Melbourne, Vic

2 weeks ago

Melbourne, Australia Watts Water Technologies Full time

The main objective and responsibility of this role is to drive the sales strategy for Watts within the defined geographic state and segments. This will be achieved by ensuring profitable growth in sales revenues through positive planning, deployment, and management of sales personnel.

RESPONSIBILITIES AND DUTIES:

- Co-create and execute state sales plan and segment plans to meet or exceed stated revenue and profit targets
- Accurately forecast annual, quarterly and monthly revenue streams and interpret short and long-term effects on sales strategies in operating profit
- Plan approaches and pitches to existing and potential clients
- Guide and coach Segment Managers to develop sales strategies to improve market share in all product lines
- Develop strategies to grow into new emerging segments and work with other states to build qualified pipeline in new segments.
- Monitor real time opportunities for new business/or business expansion
- Meet clients regularly within assigned territory to understand their evolving needs
- Hold regular meetings with sales and operational staff to ensure efficient and stable sales activity
- Manage the planning, recruitment, direction, organisation and control of State team to accomplish specific objectives
- Ensure the CRM becomes an essential tool for the sales team
- Provide high standards of ongoing training for sales team
- Build long-term productive and mutually beneficial relationships with customers
- Manage customer issues and complaints
- Participate in a continuous improvement culture by looking for improvement opportunities
- Develop and nurture the team through regular appraisals, effective communication of objectives and appropriate training

KEY MEASURABLES and KPI’s
- Develop, manage and lead the State team to meet the strategic objectives and goals whilst also maximising sales revenue for the state
- Implement the strategic sales plan within the state
- Implement the strategic sales plan with segment leaders and new segments
- Develop a rapport with new clients, set targets for sales and provide support that will continually improve the relationship
- Analyse state sales data to determine sales tactics and set targets
- Demonstrate strategic planning competency by developing the pipeline of new business coming in to Watts

EDUCATION:

- A qualified senior professional business development Technical Salesperson with a minimum 10 years’ experience showing strong technical knowledge of plumbing and fire related valves industries.
- 10+ years’ business development experience preferably in senior technical/specification/solution sales.
- Tertiary Business (or related) qualification

MANAGEMENT:

- Victorian State Sales Team
- National Segment Managers

WORKING ENVIRONMENT:
Mixture of office and travel (local, interstate, and international) as required to support customers and drive sales and business development initiatives.

QUALIFICATIONS:

- 10+ years in a sales management role
- Understanding of how a business works together to make it successful and how its financial metrics provide both lead and lag indicators of sustainable performance
- Computer literacy skills are necessary (Microsoft Office suite).
- A current driver's license and passport are mandatory.
- A strong technical aptitude and an understanding of technical solution selling
- A high level of understanding of sales cycles and sales strategies
- Extensive experience with administrative procedures using ERP and CRM systems coupled with product databases and business intelligence systems
- An outgoing personality with well-developed interpersonal skills
- Excellent oral and written communication skills
- Exceptional presentation skills and integrity in business dealings
- Demonstrated success in leading a sales team in exceeding targets

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