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National Sales Manager

The National Sales Manager is responsible for the management of both sales and profitability for the Phoenix Contact business across Australia, including the effective service of major customers through personal representation and contact, responsive to the Company’s strategic direction and functional needs. The National Sales Manager is also responsible for effective management, leadership and motivation of sales and support staff including and not limited to co-operation, communication and assistance to other Phoenix Contact staff.

KEY RESULT AREAS AND SUPPORTING RESPONSIBILITIES

Business Strategy and Performance

Develop and implement annual business plans for new and existing markets.

Ensure the development of robust, sustainable business processes, policies and practices that support current needs and future growth.

Responsible resides with the National Sales Manager for sales and profit within Phoenix Contact Australia.

Identify new market opportunities and liaise with the Product Managers to ensure products identified are available.

Participate in product launches, promotions and training of staff and clients.

Contribute to the development and implementation of marketing strategies for the Phoenix Contact business.

In conjunction with the Managing Director, review all country sales and budgets regularly.

Profitable Sales and Growth

In conjunction with Phoenix Contact Sales Managers, review all state sales and budgets regularly.

Provide advice on sales techniques to the sales staff, and assist them to increase sales.

Responsible for growing national customers.

Market Phoenix Contact products and services through targeting and liaising with consultants and end users to increase market share.

Initiate discussions with consultants to have Phoenix Contact products specified.

Create a national data base of consultants, contractors and customers and distribute.

Develop and organise contacts to facilitate business development.

Maximise opportunities for the use of Phoenix Contact products in target markets, including Government, industrial, automotive, electrical, Telco’s, utilities etc.

Review all market opportunities.

Further develop business opportunities with existing Phoenix Contact customers.

Identify new market opportunities and liaise with the Managing Director, Sales Managers, National Business Development Managers and Product Managers.

Assist in the preparation of tenders and proposals where required.

Conduct contract and other significant negotiations.

Continually review the performance of major accounts.

Sales Management

Direct and motivate the Phoenix Contact Sales Managers and their sales team.

Set objectives for all sales staff and monitor their performance against agreed objectives in conjunction with Phoenix Contact Performance Management process.

Ensure that appropriate staff is available and have the necessary skills to satisfy the current operational needs of the business. This includes workforce planning, job design, recruitment and administration of leave.

Identify and implement learning and development programs in conjunction with the Human Resources Department to promote the development of the national sales team.

Provide personal coaching and mentoring to Sales Managers, creating opportunities and support for development and growth.

Participate in the recruitment of staff for the Sales branches.

Performance counsel staff, where required.

Liaise with Human Resources, where needed.

Management and Reporting

Prepare monthly reports including sales activity, market trends, sales results and competitor activities.

Communication

Actively participate in formal and informal communication to further the aims of the individual, the team and the company.

Seek out information required to perform tasks effectively and efficiently and to better

understand your job, the business and the environment in which we operate.

Communicate with all other employees with respect and integrity.

Attend regular team meetings/information sessions.

Commit to listen and understand others, act on ideas and suggestions, share relevant and accurate information and provide timely feedback when required.

Occupational Health and Safety

Contribute to the provision of a safe working environment by:

  • taking care to protect personal health and safety at work
  • not adversely affecting the health and safety of other employees
  • identifying and rectifying where possible, hazards in the workplace
  • complying with all reasonable instruction and safety using equipment provided
  • reporting any incidents or near misses which may occur
  • complying with all Phoenix Contact policies and procedures.

Quality/Continuous Improvement

Actively support the requirements of Phoenix Contact Quality systems by maintaining Company documentation and procedures.

Continually review work practice and recommend ways in which practice, systems and/or processes can be improved.

Participate in activities that address improving performance and actively promote improvement.

Improve both internal and external customer focus.

Privacy Responsibilities

Any personal or sensitive information collected in the course of performing your duties is to be used only for the purpose for which it was collected.

SUMMARY OF KNOWLEDGE, SKILLS AND COMPENTENCIES REQUIRED

Knowledge, qualifications and/or experience

Proven Sales Management experience across multiple sites.

Formal qualifications in sales/marketing or a related discipline.

Commercial knowledge of the company’s products.

Proven record of field sales achievement of 10 or more years.

Skills and Competencies

A high level of written and oral communication skills, negotiation and selling skills.

Ability to lead and motivate a team of sales and support staff.

Results/Achievement orientation, Commercial acumen.

Teamwork and co-operation and Hands on leadership style.

Time management, particularly the ability to prioritise.

Interpersonal understanding, e.g. the ability to relate well to all types of people.

Knowledge of Phoenix Contact policies and office procedures.

Relationship building with customers and Sales presentation

Business region knowledge.

Professional approach, Planning and organisational skills.

Performance management and Project management.

Commercial awareness, Product knowledge & Customer service orientation

POSITION SPECIFICATIONS

Position reports to: PxC ANZ Managing Director

Financial and/or other Delegation/s: As per company policy.

 

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PHOENIX CONTACT PTY Ltd

Unit 7, 2-8 South Street
Rydalmere NSW 2116

Fax: 1300 723 399
Customer Service Hotline
1300 786 411

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