Head of Sales

2 weeks ago

Bella Vista, Australia Collins Debden Full time

**Who are we**:
We are a leading stationery supplier with over 200 years of brand heritage. Collins Debden has presence in the UK, Southeast Asia and Oceania. Our core business is based on stationery products such as Diaries, Notebooks and other General Stationery items. We are currently in the process of transitioning our business to a lifestyle stationery supplier with a vision to be in every home, everywhere.

**Position Summary**

Head of Sales will be responsible for Sales and Business Development activities across the key client accounts in Australia. The Head of Australian sales will be the lead point of contact for all client matters and build strong customer relationships to achieve sales targets and maintain group margin. They will support the GM in managing and motivating staff. The position will be based in Sydney and will require travel when required.

**Key Relationships**

Reports to: General Manager

**Major Responsibilities**

Strategic Management
- Prepare, negotiate, agree, and implement a strategic plan across the Region.
- Coordinate the development of the region for new business development and recurring revenues.
- Act as a focus for the coordination of margins to ensure consistency, timelines and that margins are to the agreed plan and in-line with Company expectations.
- Support the General Manager in managing sales team, as required.
- Maximise the profit within the set strategic plans.
- Undertake competitor analysis and recommend actions and future business objectives to be incorporated into the overall annual business plan for the region.
- Manage performance outcomes from territory-based customers.
- Ensure timely implementation of strategies to achieve company’s sales and profit targets as well as grow the Key Account customers.
- To develop monthly, quarterly, and full year Key Account plans with sales budgets and integrate it with marketing plans to grow the business and market share with Key Accounts

Business Development
- Research, develop, identify and quantify new sales opportunities with the objective of achieving and exceeding forecasted sales goals through cold calls, networking activities, direct meeting with customers and prospects, presentations, new lead generation programs, promotions, etc.;
- Recommend resources necessary to complete new business development.
- Coordinate sales, promotion and market research and execute special projects and programs within the region.
- Work closely with Marketing team to review the potential product/ market opportunities in line with the Company objectives and cascade overall project plans for recognized business opportunities.
- Strategically work with the customers on their plans to maximise the business opportunities
- Meet with customers to discuss their evolving needs and to assess the quality of our company’s relationship with them.
- Develop sound product and channel strategies integrated with marketing strategies.
- Negotiate for commercial viability, trade deals and sustainable trading terms and agreements to maximise profits.
- Work autonomously to develop and manage existing channels and win new customers by building new business channels
- Deliver client-focused solutions based on customer needs.
- Develop and maintain existing top customer relationships and opening new top direct accounts in order to increase revenue;
- Attend trade events as required.

Sales & Margin Growth
- Achieve and exceed the revenue targets by ensuring the region meets its targets and that combined sales budgets are met.
- Maintain key customer contact at a senior level and form direct associations with the region’s largest “key accounts” to further develop supply agreements and increase our profile.
- Mentor and manage the sales team to maximise the profit margins and sales revenues by supporting the General Manager
- Participate in the preparation of pricing for the region in conjunction with the sales team and marketing division.
- Direct presentations and negotiations with prospective customers to achieve growth objectives.
- Direct business negotiations and preserve the company’s interests.
- Resolve key client issues and resolve all complaints in a timely manner.
- Plan, organise, manage, lead and monitor sales promotional activities to ensure proper execution of sales plans and monthly target achievement.
- Analyse and review Channel / Customer Sales and Profit & Loss performance & Trade Spend.
- Deliver compelling presentations and propositions of new and existing products.
- Provide sales forecasts and review budgets working closely with other departments.
- Ensuring the compliance of the customers' needs and wishes as well as of their time schedule
- Previous experience managing national accounts within the Consumer and or Office Markets industry
- Demonstrated skills at managing key stakeholder relationships.
- Solid experience in sales and customer service
- Proven record in negotiating rebate and incentive programs

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