Territory Sales Manager

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.

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/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 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.

Your profile

Automated storage solutions are high-tech. The basis for this is our genuine high-quality work from our own production sites, the skills of our specialists in planning, production, and assembly, as well as the innovative spirit of our engineers from research and development. For years, we have been developing solutions in the areas of Industry 4.0 and digitalization to offer our customers an excellent all-around service.