Kardex VCA Pty Ltd is seeking a motivated self-starter to join our Australia New Business Team in the role of Territory Sales Manager, to be preferably based in Melbourne, Australia.
Your tasks
PURPOSE OF THE ROLE
1. Develop the market for Kardex products and solutions for assigned territories and/or market segment for Australia.
2. Reach and exceed sales targets in the territory and relevant segment via direct sales.
3. Lead business development for new industry and segment.
4. Initiate and follow up marketing leads, turn them into opportunity and close the sales.
TARGETS
Sales generation
5. Offers (value & Quantity)
6. Mix between product and systems sales
7. Order intake/Booking (units/AUD)
8. Successful closure and acceptance by customer
9. Invoiced revenue and gross margin
Customers
10. Proactive customer care
11. Customer satisfaction (internal or external)
Internal
12. Deliver tasks within agreed time
13. Defined reporting delivered in time (CRM)
14. Delivery precision and quality
15. Forecast accuracy
RESPONSIBILITIES
16. Reach or exceed agreed sales volume
17. Generate leads
18. Develop and qualify leads
19. Develop solution and value proposition for customer
20. Negotiate contract and close the deal according to Kardex guidelines
21. Ensure Kardex T&C’s are followed and risk in projects is managed
22. Maintain and develop relation with existing customers
23. Develop new customers in line with focused segments and business plan
24. Reporting
25. Update CRM
26. Weekly forecast update
27. Other sales reporting requested.
REQUIREMENTS
28. Education: Tertiary education in technical related field.
29. Minimum 7 years of experience in Intralogistics with high exposure to retail, e-commerce, 3PL, electronics and/or Bio-Pharmaceutical industries.
30. Multi-year experience of high level and complex B2B sales, with solution selling.
31. Commercial background with good technical understanding or vice versa.
32. Formally trained in sales and key account management.
33. Experience in development and negotiation of complex contracts.
34. Good understanding of logistical processes, and software supported working processes.
35. Experienced in using Strategic Selling Framework like Miller Heiman, SPIN selling and CRM, e.g. SalesForce
36. Experienced in solution selling at high level.
37. Creative and solution oriented.
38. Patient, persistent and enduring working style.
39. Ability to travel frequently for business meeting and training.
Behaviours required to perform this role:
40. Self-starter and entrepreneurial.
41. Leads change.
42. Business Application: CRM, Sales Force
43. Customer- and business-oriented.
44. Comfortable with communication with senior leadership.
45. Good interpersonal skills.
This role is only open to Australian residents or those holding a relevant Visa giving right to live and work in Australia.
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