Job Description - Inside Sales Representative (********)
Inside Sales Representative - (********)
Description
Position Title: Inside Sales Representative ANZ
Reports to: National Sales Manager – Channel
Department: Medical Sales
Location: Melbourne Head Office
General Summary of Position
The Inside Sales Representative is primarily responsible for promoting and selling Ansell's products and services to strategic accounts (in ownership or in dual account management with a regional TSM and/or NSM) in order to achieve or exceed targeted sales within the assigned territory/accounts portfolio utilizing the end user and distributor network together to facilitate sales. Builds strong relationships with end users and distributors' network and trains distributors' sales force to achieve this.
Main Areas of the Role
* Strategic Account management of a dedicated portfolio of distributors (maintain and grow the revenue, protect the margins, and maximize the profit, up/cross selling, create value, manage those accounts directly end to end or in dual management)
* Execute conversions, direct sales, up and cross sales, prospection and acquisition of new customers
* Assist with other lead generation/lead management activity such as reaching out to end users, following up new leads for distributor referral/direct engagement and assisting with remote/regional opportunities
Responsibilities & Specific Accountabilities
Manage a portfolio of strategic distributors/partners and grow the revenue (maintain and develop existing business + acquire new opportunities, close new deals). Monitor performance of and liaise with distributors to maximize profit with the distributor/end-user networks.
Identify, assess, analyze, prioritize, plan new business growth opportunities and execute Ansell's partners and end-user business within the designated region in order to achieve defined revenue and share objectives + achieve profit objectives through the control of pricing.
Formulate sales and wins plans and objectives on a monthly/quarterly basis and execute them within the region. Prepare all relevant sales plans, budgets, reports and forecasts and ensure timely presentation to line manager and other concerned departments.
Supervise and train distributors' staff in Ansell-specific knowledge and procedures (webinars, training sessions, regular sales meetings with distributors and end users to keep them informed of new developments in strategy, products and policies). Advise them of the company's marketing and sales programs, and ensure that programs are followed up in the field.
Build effective relationships with segmented customers by maintaining regular contact and having a solid understanding of the customers' business needs to ensure optimal coverage.
Act as internal CRM specialist and manage the CRM database to ensure customer data accuracy. Conduct continuous account profiling with Sales Leaders and key end-users from which appropriate market strategies can be developed by recording all relevant data in the CRM system.
Work closely with the Field Sales team to achieve sales objectives and regularly update Field Sales/regions on internal Sales activities progress. Build and maintain effective stakeholder relationships with internal stakeholders and colleagues.
Collaborate with the Marketing Team to support and execute Marketing/Event campaigns.
Work closely with customer service, monitor trade expenditure and report customer complaints information via the Quality department.
Ensure that all sales business is conducted within relevant legislation, defined trading terms and in accordance with company policy and ethical standards.
Monitor competitor activities in the market and in distribution channels and develop appropriate strategies to deal with the situation in conjunction with sales leaders.
Assist in special projects as directed by the line manager (New systems and tools, process optimization, Ecommerce...)
Participate in external events and field visits (occasionally).
Attend quarterly Sales Meetings organized by the regions (results presentation, business updates and progress).
Key Position Requirements
Knowledge & Experience
University or bachelor degree or equivalent.
At least 3 years of experience in an inside sales role with account management exposure or similar.
Good communicator, both in written & verbal forms.
Excellent telephone and written skills to communicate by phone and email.
Experience in engaging in business-to-business selling support.
Fast learner, must be able to deal with technical product information.
Experience using business management systems (CRM).
Good use of MS Office (Word, Excel, Outlook).
Personal Skills
Strong customer-facing communication skills to develop rapport and utilize questioning techniques to assess and develop opportunities while maintaining a client service orientation.
Strong and proven sales/negotiation skills.
Self-directed with an aptitude for selling and convincing customers in multiple environments.
Ability to operate independently and with minimal day-to-day direction within clearly defined goals and objectives.
Demonstrate problem-solving skills.
Ability to concentrate on tasks, make decisions and work calmly and effectively in a high‐pressure, deadline‐oriented environment.
Willingness to be flexible with time and adjust to a changing work environment.
Ability to use sound judgment and discretion in dealing with highly confidential information.
Team player.
Primary Location
Australia-Victoria-Richmond
Work Locations
AU VIC Richmond Level 3, 678 Victoria Street, Level 3, 678 Victoria Street, Richmond 3121
Job
Sales
Organization
Commercial EMAP
Schedule
Full-time
Job Type
Standard
Job Level
Associate
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