My client has a successful history of supplying top-quality laundry white goods to a broad market of users, including commercial ones. They represent world leading brands in commercial white goods laundromat manufacturing and distribution, synonymous with excellence in the industry. This, along with their ethos of providing exceptional customer service, places them at the forefront of their industry in Australia. They offer employees a positive and rewarding work environment with a competitive remuneration package. The company continuously invests in further development and provides the tools for success and long-term employment.
Due to ongoing growth, they are now looking for a Sales Executive in the commercial channels. This role is crucial in guiding potential clients through a medium to, sometimes quite long, sales cycle process and requires a unique blend of sales expertise, strategic planning, and patience to educate clients about the business opportunities in the industry, focusing on both immediate sales transactions and long-term strategic growth. The role is about selling a business concept: the idea of business ownership.
Based out of the Melbourne office and reporting to the State Manager, you will have the below key responsibilities and accountabilities:
* Customer Interaction: Conduct essential conversations about costs, potential revenue, and business opportunities.
* Lead Management
* Industry and Product Knowledge: Acquire in-depth knowledge of white goods laundromat equipment and the industry.
* Use drawing software to create visual representations and travel to potential sites, assess feasibility, and identify potential hurdles.
* Client Qualification and Fact-Checking
* Sales Pipeline Management
* Negotiation and Closing
* Reporting and Documentation: Regularly report progress, sales figures, and forecasts to managers. Keep detailed records in the CRM system.
* Product Demonstrations: Provide compelling product demonstrations to showcase the benefits of the laundromat equipment.
* Client Engagement
* Present and sell company products and services to new and existing customer base.
* Establish and maintain current customer and potential customer relationships.
* Engage with and develop new customers and work closely with the senior management team to recognise and develop existing and prospective market opportunities.
* Prepare presentations, proposals, and sales contracts that meet both customers' needs and achieve our company objectives.
* Identify and resolve customer concerns, including post sale customer service if needed.
* Ensure equipment is delivered as required.
* Assist in commissioning, programming and customer training.
* Monitor and report on competitor and customer activities.
The most suitable candidate for this role would be someone with a robust background in both sales and business development and some experience or strong exposure to the laundromat industry. They should have experience in managing long sales cycles (up to 12-18 months) and nurturing high-value leads. You need to possess strong communication and negotiation skills, with the ability to manage tasks with enthusiasm and patience. You will be technically adept, particularly with CRM systems and visual representation tools (willingness to learn), and be willing to travel as needed. Overall, the ideal candidate is strategic, resilient, and adept at building and maintaining client relationships to drive long-term business growth.
To be successful in this role, ideally you will have the following work experience, skills, and personal qualities:
* A commercial or technical sales background in commercial laundry where you are selling a concept, an idea, and manage the sales cycle from the start to the finish
* Candidates from the following industries could also be considered: High value items, commercial real estate, capital equipment sales, franchise sales, white goods, or enterprise software sales.
* Demonstrate a proven ability to manage the sales process through achievement of sales targets, management of gross profit and the development of business plans.
* Strong patience and perseverance in a long sales cycle.
* Willingness to travel and conduct site visits occasionally outside of normal work hours.
* Strong negotiation and closing skills.
* Excellent record-keeping and reporting capabilities.
* In-depth product knowledge and the ability to present effectively.
* Demonstrated commercial and financial acumen, and business skills in the management of budgets, business plans and analysing risk.
An attractive salary package including a company car and performance incentives is available.
Sound interesting? For more information or a confidential discussion, please contact Robbert Sindorf.