Overview
Maintain or assist in maintaining existing sales for assigned account assignments and assist in development of new sales by establishing and coordinating sales leads as directed within the required SBUs. Typically responsible for $1-$5 MM GP in Australia & New Zealand.
Responsibilities
1. 1. Plan, prepare for and conduct customer sales calls. Complete accurate sales call reports to help keep all stakeholders informed of the status of key accounts.
2. 2. Assist with preparation of a strategic sales plan that communicates to the organization key personnel, sales goals, and account segmentation. Negotiating consensus and agreement to the plan with sales management and the business group as directed. Analyze and recommend updates of the strategies and tactics of this plan yearly.
3. 3. Develop key contact with strategic decision makers to include technical, purchasing, and marketing on assigned accounts and promote the sale of Afton products by utilizing Passion For Solutions Sales (Counselor Sales) and Challenger Sales Techniques.
4. 4. Prepare administrative reports and submit sales forecasts / draft AOP / expense budgets, price approvals, no-waiver specs, etc. to Sales Director / Sale Management as directed. Develop accurate territorial product forecasts to aid development of AOP supply planning and submit new opportunities into Opportunity Management tool. Prepare and submit a monthly report on territorial highlights, industry activities and competitive activities in account territories.
5. 5. Answer customer requests for information and manage activities required to solve customer problems (utilizing the ReSolv system) keeping the manager advised of activities. Provide price quotes and communicate price changes to all customers as directed.
6. 6. Participate in the Stage Gate Process to develop internal justification and support for key customer projects. Take the lead on controlling two way communications of these projects with customer and Afton stakeholders.
7. 7. Participate on internal cross-functional teams in support of business objectives.
8. 8. Stay abreast of industry insights and technology changes by attending approved industry meetings, participating in internal webinars and training courses, and making consistent interactions with CTS, marketing and the OEM groups.
Qualifications
Education
BS degree in Marketing, Business or Technical / Science field
Mindset
* Open & Collaborative, Entrepreneur
* International, Willing to learn and develop
* Hunting, Results driven, Willingness to perform
Experience
* Demonstrated sales skills, commercial business acumen
* Strong lubes / fuels industry knowledge typically acquired through 10 years of experience in sales / technical roles of increasing responsibility
* Global organization & international cultural exposure
* Direct account management, matrix projects management
Competency & Skills
* Relating & Discovery skills
* Account planning – Insights / Opportunity management
* Account supporting / Problem solving
* Sales tools / process management – IT tools
* Project management – With Matrix
* Professional communication – Logical thinking and advocate
Location
Sydney, Australia
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