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…