Sales Relationship Manager

2 weeks ago

Melbourne, Victoria, Australia beBeeNegotiation Full time $80,000 - $120,000
Job Overview

The Sales Representative role encompasses direct accountability for financial, safety and operational performance of a designated portfolio of clients.

Main Responsibilities
  • Fosters rapport and develops relationships with clients.
  • Utilizes data to identify new opportunities for existing and potential clients.
  • Promotes process improvement at a client and portfolio level.
Portfolio Management
  • Evaluates client performance vs. previous year and identifies necessary actions to close any sales gaps.
  • Ensures optimal client contact time and regular customer engagement through proactive communication.
  • Prioritizes multiple priorities based on delivering value to the business to drive growth.
Account Strategy & Business Planning
  • Develops an account plan with the client.
  • Conducts forward planning throughout the year to exceed targets.
  • Crafts a call plan to deliver growth and close gaps.
Consultative Selling Skills
  • Employ a structured approach to all sales interactions.
  • Uses questioning and listening skills to move beyond stated needs.
  • BUILDs individual relationships to influence the decision-making process.
Negotiating Value
  • Able to negotiate pricing offers with the client and internal stakeholders.
  • Able to confidently communicate the overall benefits of the offer at all stages of the negotiation.
Prospecting and Pipeline Management
  • Maintains accurate records of all prospects in the sales pipeline.
  • Sources new leads from internal sources or external research.
  • Responds promptly to requests from prospects via telephone.
Client Training
  • Is familiar with the training process and facilitation behaviour required.
  • Prepares and delivers basic over-the-phone training.
  • Drives adoption of the online platform to empower the client.
Internal Functional Navigation in Service of the Client
  • Understands how their function relates to other business functions.
  • Builds relationships and agrees lines of communication with key functional contacts.
  • Accesses functions across the organization as appropriate.
Sector Market, Client & Competitor Understanding
  • Conducts a basic SWOT analysis for the organization and key competitors.
  • Understands how the business shapes its activities and position in the market.
Offer and Product Knowledge
  • Articulates how the offer sets us apart from competitors.
  • Answers client/consumer product-related questions.

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