Head of Sales

1 week ago

Melbourne, Victoria, Australia TAL Full time
Company Description

Welcome to This Australian Life.


From the millions of Australians we protect, to those that make it happen every day at TAL, people really are what we're all about.

We want to grow with you. Achieve with you. And support you to do your best work. That's why we're focused on developing leadership, promoting diversity, rewarding excellence and retaining great talent.

We're always looking for people who want to go further with us. People who do what's right, aim high, and work smart. Why not see where we can go?

Job Description:


The Head of Sales will lead and manage the TAL Consumer & Westpac sales team and have responsibility to achieve business targets in key sales metrics and drive continual improvement.

The position will ensure sales, upgrades and related support services are empowered to efficiently deliver required metrics in a sustainable and scalable manner.


Department Management

  • Oversee the implementation of professional development plans for Senior/Business Managers and Insurance Representatives (IRs) with a view to increasing key sales performance metrics at a team and individual IR level
  • Regularly review processes and procedures within the sales department
  • Daily review of sales results to ensure that the Sales team's processes, key metrics, results and profitability targets are achieved.
  • Manage and influence interdepartmental service level agreements to maintain minimum benchmark support services to the Sales team.
  • Manage the Sales Operations team to deliver best practice support that allows Sales to focus on their core skills of selling and retaining.
  • Identify risks to achieving results and develop mitigation strategies to combat these.


The Head of Sales is responsible to ensure the Call Centre Sales Performance Leaders (SPL's) are delivering agreed business targets such as sales and upgrades including call centre profitability targets.

This position will proactively build strong relationships and manage multiple communication streams with Direct and effectively coordinate business activities to achieve the required business deliverables.

In addition, the role will support related business departments and remove roadblocks so the team can achieve forecast budgets and the implementation and adherence of strategic plans and processes for TAL Consumer & Westpac.


Some of your responsibilities include**:

  • Will create a cohesive, motivated and high performance (converting) sales team
  • Manage and support the CCMS who manage individual business units consisting of Business Managers and Insurance Representatives
  • Project future resourcing requirements and ensure the CCMS and OM has appropriate recruitment strategies in place to deliver required number of IR's or support/operations staff.
  • Professional development of the Senior/Business managers' skills in relation to achieving forecast targets, human resource management and process management, with a view to succession planning.
  • Ensure the training process and syllabus meet the long term needs of the business, including the quality of training.
  • Manage the creation of formal sales strategies and methodologies
  • Actively contribute in acquisition planning work with the Marketing and Finance teams
  • Focus on identifying areas within metrics to increase profitability of product and call centre teams
  • Manage and drive CCMS to achieve forecast budget targets in relation to sales volume, sales value and income from the sales within specified compliance measures
  • Set annual sales and retention targets with senior management and other relevant departmental managers. Ensure formal planning to achieve these targets including the effective management of further and tactical marketing plans as well as the development of a yearly sales incentive plan.

Qualifications:

  • Ability to lead, inspire and develop sales teams
  • A thorough understanding of call centre, sales and marketing metrics and an ability to analyse reports and statistics
  • Extremely strong commercial and business acumen, including financial, P&L management and analytical and technical modelling
  • Ability to manage across functional areas
  • Highly effective communicator with excellent skills in facilitation, public speaking and written documentation.
  • Able to sustain and maintain the team culture in line with the organisation's cultural vision.
  • Process management identifying process change and implementing improvements
  • Ensure staff are following business rules & guidelines
  • Financial services, specifically insurance experience
  • Extensive experience in successfully leading a high performing sales department
- call centre and Sales/telemarketing experience

  • Experience of B2B channel management
  • Tertiary qualification in business, commerce and/or related discipline
  • RG146 compliant
You're always accountable for your actions. You never give up. You strive to find the best outcomes for customers and partners. And y

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