Main characteristics
- Location
- Perth, Western Australia
- Company
- Michael Page
- Employment type
- Permanent
- Category
- Sales
- Industry
- Energy & Natural Resources
Job summary
About Our ClientIt is an exciting time to join my clients team as they accelerate their growth to build a real Australian success story. They are building a slurry product technology business focused on the mining industry. Their goal is to build a world-class business that dominates this niche market globally.
Job Description
You will lead the Capital Sales team with direct dealmaking responsibility on major deals and managing a team of two responsible for day-to-day deals. You will be responsible for maximising win rate on live project tenders whilst maximising the gross profit on project tenders won. The best project tender opportunity has a technical specification that requires our products by brand and performance characteristics. Building a strong pipeline of future project opportunities with the right technical specifications is the key to future success.
Key responsibilities include:
- Strategic prospecting - build relationships with target clients
- Account management - become the preferred supplier for target packages
- Specification development - improve client's technical specifications
- Project tender access - get access to 100% of target packages
- Winning deals - maximise win rate on target packages
- Pipeline management - including deal-by-deal sales coaching
- Sales management - including planning, recruiting, managing & training
The Successful Applicant
My client is looking for a Sales Manager who is competitive and highly motivated, with the ability to drive out-performance. You will enjoy working in a structured sales environment with high accountability, clear metrics, and a strong focus on results. You will have a 'hunter' mentality, high energy, and strong discipline on activities and metrics. You will enjoy specifying and selling a premium product that out-performs the competition and delivers the value to justify a premium price point. You will be looking for a 'captain/coach' role where you can still do the big deals yourself whilst managing a small sales team.
Product or industry experience is not required. You will have a strong desire to learn and improve your knowledge and skills. To assist with this, we will put you through a structured onboarding and training program to bring you up to speed as quickly as possible.
Experience required (and preferred) includes:
- Out-performance as a salesperson and sales manager
- Proven success in tender-based project sales environment
- Experience running structured sales model using CRM
- Experience in industrial sales with technical product or service
- Experience influencing client's technical specifications
What's on Offer
Key reasons to join my client as Capital Sales Manager are:
- Successful sales model with a proven playbook in growing business
- Strong quarterly sales incentive plan (guaranteed at 100% on-target for first six months)
- Performance-focused environment with a strong culture and a great team
- Progression opportunities for those who out-perform
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