Kogan.com is seeking a General Manager - Commercial Sales to drive the growth and development of our commercial sales division. This is a deeply hands-on, high-hustle role and we are looking for a commercial heavyweight with the drive to execute today and the vision to scale tomorrow.
This is the perfect next step for a driven Head of Sales, Senior Business Development Manager, or Sales Director who has consistently driven significant results and is ready to step up into a broader leadership mandate without losing their competitive edge.
You will lead a tight team of two, meaning your day-to-day will be a mix of strategic leadership and direct execution. You’ll be personally responsible for driving our commercial sales strategy across both formal tender opportunities and aggressive, proactive business development initiatives, including cold outbound engagement.
We need someone who doesn't just manage a pipeline from a dashboard, but who rolls up their sleeves, gets into the trenches with the team, and leads by example to close deals.
This is a unique opportunity to join a market-leading, ASX-listed ecommerce powerhouse. At Kogan.com, we move fast, challenge the status quo, and lean into the technology that has made us a household name. You’ll be joining a high-performance environment where your commercial strategy directly impacts the trajectory of one of Australia’s most iconic digital retailers. If this sounds like you, apply today!
You'll be responsible for:
Drive Commercial Sales: identify and pursue new business opportunities through a combination of formal tender submissions and proactive business development activities, including outbound engagement and relationship building.
Build & Scale the Division: support the continued development of the B2B division by implementing effective frameworks, processes, and operating structures to enable long-term growth.
Leadership & Team Management: lead and develop a team of two, fostering accountability, collaboration, and performance across both in-office and remote team members.
End-to-end Tender Management: manage the full tender process, including opportunity assessment, proposal preparation, submission management, and contract execution.
Contract Negotiation: conduct commercial negotiations to secure favourable outcomes while maintaining appropriate legal and commercial oversight.
Strategic Reporting: deliver clear, data-driven reporting on sales pipelines, tender activity, and team performance, with a focus on continuous improvement and execution.
To be successful in this role, you should be:
University degree qualified in a relevant field (Commerce, Business or similar).
Have demonstrated success in achieving and exceeding sales targets through proactive business development, outbound engagement, and relationship management.
Strong understanding of government and B2B procurement processes, with hands-on tendering experience preferred.
Strong experience managing complex tender submissions within the Australian market, including large-scale commercial opportunities.
A sound leader, with a proven ability to lead and manage teams, including experience driving accountability and performance across both in-person and remote environments.
Excellent communication and stakeholder engagement skills, with the ability to build trusted relationships and influence decision-makers.
Proven ability to review, negotiate, and manage commercial contracts with a strong understanding of commercial and legal considerations.
Highly organised, with a sharp attention to detail and the ability to manage multiple opportunities, competing priorities, and tight deadlines.
Confident working cross-functionally to drive commercial outcomes across logistics, fulfilment, finance, and customer service teams.
Forward-thinking and tech-savvy, with a proven ability to leverage AI and emerging technologies to streamline workflows, enhance decision-making, and drive maximum productivity and effectiveness
Comfortable developing pricing models and commercial strategies that balance competitiveness with profitability.
Proactive and process-oriented, with a mindset geared towards continuous improvement and innovation.
Adept at tracking, reporting, and analysing performance data to refine future commercial and tendering strategies.
Why Kogan.com?
Work with an incredible team to solve important challenges, helping to drive Australia and New Zealand’s eCommerce future
Your role has a lot of ownership, autonomy and little red tape. You’ll be empowered to achieve positive outcomes and your work will have a real impact
You’ll be at the forefront of the eCommerce industry with us and be part of a company that are the Pioneers of eCommerce in Australia
Be an Intrepreneur, playing a hands on role in shaping our strategy at our HQ
A range of employee benefits such as; complimentary Kogan First Membership, team exclusive discounts, Health & Wellness program, Learning & Development and Lunch & Learns, Hackathons, Team member referral program, Company and team events and celebrations, community engagement (volunteering) and extensive career development opportunities plus loads more!