execution. You are technically strong with a high 'care factor' that translates to clients relying on your advice and trusting you to deliver. ### **Character Traits** - Strong Will to Win: Relentless hunter who views "no" as merely the start of pathway to "yes". You take personal pride in cracking open new relationships and turning them into long-term clients. - Entrepreneurial Ownership: Operates with absolute accountability, self-motivation, and commercial autonomy. Treats their region like their own business. - Strategic Patience: Disciplined over long sales cycles - including developing EPCM relationships, master specifications, and mining project lifecycles. - Technical Problem Solver: Possesses strong technical aptitude in mechanical concepts. Able to engage with client engineers confidently and deliver real technical value in our niche products. - Commercial Smarts: Masterful at strategic bid positioning, uncovering true decision drivers, handling commercial objections, and navigating the pathway to contract award. - High Care Factor: Client-focused with a high care factor, genuinely caring about the right solution for the client and focused on helping make the client successful. - Bias-to-Action: Action-oriented operator who makes things happen, stays super responsive to client needs, never takes "no" for an answer, and ensures we as a business deliver the right outcome to the client. ### **Experience Required** - Perth EPCM Network: Established relationships within the Perth EPCM community (e.g., Worley, Lycopodium, Ausenco, GRES, Nexmin, Hatch, Fluor, Wood, etc.). - Slurry Experience: Background in mineral process fixed plant, with strong exposure to slurry transfer or mechanical fluid-handling (ideally including valves, piping, hoses). - Proven Project Success: Proven track record of changing engineering specifications and winning project tender packages. ### **Target Profile Fit** - The Up-and-Comer: High-performing BDM, Key Account Manager, or Sales Manager looking for a step up in role scope and future progression pathway within an ambitious growing business. - The Seasoned Pro: Industry veteran who is sick of global corporate politics, red tape, and matrix reporting. Seeking freedom to win projects with the backing of a great support team that always delivers on what we promise. ## What’s Special About This Role? - World-Class Products: Work with premium product lines (Slurryflex, Abrasiguard & Defender) that are respected as the best in the industry. - Vertically Integrated Manufacturing: We control our manufacturing end-to-end. Talk directly to the people making our premium product lines (Slurryflex, Abrasiguard, Defender) and sell with total confidence. - Elite Internal Support Engine: Our internal team supporting Capital Projects (incl product, proposals, project delivery, engineering, etc) is the best in the industry. - Strong Company with Global Ambitions: Join an successful Australian company executing an exciting long-term international growth strategy. You get the speed and culture of a market challenger with the career opportunities of a global business. - Founder-Led Speed: No corporate bureaucracy. We make decisions in 24 hours that take global corporates three weeks. - No Corporate BS: Zero tolerance for internal politics. We measure outcomes, reward performance, and back our team. ## How to Apply We don't read generic, AI-generated applications. Please submit your targeted application letter answering: 1. Your Motivation: Why are you interested in this specific role with Beaver?