Own the sales quota and commercial result for Motion's APAC eProcurement channel:PunchOutand EDI integrations with enterprise customers.
Join Motion Digital, B2B eCommerce Association APAC award winners in 2025 and 2026
Own the sales quota for Motion's largest digital sales channel across APAC
Hybrid working (WFH 3 days, 2 in office), based at any Motion office location in Australia
About the role
We are looking for a commercially driven Head of eProcurement to own the growth and commercial result of Motion Asia Pacific's eProcurement channel: thePunchOut, EDI and hosted-catalogue integrations that connect our largest enterprise customers' procurement systems directly to Motion.
This is a commercial channel role. You will carry the channel's sales quota and own its commercial levers. It is not an internal procurement, categorymanagementor integration project management role. Product owns the punch-out experience and technical delivery, and a business analyst collects per-customer requirements.
Reporting to the GM –Digital&eCommerce, you will work across contracts, sales, product,operationsand the branch network, and directly with customers' procurement and digital-commerce teams and our integration partners. The role has no direct reports.
eProcurement is the commercial engine of Motion's digital channel and sits at the centre of our five-year strategy to become the most digitally connected industrial distribution business in APAC.
Why join us?
Own the sales quota for Motion's largest digital sales channel across APAC, with the commercial levers to grow it.
Motion Digital is an award-winning team, recognised at the B2B eCommerce Association APAC Industry Awards in both 2025 and 2026.
Build the connected-customer book with national enterprise accounts across mining, manufacturing,foodand infrastructure.
A funded, multi-year digital transformation with backing at group level.
Work across a modern commerce stack (commercetools,AlgoliaandContentfulon MACH architecture) alongside SAP Ariba, Coupa andTradeCentricon the procurement side.
Direct senior stakeholder access, presenting channel performance and growth plans to executive forums.
Key responsibilities:
Carry and deliver the eProcurement channelsales quota andown the channel's commercial result: pricing and catalogue commercials, account-level margin, and the channel's revenue and growth targets.
Grow spend, adoption and share of wallet across connected enterprise accounts.
Own the eProcurement pipeline with contracts,productand business analysis: prioritise connections against agreed capacity and convert pipeline into live, transacting accounts.
Forecast and report channel performance against quota across pipeline, revenue, margin, adoption, retention and live-account performance, and act on the commercial levers to close any gap.
Own the commercial relationship with connected enterprise accounts, protecting retention and growing share of wallet.
Act as the single point of contact for connected customers from onboarding through to go-live, andown the end-to-end customer journey after launch.
Drive adoption, satisfaction and retention across connected accounts, and report customer experience and voice-of-customer metrics.
Provide commercial oversight of connection delivery: product and the business analyst own thebuild,you own the commercial outcome. Escalate material blockers and communicate delivery risk.
Standardise onboarding using the channel's governance documentation, leaning on automation for repetitive back-office work.
Partner with sales and contracts on tenders, contractrenewalsand strategic accounts where eProcurement strengthens the customer proposition.
Keep customer catalogues,pricingand procurement dataaccurateandmaintained.
What we are looking for:
You are a commercially astute, influential operator who has grown a B2B channel or a book of enterprise accounts, and who is comfortable carrying a number in a complex stakeholder environment.
Required:
7+ years in B2B sales, channel management, strategic accountmanagementor commercial leadership, withdemonstratedaccountability for a quota,revenueor margin target.
Direct experience selling,launchingor growing eProcurement or B2B digital commerce integrations (PunchOut, EDI,cXMLor hosted catalogues) with enterprise customers.
Working knowledge of customer procurement platforms such as SAP Ariba, Coupa or SAP Business Network, and of integration partners such asTradeCentric, GHX or VANs.
Proven experience building long-term relationships with enterprise and contractcustomers andengaging senior stakeholders on both sides.
Ability to translate technical integration concepts into clear commercial value for customers and internal teams.
Confidence using pipeline data, reporting and customer insight to prioritise activity and improve performance.
Desirable:
B2B distribution, wholesale, industrial or contract supply experience.
Familiarity with ERP, CRM, catalogue and pricing systems, and reporting tools such as Power BI.
Experience developing channel-growth, customer-adoptionor sales-enablement programs at scale.
Bachelor's degree in business or similar.
About Motion
Provide high quality Industrial & Engineering Products including, bearings, power transmission, fluid power fittings, seals, power tools and consumables to engineering, mining, tran