General Manager

Overview

Job Type: full-time

Location: VIC

Job Category: Security & Protective Services

Would you like to lead strategic growth and partnerships that make the world a safer place?

At Securitas, our mission is to help make the world a safer place. Every day, our teams protect what matters most, from global enterprises and critical infrastructure to small businesses and communities.

We are seeking a visionary General Manager Sales and Partnerships to drive growth, expand our client base, and lead strategic sales initiatives across key markets. If you are a results-driven leader with a passion for business development, security solutions, and building long-term client partnerships, we invite you to join us in shaping a safer future for people and businesses.

About The Business

Securitas is the leading global security company with operations in 58 countries in North America, Europe, Latin America, Middle East, Asia, The Pacific, and Africa. With more than 2,000 branch offices and over 370,000 employees, we make a difference every day, all year round. Our values are the foundation of our operations, and the corporate culture is built on these values that help to shape a long-term, financially successful enterprise by creating value for customers, employees, and shareholders. They are summarized in three words: Integrity, Vigilance, and Helpfulness.

About the Role

We are seeking a General Manager - Strategic Partnerships to lead our sales operations across the country. We are open to hiring for this GM role across Australia. This senior management role oversees all functions of the sales department, ensuring operations run smoothly and delivering Commercial Excellence. They are accountable for sales strategy development, defining and delivering the Securitas top-line and Gross Margin, with in-depth market knowledge and oversight of all sales work streams (guarding and solutions combining Remote Services and Electronic Security).

The General Manager Strategic Partnerships identifies segments and clients to pursue, qualifies clients, and leads strategies based on market segmentation, risk assessment, and pricing. They develop and execute strategic initiatives and client engagement programs, maintain and grow client relationships, analyse current strategies, and lead, train, and motivate the commercial/operational team. The role also includes overseeing the sales process, ensuring CEP/CRM updates, correct costing and pricing, service agreement reviews, and supporting the team in negotiations and deal closures.

General Manager Strategic Partnerships – Key AccountabilitiesDefining SuccessSuccess In This Role Will Be Defined By

• High levels of client and prospective client engagement to educate, collect feedback and integrate in the strategic direction.
• Achievement of both sales and gross margin performance targets in the Guarding business.
• Promotes other business areas (solutions focused) and acts in the best interest of Securitas.
• Current client retention & negotiation.

Reporting Pattern

The General Manager Strategic Partnerships reports to the SVP of Guarding. They enlist support from finance, legal, Divisional VP Commercial, and other management resources as needed. They also interact with Payroll, HR, Guarding, Electronic Security, and Remote Services. The GM must be close to clients and have strategic engagement programs in place.

Client Engagement

• Lead, motivate, and train the team.
• Build trust in the market – visit prospects, create case studies, promote knowledge transfer.
• Master and practice NOSE methodology.

Sales Process

• Define and communicate Value Proposition.
• Work towards building a winning strategy.
• Lead costing, pricing, and service agreements.
• Oversee deal closure and client interactions.

Understanding the Market

• Strong market intelligence. Study the market, competition, and segments.
• Train Commercial team and operations.
• Develop and execute commercial strategy and initiatives.
• Define processes and tools, identify segments and clients, qualify leads, build client matrix, develop pricing strategy.
• Apply NOSE methodology for client insights.

Job ResponsibilitiesCommercial Excellence Management

• Implement and maintain commercial tools.
• Lead, train, mentor, motivate, and retain the commercial and guarding leadership team; provide smart KPIs.
• Follow commercial procedures including roster rotations and pricing analysis.
• Oversee operations and strategy of commercial department.
• Maintain CEP and orderly filing system.
• Ensure controls over commercial activities flow to payroll and finance.
• Conduct monthly C1 review and analysis including red hours.

Understanding the Market

• Ensure supplier contracts align with company policy and ethics.
• Branding and marketing activities.
• Monitor competition, market, regulations, and Securitas knowledge.
• Drive initiatives, identify must-win segments, apply NOSE methodology, and ensure competitive pricing.

Client Engagement

• Timely and accurate invoicing.
• Ensure clear strategy for pursuing prospects.
• Build trust with clients, understand their business, and provide helpful approach.
• Develop case studies showcasing solutions.
• Manage annual price increases and client negotiations.

Sales Process

• Keep CEP / CRM updated.
• Ensure Value Proposition aligns with client needs and outcomes.
• Design tailored solutions, prepare costing and presentations.
• Oversee negotiation and deal closure.

Reporting

• Contribute to business plan preparation.
• Achieve sales and GM% targets.
• Ensure commercial excellence drives client retention and growth.
• Maintain weekly CEP / CRM updates and commercial reports.

Accountabilities And Performance Measures

• Commercial team management and development.
• CEP / CRM maintenance.
• Timely tender submissions.
• Conversion of contracts to solutions-focused offerings.
• Winning new contracts from competition.
• Drive new sales, net change, and gross margin.
• Influence margins and volumes.
• Manage DSO.
• Maintain Net Promoter Score (Client and Employee).

Desired Skills And ExperienceQualifications and Experience

• Strong communication and client engagement skills
• In-depth knowledge of security operations
• Proven report writing and documentation skills
• High attention to detail with strict adherence to deadlines
• Confidential, resilient, and effective under pressure
• Strong problem-solving and decision-making abilities
• Computer literate with sound stress management
• Current Driver's Licence
• Minimum 10 years' management experience

Diversity and Inclusion

At Securitas, we embrace diversity and are committed to providing equal employment opportunities for all. We actively encourage applications from candidates of all backgrounds.

Ready to Make a Difference?

If you meet the above criteria and are excited to join our team, we invite you to submit your application along with your updated resume. Click the apply button to become part of our mission and help make the world a safer place.

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