Head of Channel Strategy

3 weeks ago

Richmond, Australia REA Group Full time

Head of Channel Strategy

We're REA

REA Group

is not your average digital media business.

From our humble beginnings in a Melbourne garage more than 20 years ago, today REA Group is one of the great Australian start-up success stories. Spanning eight countries and with more than 1,400 people, we’re re-imagining what’s possible and delivering exceptional experiences to both our customers and consumers every day.

We’re excited by the future and how we can shape it. But we also know it’s important to remember where we’ve come from.

Where the team fits in

Channel Strategy is a pillar of the Customer Excellence team, which consists of Channel Strategy, GTM, Market Research & CX, Loyalty and Sales Learning and Development. Customer Excellence is a shared service function within the Customer group. The Channel Strategy team helps support REA effectively engage with a wide and varied customer set through across our channels.

We not only help support our sales teams via traditional sales operations, we also partner with marketing to power our non F2F channels, to ensure we are providing a best-in-class customer experience, no matter how customers do business with REA.

We leverage our data expertise to make sure we provide the best experience for our customers, anything from designing our sales incentives structure, sales capacity planning, embedding feature usage of products with customers and driving REA business priorities via our marketing channels. We own the performance tracking to make sure our products and sales team are delivering on our benchmarks of high performance, continually evaluating and making recommendations to shift the needle on core KPIs and drive positive revenue outcomes.

What the role is all about

The Head of Channel Strategy is a key senior role that drives both the long
- and short-term channel strategies, ensuring our traditional sales functions and other channels are set up for success and our growth aspirations are achieved. By partnering with key stakeholders in Sales, Analytics, GTM, Loyalty and Finance, the role will be key to identifying areas of growth and optimisation. Being a master of prioritising the teams focus and influencing change across stakeholders will ensure deliverables are met and the team are empowered to think longer term.
- Continually iterate and improve on customer segmentation model to ensure fit for use to drive desired business outcomes
- Defining the overarching group omni-channel sales strategy to deliver our next wave of sales growth
- Partner with the National Sales Directors to understand their markets, teams and build strong rapport and understanding of their needs - key conduit and relationship holder for the Sales Operations team functions
- Drive strong connection between our business strategy to our omni-channel sales strategy, near term and long term, working closely with Customer Analytics, Product, GTM and Customer Lifecycle Marketing teams
- Proactively identifying areas of growth, challenge market strategies and structure where necessary to facilitate that growth
- Drive awareness of sales and customer insights to key stakeholders within the business
- Be the guardian of sales capacity planning, providing leadership and key insights to inform GTM strategies and effectiveness
- Own the data support required to execute on our customer campaigns that help achieve our growth aspirations
- Closely partner with the platforms team to plan long term roadmaps and drive effectiveness of salesforce, in both sales process and product implementations
- Be the eyes around corners, driving recommendations based on environmental, business or customer insight and factors
- Champion a mindset of continuous process improvement
- Establish a healthy work life balance for the team, and partner closely with Customer Analytics to drive efficiencies, and reduce overlap between teams
- Build out a best-in-class Channel Strategy team with strong relationships and trust internally and externally

Who we’re looking for
- Someone with a few runs on the board - prior leadership experience in the sales operations/ customer analytics space
- Demonstrated experience in strategic planning, analysis and business planning
- An established people leader with strong influencing skills
- Exceptional communication skills, with experience partnering closely with senior leaders within Sales environments
- A background in operational analytics and insights generation for commercial customer facing teams is desirable but not essential for this role
- Great technical nous - the ability to communicate and partner with technical stakeholders to determine process and system improvements
- The ability to synthesise and understand information from commercial, analytical and technical stakeholders in order to define and set priorities for the team
- Looks at tricky situations through a solutions-focused lens
- Work productively in a fast paced and agile environment - #gsd (u

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