Dealer Manager - East JB-20

Dealer Manager - East - Location - Sydney Metro   

Netafim Mission, Vision and Values

Together with our partners we will revolutionise irrigation globally for a sustainable future. We drive mass adoption of innovative, simple and reliable irrigation solutions, supported by best‑in‑class agronomic and technical expertise.

We do this by living our values:

• Create an impact
• Dare
• Make it happen
• Partner for success

Position Summary

The Dealer Manager is responsible for leading and developing Netafim’s dealer and reseller network within an assigned portfolio of the East region (Location - Sydney Metro). The role focuses on driving dealer capability, performance, and alignment to Netafim’s Preferred Partner strategy to deliver sustainable revenue growth and market coverage.

Operating as a quota‑carrying, partner‑led commercial role, the Dealer Manager works closely with Regional Managers, Grower Engagement Managers, and technical resources to enable dealer success, strengthen pull‑through demand, and ensure consistent execution of Netafim’s value proposition in‑market.

Dealer Portfolio Scope

The Dealer Manager is accountable for:

• Commercial performance and relationship management of an assigned dealer and reseller portfolio.
• Execution of regional and national dealer strategies within the assigned territory.
• Acting as the primary point of accountability between Netafim and its dealer partners.

Key Responsibilities

Dealer Performance & Growth

• Deliver agreed sales targets, budgets, and KPIs through the dealer network.
• Develop and execute dealer business plans aligned to the Preferred Partner framework.
• Drive revenue growth, margin discipline, and sustainable dealer performance.
• Identify opportunities to expand market coverage, capability, and share of wallet.

Dealer Capability & Enablement

• Build strong, trust‑based relationships with dealer principals and key sales staff.
• Partner with dealers to expand and strengthen grower relationships
• Uplift dealer capability through coaching, training, joint planning, and field engagement.
• Support dealer sales teams with product knowledge, solutions positioning, and opportunity support.
• Partner with Marketing and Product teams to support dealer‑led campaigns and initiatives.

Field Execution & Collaboration

• Work closely with Regional Managers to support territory execution and opportunity conversion.
• Collaborate with Grower Engagement Managers to strengthen adoption, retention, and advocacy through dealers.
• Coordinate technical and design resources to support dealer‑led projects and complex opportunities.

Opportunity & Commercial Governance

• Support the development, pricing, and conversion of dealer‑led projects and opportunities.
• Ensure compliance with pricing frameworks, contracts, and commercial governance.
• Monitor dealer credit exposure, trading terms, and payment compliance in partnership with Finance.

Reporting & Systems Discipline

• Maintain accurate and timely records of dealer activity, opportunities, and plans in CRM systems.
• Provide regular performance updates, insights, and forecasts to the Regional Manager.
• Contribute to regional pipeline, forecasting, and planning processes.

Governance, Safety & Compliance

• Actively support and comply with Netafim’s Health, Safety & Environment (HS&E) programs.
• Ensure compliance with ISO 9001, ISO 14001, and ISO 45001 management systems.
• Promote safe work practices during all dealer, site, and field activities.

People & Culture Accountabilities

The Dealer Manager contributes to a strong regional culture by:

• Role‑modelling Netafim and Orbia values in all dealer and partner interactions.
• Demonstrating accountability, professionalism, and ethical partner management.
• Actively prioritising physical and psychological safety in field‑based work.
• Collaborating openly with peers, Area Sales Managers, and support teams.
• Contributing to team engagement, learning, and continuous improvement.

Health, Safety, Environment, Quality & People Responsibilities

The role holder is responsible for contributing to a safe, respectful, high‑performing and sustainable workplace by actively supporting the organisation’s Integrated Management System (IMS) and People & Culture framework, in line with ISO 9001 (Quality), ISO 14001 (Environmental) and ISO 45001 (Occupational Health & Safety) standards.

This includes:

• Complying with all relevant policies, procedures, work instructions, codes of conduct and legal requirements relating to health & safety, environmental management, quality, and people practices.
• Performing work in a manner that protects personal health and safety, the safety of others, product and service quality, and the environment.
• Identifying, reporting and escalating hazards, incidents, near misses, environmental risks, quality non‑conformances, and behavioural or cultural concerns in a timely manner.
• Actively supporting physical and psychological safety by communicating respectfully, speaking up about concerns, and contributing to a workplace free from discrimination, harassment, bullying and victimisation.
• Demonstrating behaviours aligned to organisational values, ethical standards and expected conduct in all interactions.
• Using tools, equipment, machinery and personal protective equipment (PPE) correctly and in accordance with approved procedures.
• Participating in required training, inductions, toolbox talks, safety meetings, and People & Culture initiatives.
• Maintaining accurate records and documentation required to support quality, safety, environmental and people‑related controls.
• Contributing to continuous improvement by providing feedback, raising improvement opportunities, and supporting corrective and preventive actions.
• Taking accountability for personal behaviour, professionalism, and the impact of actions on team culture, safety, quality and environmental outcomes.

All employees are accountable for working in accordance with the Integrated Management System and for contributing to a safe, inclusive and respectful workplace culture.

Capabilities & Experience

Capabilities

• Strong partner and relationship management capability within a dealer‑led sales model.
• Commercial acumen, including margin management, opportunity qualification, and forecasting.
• Ability to coach, influence, and enable dealer sales teams without direct authority.
• Disciplined approach to CRM usage, reporting, and execution follow‑
• Ability to operate effectively as part of a regional, matrixed commercial team.

Experience

• Experience in dealer, distributor, or channel management roles.
• Exposure to agriculture, irrigation, agribusiness, or technical product environments (desirable).
• Demonstrated experience driving performance through partner‑led sales models.
• Willingness and ability to travel within the assigned territory.

Reporting Relationships

Director of Sales

↳ Regional Manager – East

↳ Dealer Manager – East - Location - Sydney Metro

Key Success Measures

• Achievement of dealer‑led revenue and margin targets
• Performance and capability uplift of assigned dealer portfolio
• Quality and progression of dealer pipeline and forecasts
• Strength of dealer relationships and Preferred Partner execution
• Strong safety, governance, and system discipline