Sales Manager

2 weeks ago

Melbourne, Australia Pacific National Full time

**Sales Manager**
- Large business on significant growth path with strong market presence, asset base and vast network
- Manage large key accounts within intermodal logistics sector characterised by expansion and opportunity
- Interface with top level decision makers in a collaborative and supportive environment

**About us**

Pacific National (PN) is the largest private provider of diversified rail freight services in Australia. We haul a variety of freight including coal, intermodal containers, steel, and a range of bulk commodities and materials that keep the region’s economy, businesses and households running. We are a company built on solid foundations and we are incredibly proud of the essential role we continue to play supporting Australia’s supply chain. At Pacific National, we take great pride in delivering our best every day and have a relentless focus on customer service and place safety above all else.

We operate nationally with approximately 3,500 staff in over 90+ sites across Australia. We respect and care for the communities in which we operate and continue to evolve our community engagement and strengthen relationships through partnerships and investment. We are focused on reducing the carbon emissions of our business, while also enabling the reduction of carbon emissions in the broader supply chain to support the National targets.

**About the role**

Reporting to the Sales Lead Intermodal, the Sales Manager Intermodal will be responsible for delivering profitable growth both through the expansion of existing services in the assigned portfolio of major accounts as well as through the implementation of new product and logistics solutions with existing and new customers. With the future arrival of inland rail and many benefits of modal shift from road to rail, particularly environmental gains, this role constitutes an exciting opportunity with much scope and possibilities. Pacific National are well poised to lead the industry and grow rail’s share of the freight market within Australia.

Key responsibilities include:

- Seek and pursue new leads and opportunities with existing and new customers
- Lead contract negotiations and any contract changes involving revenue generation activities
- Define and establish relationships with key customer decision makers, stakeholders, and influencers
- Develop Strategic Account Planning within the assigned portfolio including long term growth strategy
- Build, develop, monitor, and execute pipeline of opportunities and deliver against the established strategic plan including targets, budgets, and performance
- As the voice of the customer, understand customer needs, key decision-making criteria, metrics, market, and competitors, ensuring customer insights are incorporated into product line strategies and customer solutions
- Develop and deliver proactive solutions for customers that drive added value and profitability for Pacific National and the customer
- Develop, in conjunction with Customer Service Team, an effective Customer Relationship Plan with major customers assigned to their portfolio.

**About you**
- Demonstrated proven experience in sales and key account management, ideally in large, complex organisations
- Strong experience in direct customer contact and negotiation, and in building strong relationships with customers at senior levels
- Outstanding communication and interpersonal skills, including the ability to listen and question
- Ability to negotiate and follow-through on client contracts
- Proven planning and time management skills, and experience working towards measurable sales targets
- Strong analytical ability and proficiency with CRM systems.

**The benefits**

At Pacific National we value diversity, inclusion and the contribution of each team member. Our values underpin our commitment to create an inclusive culture where everyone is accepted and valued for who they are, enabling everyone to bring their authentic selves to work.

When you join the Pacific National team, you’ll be encouraged to take ownership of your career and we’ll be there to support you with a range of exciting initiatives including:

- Industry leading programs focussed on your growth and career development
- Paid parental leave up to 12 weeks for primary carers at full pay after 12 months service
- Opportunity to purchase additional annual leave
- A focus on your mental health and wellbeing through our PeerConnect program
- Access to our Employee Assistance Program, administered by Benestar, offering confidential counselling services for employees and their eligible family members, paid for by us at no cost to you
- Access to Unmind, a digital platform that gives you access to tools, training and exercises that will support your mental wellbeing
- Discounted fitness and wellbeing benefits with membership to WhereFit, our wellbeing benefits partner
- Novated leasing and discounts on selected health insurance funds, travel, retail brands, vehicles

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