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State Sales Manager II, Victoria


Melbourne, VIC, AU

Brand:  RS
Function:  Sales
Work Location: 

Role Purpose

Use industry and customer insight to shape customer procurement strategy, position RS as an invaluable partner and grow RS share of customer spend. Bringing insight from the market and help shape the sales strategy for ANZ based on Continuous Improvement and best practise. Build an effective stakeholder network within our business at senior levels across relevant functional departments to create engagement and consensus. Responsible for optimising sales income from all accounts within a specified ‘Account Portfolio/Territory’ strives to become the first point of contact for a customer to address all their purchasing requirements. Primary focus is on building effective relationships within account portfolio of high opportunity accounts to gain a clear understanding of current and future needs and drive significant incremental sales. There is also a need to identify and support other opportunities for growth in the territory in conjunction with the wider sales and marketing teams.


Key Accountabilities

• Achieves agreed monthly, quarterly and annual regional sales and GM $ targets for team along with delivering the Territory Sales Plan for their own territory or portfolio of accounts in conjunction with local and national strategies while exceeding targets within budget.

• Work with Account Managers, Corporate Account Managers and Internal Sales Executives, to drive sales initiatives.

• Achieves regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans and delivery of team forecast and pipeline management against agreed timelines.

• Maintains and expands customer base in the region, building and maintaining rapport with key customers; identifying new customer opportunities.

• Leads, motivates, and develops sales workforce. Fosters a customer-centric approach to sales and service. Supervise and guide the routine work of team members; cultivate and develop sales team numbers to ensure team and individual sales target achievement.

• Maintain CRM data is up to date on a daily basis, Call Plans, Call objectives, Call outcomes and data contact maintenance.

• Ensure customer segmentation and geography is managed, maintained and covered on a rotation basis.

• Prepare, plan and assist site roadshows and expos on and off customer sites.

• Provide monthly reports on targets, KPM, customer activity, market forces and competition

• Develop an internal and external network of business partners, fostering good team work within a best practice environment.

• Develop knowledge of RS’s product ranges, technologies, sales practices and procedures and valueadded services

Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish a partnership and increase our supply status.

• Facilitate business meetings with our customers to align the customer's strategy, highlight their true business needs to create a contract which all areas of the business are engaged to deliver.

• Accomplishes sales and organization mission by executing RS ANZ strategy to achieve revenue and margin targets.

• Maintain and manage a collaborative working relationship with relevant stakeholders within a highly matrix organization.

• Behave under requirements of EH&S and related ethics in RS.

• Complete other tasks from company



• Education Background: Bachelor’s degree or above

• Experience of managing sales teams for more than 5 years in Electronic or MRO industry.

• The ability to think broadly and in an agile way, identifying opportunities and exploiting the team to get business

• Self-motivated with the ability to develop your own agenda aligned with RS ANZ strategy and work independently.

• Strong leadership skills

• Capability in business planning and project management

• The ability to create customer need and opportunities

• The ability to facilitate and engage a group of individuals along a planned route

• Work well under pressure, whist creating quality output

• A high degree of learning agility, emotional intelligence

• An appetite to learn and grow within the role

• A proven track record in successful negotiations and contract delivery Desirable:

• Significant ANZ experience in a Sales Management role in a large MRO supplier industry

• Experience from a complex distribution business or solutions provider

• Experience of MRO procurement strategy, eProcurement, sourcing solutions or inventory solutions.

• A knowledge of specific sector customers and/or competitors, (Manufacturing, Automotive, Industrial, Government, Aerospace, Defence, Transport, Utilities and FM



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