Sales Manager - Mining WA

N.B. Preferred employee location: A strong preference would be for a Perth based candidate. However, we may also consider candidates in Bunburry, Karratha and Port Hedland.

The Role

The Sales Manager – Mining (WA) role is to increase market share through the growth and acquisition of Strategic Mining Accounts. Strategic Mining Accounts are allocated to the position by the National Mining Manager to achieve budgeted sales targets, profit objectives, sales execution standards and leading-edge customer service in the allocated customer portfolio. The account allocation may be amended periodically to reflect changing market conditions and organisational needs.

The supporting purpose is to increase the Pirtek Network’s market share through the growth and acquisition of non–mining and mining-related strategic and national account customers in the Sales Manager’s assigned area or region through supporting each Franchise territory to achieve budgeted sales targets and profit objectives.

The role demands exceptional but subtle levels of negotiation in addition to excellent communication skills, as you will be working alongside franchise business owners. This role goes beyond traditional account management and business development roles and offers additional challenges and diversity.

Developing trusted relationships with a portfolio of Pirtek’s strategic (or key) customer accounts, acquiring a thorough understanding of the Strategic customer’s needs and requirements, and expanding the business relationships with existing and target customers by proposing value-added solutions that meet their requirements and business objectives.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Develop and implement appropriate product and service offers to meet the national requirements of the strategic national and or state customers and, on occasion, when required, respond to all ad hoc customer requirements, enquiries and concerns from the customer branches and Pirtek Franchise network where normal customer service delivery processes need improvement or intervention to address a concern or new situation.
• Gain an understanding of the Strategic Accounts' operational structures
• Maintaining and updating the relevant pricing files with support from the Pirtek Pricing Department as agreed and negotiated
• Finding new and innovative ways Pirtek can assist with customer business challenges and opportunities
• Using both traditional and creative techniques to develop relationships with customer stakeholders
• Keeping track of your accounts’ customer service satisfaction and reporting on the status to the organisation
• Producing monthly sales and KPI reports and reviewing performance with the Strategic Accounts’ stakeholders
• Oversee the compliance of the terms and conditions within the contracts
• Actively participate in the contract review process where and when required
• Promote the sale of the full range of Pirtek products and services within each of the Strategic Account’s branches nationally in collaboration with the other Sales Managers
• Develop and implement new opportunities outside of the contracted hose supply program
• Achieve sales targets the National Mining Manager set for the area or region (including individual Franchisees) allocated.
• Coach and support Centre managers, TSR’s and MSST’s to improve their sales effectiveness and customer service skills.
• Assist and advise Franchisees to develop direct sales at strategic, national and state customer sites within the defined territories.
• Work with the Pirtek Network to build successful and acceptable levels of sales, profitability, promotional and technical expertise.
• Maintain a high level of professionalism and integrity at all times
• Provide monthly sales and or progress reports to the National Mining Manager and the Pirtek Board as requested
• At all times, comply with the necessary OH&S requirements
• Ability to communicate clearly with senior management along with workshop personnel
• General understanding of technical and mechanical concepts
• Competent in Microsoft Word, Excel & PowerPoint
• Further clarification is available in the Role of PFS Field Sales Document attached. Also available in the Franchise Induction Booklet.

Strategic Performance Indicators

• Increased sales revenue to the Pirtek network and PFS, meeting and preferably exceeding sales budget targets
• Increase customer branch utilisation of Pirtek Supply contracts (or compliance to)
• Customer satisfaction levels
• Innovation and value add to the Strategic Accounts
• Engage other PFS Sales team members on a national basis to provide national strategic account support and develop the Sales Revenue nationally
• Develop and implement the WA mining strategy and action plan, Pirtek Centre Sales Plans, Customer Maps, effective sales pipeline management and conduct six monthly sales and business reviews following the Pirtek processes and templates

Special Requirements

Technical training or experience to enable improved insight into customer’s hose, fittings and speciality product-related requirements.

Necessary Skills & Experience

Essentials

• Solid sales experience and negotiation skills in a major customer environment
• Strong strategic account management skills and business development skills
• Strong listening and questioning skills - outstanding communication and interpersonal skills as well as the ability to manage conflict
• Ability to understand customer needs and translate them into practical solutions
• Ability to drive change
• Proven planning skills
• Disciplined time management and ability to work under pressure
• Excellent proposal writing, project management and analytical skills.
• Able to analyse results and identify and explain any variances from targets
• Ability to follow and ensure compliance with operational processes
• Highly developed social, interpersonal and communication skills.
• Excellent team interaction skills
• Experience in managing accounts and relationships, also at a senior management level
• Experience in presenting proposals to customers at a senior management level
• Be comfortable working towards clearly defined sales targets
• A good understanding of what is required to develop and maintain the most valuable customer relationships