Acct Mgt

Business Development Executive (BDE)
DEPARTMENT Sales
REPORTS DIRECTLY TO Sales Manager, Sales Supervisor
REPORTS INDIRECTLY TO
Group Sales Manager
State Sales Manager
State Manager
National Sales Manager
NUMBER OF REPORTING RELATIONSHIPS 5
TRAVEL REQUIREMENTS Travel required within metropolitan area on a regular basis
EMPLOYING ENTITY Capital Transport and Logistics Group Pty Ltd
AUTHORITY TO ACT
This position must act within written group policies, procedures and operations manuals. All decisions outside these parameters must be approved by your direct manager.
NUMBER OF STAFF REPORTING DIRECTLY TO THIS POSITION 0
NUMBER OF STAFF REPORTING INDIRECTLY TO THIS POSITION 0
CRITICAL RELATIONSHIPS (INTERNAL)
- National Sales Manager
- Group Sales Manager
- Brand Sales Manager
- Sales Department
- Account Management Department
- Customer Service and Administration Department
- Operational Departments (Fleet, Courier, Contracts, Taxi Trucks)
- Finance and Accounts Department
- HR and HSEQ Department
- Legal Counsel

CRITICAL RELATIONSHIPS (EXTERNAL)
- Existing clients
- Potential clients

Position Summary
As a Business Development Executive (BDE), you will report directly to the State Sales Manager for the applicable brand, with indirect reporting to the Group Sales Manager and National Sales Manager. You will be responsible for achieving daily, weekly, and monthly targets, ensuring consistent progress towards your year-to-date budget goals through meeting your activity targets specified to the role. You are expected to sell in accordance with the Company induction training and Sales Manual including sourcing new business leads through a variety of methods, and managing the relationship with new clients to ensure we retain their business.
1. Key Responsibilities and Tasks
1.1 KEY PERFORMANCE INDICATORS
- Ensure you meet the results and activity targets set by your manager and outlined in a separate document titled ‘Appendix A.’

1.2 ROAD DAYS
- Ensure you start and finish in the office daily, abiding by the ‘Daily Sales Structure’ document provided at the time of induction, unless otherwise directed by your manager. This generally includes three (3) days in the office (Monday, Wednesday and Friday) and two (2) days on the road (Tuesday and Thursday), however this can vary at your manager’s discretion.
- A Qualified Opportunity is defined as an opportunity with a prospective client that has not traded with Capital Group at all, or for not less than three (3) months, and the prospective customer’s:

- Decision maker is known;
- Transport requirements are known and are serviceable by us;
- Has a transport need of not less than one transport job per calendar month;
- Incumbent transport provider is known and is a competitor of ours;
- Has an invoice or price example for comparison; and
- Is planning to make a decision within six weeks from initial contact (Buying Mode).
- A New Business Appointment is defined as a first appointment of a Qualified Opportunity, as well as any follow up action (such as follow up appointments and drop-ins) that are required to secure the custom of the Qualified Opportunity.
- An Account Management Appointment is defined as an appointment with a customer that is already trading or has traded within the last three months.
- Attend the minimum number of appointments as outlined in Appendix A of this position description, unless otherwise directed by your Manager. These appointments should be made up of both New Business Appointments and Account Management Appointments.
- Obtain the minimum number of business cards as outlined in Appendix A of this position description, abiding by the Capital Group’s approved lead generation methodology.
- Sell within your defined territory unless referred to a client in another territory or otherwise directed by your manager. If referred into another territory, you must attempt to make an appointment in the morning or at the end of the day to ensure effective time management.
- Follow the Capital Group’s Sales Process as outlined in the Sales Training Manual, including use of the following sales methods:
A. Warm up;
B. Recap;
C. Presentation; and
D. Close.
- Provide an update to your Manager at the end of each road day including a de-brief of all on road activities tracked via CRM.

1.3 OFFICE DAYS
- Have a minimum of 100 leads (i.e. company name and phone number) to call that have been generated through either cold calling, referrals, CRM follow ups, eyeballing, door knocking or any other lead generated techniques promoted through the Capital Group’s approved sales lead generation process.
- Make the minimum number of calls outlined in Appendix A of this position description, predominately from your landline.

You must use these phone calls to schedule appointments for the days on the road selling. These phone calls will be measured though the phone system and CRM.
- Ensure that you escalate any clients that start trading or have a daily trade or per perio