Description:
SKIDATA is the world market leader in access and revenue management, with over 10,000 installations in over 100 countries. We enable the fast and secure access of people and vehicles to ski resorts, stadiums, airports, shopping malls, cities, spa & wellness facilities, trade fairs, and amusement parks.
As an international trendsetter in technology, SKIDATA Australia offers dedicated employees plenty of opportunities to have an exciting career. Take a look behind the scenes to be surprised: from the innovative hardware and software technology in our gates and readers to our company culture.
This is a Sales Specialist role, primarily managing the NSW sales territory across our core Parking & Mobility business. This role requires a highly self-motivated person with a strong work ethic and a focus on working well within a team environment adhering to our policies and Code of Conduct as an explementary senior member of the team and role model to others within the business.
You will also be required to undertake duties and tasks as outlined by the Director of Sales & Solutions APAC as required.
The tasks for this role include:
Business Development
- Manage and grow business within the assigned regional territory to reach proposed and agreed annual sales targets.
- Prospect, qualify, propose, negotiate, and close business deals.
- Understand the customer’s business requirements and translate them into solutions that fit the customer’s needs from a technical and commercial perspective identifying value to the client and a focus to the highest levels of customer experience.
- Build lasting relationships with prospects and customers for repeat business.
- Ensure rigid compliance with the sales management process, calculating and preparing accurate pricing and high-quality proposals and bids
- Drive sourcing or external solutions if internal solutions are not available or do not fit customer needs;
- Develop, identify, and qualify leads accurately and efficiently
- Follow up client inquiries promptly
- Liaison with customers and clients to ensure accurate and up-to-date information
- Hand over projects in a structured manner to project delivery units for implementation.
- Drive definition of customer-specific solutions in collaboration with other functions (e.g. Solution Management, Engineering, Delivery, Operations);
- Ensure cost-efficient bid preparation and continuously reduce offer creation costs.
- Continuously track and foster up and cross-selling opportunities.
- Actively participate in Sales Meetings
- Attend and represent at various business and industry meetings and trade shows including networking within the industry to gain market knowledge and gain insight into new market trends and opportunities.
- Maintain awareness of industry trends to further develop and maintain knowledge regarding emerging customer needs
- Enhance sales process where required and directed appropriately
- Reporting to be completed on time and accurately
Strategy & Execution
- Build and maintain a 90day Plan for each quarter, comprising detailed tactics to win and secure opportunities to increase our win rate and improve the customer experience where possible
- Create and continually refine business development and market growth strategies and execution plans to achieve the company’s growth goals in the targeted market.
- Feed the baseline portfolio with market requirements, pricing policies, and regional competitor information
- Develop business cases and set winning prices based on market evaluation as required
Customer Experience
- Manage client's sales requests appropriately ensuring a high customer experience with SKIDATA
- Provide accurate quotes on time and to high quality to all clients
Teamwork and Collaboration
- Contribute and work to achieve OKR targets as stated in each cycle
- Participate as designated ‘Champion’ within the defined Strategic Initiative
- Work respectfully and professionally together as a team for the success of the business overall, contributing as a ‘team player’
- Safeguarding a comprehensive set of documentation, education, and marketing material (internal/ external) is available.
Years of Experience:
- Technology-based Engineering Degree Essential (Electrical, IT or Mechanical preferred)
- 3-5 years of Business Development experience essential. Experience in Parking and/or Ticketing background will be advantageous.
- Previous experience and strong background in projects and/or sales support and/or customer service with a willingness to learn about a diverse range of products is desirable.
Skills and Knowledge:
- Strong IT Skills with demonstrated experience in a Project Management environment
- Demonstrated Business Development and Sales experience.
- Understanding of the Sports, Events and Ticketing market in Australia
- Computer literacy and good working knowledge of windows-based programs (Excel, Word, MS Project, PowerPoint)
- Outstanding communication skills, both written and verbal with the ability to communicate with people at all levels
- Take prides in doing the job correctly the first time with an eye for detail and accuracy
- Punctual, reliable and excellent time management skills
- Ability to positively influence others to achieve results that are in the best interests of the business.
Social and Personal Behavioural Competences
- Excellent personal presentation
- Proactive and enthusiastic personality, with willingness to learn and participate.
- Demonstration of exemplary organisational and time management skills
- Completion of required responsibilities in a timely/accurate manner
- Co-operative, displays a positive ‘can do’ attitude working as a ‘team player’
- Ability to adhere to instructions from all levels
- Ability to work collaboratively with other staff as well as independently
- Demonstration of commitment to our SKIDATA Values
- A proven commitment to high-quality service
- The ability to comprehend and deal appropriately with a variety of information
- Ability to manage change and deal with stress effectively.
- Behaves by company policies and displays ethical conduct at all times
- Professional attitude and behaviour
Bonus KPIs and Incentives
Bonus incentive will be as per the Sales bookings plan, with KPIs reflected in the multiplier. Booking goals and other goals are to be maintained in Allegro in line with the primary responsibilities above to the defined weighting by Director of Sales.
Job Types: Full-time, Permanent