Gm Sales Operations

5 months ago

Melbourne Airport, Australia Team Global Express Full time

**JOB DESCRIPTION**

**About Us**
Team Global Express is an Australian owned logistics business driving more sustainable transport solutions for our customers. Built on a 130-year-old history, our innovative thinking, assets, and capabilities support national interests, helping businesses operate efficiently. Our dynamic teams deliver across an expansive road, rail, air, and sea network, providing transport, logistics, and business solutions to customers throughout Australia and New Zealand.

Team Global Express is led by Christine Holgate, Group CEO, and backed by Allegro Funds, Australia’s most awarded transformation and turnaround private equity firm.

**About the role**

Partnering with functional and divisional teams this role is responsible for supporting the sales team deliver its objectives while improving sales operational efficiency, productivity, consistency and compliance.

The focus of the General Manager - Sales Operations role is to support the sales team in retaining customer, growing volumes and ensuring that the sales teams are set up for success. This role has accountability for;
- Bids and tenders,
- Customer onboarding and implementation,
- Salesforce (sales cloud),
- Sales Governance - including sales incentives and portfolio management,
- Commercial governance - including sitting on the Pricing Panel, payment terms, and accountability for approving contracts up to $3.5m,
- Sales performance and budgeting.

Additionally, this role will work with Finance in providing accurate and timely analysis of sales performance across TGE and to drive a volume-based reporting and analysis culture across the sales function. Representing Sales this role will drive governance across TGE BU’s leading the pricing panel, contracts panel and Improving capability to enable sales teams to identify and effectively manage sales opportunities and drive profitable growth across TGE. This will be achieved through identifying programs, standards and tools to maximise effectiveness and by working cross-functionally to implement and embed sales process, programs and tools to achieve our growth objectives.

This is a leadership role that is accountable for embedding a values led, high performance culture.

**Primary Duties & Responsibilities**
- Deliver high-quality, professional tender responses on time, focusing on customer needs and adhering to company policies and customer specifications.
- Oversee bid procedures, reporting, documentation, and governance to ensure a streamlined and efficient process for the business.
- Maintain consistently high standards for tender responses, support the Bid Team's performance, and provide guidance to the sales team on responding to customer tenders.
- Actively search for potential leads on company and government websites to expand our reach.
- Continuously maintain, update, and improve the sales resource and information library to support the sales team.
- Stay informed on new trends in bid responses and introduce initiatives to enhance our bidding process and success rate.
- Work closely with all business units to ensure prompt registration and delivery of all Bids and 'One Supplier Solutions’.

**About You**

With a passion and flair for sales you enjoy leading and developing strong teams to deliver company directives. You are process driven with an analytical mind and come with in-depth experience within supply chain and enjoy building relationships. Your strong sales and influencing skills, along with your ability to communicate and network with all levels of stakeholders will see you succeed in this role.

**Qualifications & Experience**:

- Ensure the delivery of quality bids and tenders and the management of workloads and high value responses.
- Ensure the customer onboarding activities are completed in line with respective DOA and in accordance with documented processes, while continuously identifying opportunities to improve.
- Identify, review and approve changes and development to the sales instance of Salesforce.
- Plan and deliver new business and portfolio budgets to the sales team in addition to implementing weekly tracking of results.
- Implement and ensure compliance and measurement of the sales incentive plan and customer movement policy.
- Review and design the annual sales incentive plan and recommend changes as required to improve the effectiveness of the plan.
- Work with sales leaders to ensure that the Sales team’s capability are to the appropriate level to deliver on the objectives of the business.
- Provide support to the CSO for interpretation and analysis of reporting provided by finance on a weekly basis. Provide commentary for the Sales MBR provided by finance.
- Work with the GM Pricing on securing, analysing and interpreting external market data.
- Ensure quality of submissions for pricing panel, contracts panel and payment terms requests are of an acceptable standard in terms of accuracy and appropriate level of detail.
- Collaborate ef

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