Territory Sales Manager

Your tasks

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/MYR)
• 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 logistical 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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