Territory Sales Manager

2 weeks ago

Melbourne, Victoria, Australia Kardex Full time

Kardex VCA Pty Ltd is seeking a motivated self-starter to join our Australia New Business Team in the role of Territory Sales Manager, to be preferably based in Melbourne, Australia.

Ihre Aufgaben

PURPOSE OF THE ROLE
- Develop the market for Kardex products and solutions for assigned territories and/or market segment for Australia.
- Reach and exceed sales targets in the territory and relevant segment via direct sales.
- Lead business development for new industry and segment.
- Initiate and follow up marketing leads, turn them into opportunity and close the sales.

TARGETS

Sales generation
- Offers (value & Quantity)
- Mix between product and systems sales
- Order intake/Booking (units/AUD)
- Successful closure and acceptance by customer
- Invoiced revenue and gross margin

Customers
- Proactive customer care
- Customer satisfaction (internal or external)

Internal
- Deliver tasks within agreed time
- Defined reporting delivered in time (CRM)
- Delivery precision and quality
- Forecast accuracy

RESPONSIBILITIES
- Reach or exceed agreed sales volume
- Generate leads
- Develop and qualify leads
- Develop solution and value proposition for customer
- Negotiate contract and close the deal according to Kardex guidelines
- Ensure Kardex T&C's are followed and risk in projects is managed
- Maintain and develop relation with existing customers
- Develop new customers in line with focused segments and business plan
- Reporting
- Update CRM
- Weekly forecast update
- Other sales reporting requested.

**REQUIREMENTS**:

- Education: Tertiary education in technical related field.
- Minimum 7 years of experience in Intralogistics with high exposure to retail, e-commerce, 3PL, electronics and/or Bio-Pharmaceutical industries.
- Multi-year experience of high level and complex B2B sales, with solution selling.
- Commercial background with good technical understanding or vice versa.
- Formally trained in sales and key account management.
- Experience in development and negotiation of complex contracts.
- Good understanding of logístical processes, and software supported working processes.
- Experienced in using Strategic Selling Framework like Miller Heiman, SPIN selling and CRM, e.g. SalesForce
- Experienced in solution selling at high level.
- Creative and solution oriented.
- Patient, persistent and enduring working style.
- Ability to travel frequently for business meeting and training.

Behaviours required to perform this role:

- Self-starter and entrepreneurial.
- Leads change.
- Business Application: CRM, Sales Force
- Customer
- and business-oriented.
- Comfortable with communication with senior leadership.
- Good interpersonal skills.

This role is only open to Australian residents or those holding a relevant Visa giving right to live and work in Australia.

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