Head of National Accounts

Head of Sales National Accounts - C&I - Iconic ASX100 - Market leading Waste & Resource Recovery Specialists - Bring bespoke market leading sustainability solutions to Comm & Industrial org - Lead from the front to proactively develop new/existing $1m customers nationally - Lead a team of 50 Account Mgrs & BDMs nurturing organic growth + identifying/managing a pipeline of potential, each one representing $1m+ new biz opp_ Outstanding career opportunity with an Iconic Aust owned org and market leader, for an Executive Head of Sales - National Accounts who is confident and experienced in dealing in complex environments. Our client is an ASX100 Icon and market leader in the field of Waste and Resource Recovery, and today they are seeking to appoint an inspirational and talented Strategic and Tactical Head of Sales - National Accounts, to lead the national development of strategic objectives through their teams, delivering growth and service outcomes aligned with their enterprise strategy and plans. **Your key responsibilities will include** - Proactively leading, managing and coaching your highly talented Account Management & BDM teams (FTE 50/combination of in field and contact centre) to achieve agreed Sales Budgets, Targets & KPIs in line with business unit Plans & P&L's. (circa $200m) - Proactively leading the growth of our client’s footprint within an established enviable portfolio of $1m+ customer accounts, whilst also nurturing the opportunity pipeline representing potentially $1m+ opportunities, ensuring a combination of organic and new business growth - Achieving the critical balance of customer retention as well as securing new national contract customers each with annual turnover >$1m pa and business presence in >2 state regions - Collaborating with functional and operational leaders across the business to support the development of bespoke solutions to engage and embed the organisation into long-term customer partnerships - Operating as the VOC, driving outstanding customer experience through alignment with customer service and operations - Developing & executing actionable National Account Management Strategies and plans through key sales initiatives, programs, campaigns and techniques - Providing unique insights from national customer profile to assist with development of footprint of prized assets - Leading the execution of sales and account management strategies to drive profitable revenue growth through price and volume. - Facilitating executive customer sales & account management presentations - You will be ultimately accountable for delivering top line revenue growth through the management of People, Markets, Assets & Financials in alignment with their Value Operating Model **What you will bring to the role** - Min 8 years exp in a strategic and tactical executive sales leadership directly in B2B industrial sales for national accounts - Demonstrated success leading a dispersed team of BDMs and account managers across multiple channels (in field and phone based) - Significant business development success with organic & new business growth and customer focus, strategy, building and maintaining strategic partnerships, - Hands on people development, with proven success building high performing B2B Account Management teams - Experience from waste management sector (adv) or other relevant industry preferred - Demonstrated value-creation for customers in relevant and similar industry verticals - Experience delivering success in a decentralised matrix organization - Experience having successfully developed multi-tiered relationship structure with customers - Effective collaboration and engagement with critical internal stakeholders and support functions to design bespoke solutions that drive superior outcomes for the customer - Demonstrated Budget delivery management, specifically though the management of price and volume in high volume transactional environments - Proven commercial &/or industry business to business sales experience; strong sales, account management and business development skills - Demonstrated ability to think innovatively to develop targeted sales and marketing strategies - Demonstrable sales leadership skills & experience delivering consistent performance outcomes - Exposure to commercial transactions and principles understanding volume and pricing levers - Strong presentation and proposal/tender development skills - Excellent verbal and written communication skills, negotiation, conflict management and relationship building skills - Demonstrated analytical skills - Require tertiary education, preferably in sales and marketing or business administration & current Australian driver's license **Whats in it for you?** - Rem circa $300k TFR + 30% STI + career pathway - Full accountability for $1m+ customers nationally with a team of 50 (in field & contact centre channels) - that’s both organic growth and $1m+ potential customer identification & development - This is an opp