Sales Manager

Description:

Reporting to the Head of Sales, the Sales Manager is responsible for leading and developing a high-performing team of Client Managers to achieve sales targets and drive revenue growth acrpss a portfolio of brands. This role plays a critical part in executing the company's commercial strategy, the Sales Manager will be accountable for the achievement of sales targets and revenue growth from new and existing customers and markets.

The Sales Manager will over see the day-to-day sales operations of the sales team, setting clear goals, tracking performance metrics, and building a results-driven culture. A key focus will be on coaching and developing the sames team, optimizing sales processes, regular reporting on slaes actuals and forecasts for leveraging data insights to identify opportunities to drive revenue and close gaps.

The Sales Manager will work closely with the internal stakeholders (Commercial Product Manager, Market Manager and Operations Manager) to remove roadblocks, enhance client relationships and align sales efforts with the company's overall vision and values.

The aim of the Sales Function is to engage and connect with the industries we serve by offering compelling commercial solutions. These solutions can range from face-to-face industry events, tradeshows, virtual events, digital solutions and publications. Our aim is to be trusted partners to our customers where we drive industry best-practice and innovation that ultimately leads to business growth.

This position requires a strategic and hands-on leader with a strong track record in sales management, the ability to inspire teams and a passion for delivering exceptional customer value.

Sales Management

• Lead, coach, and develop a high-performing sales team, measure performance and provide feedback and coaching on a regular basis to ensure the sales team are performing at their optimum, and as a result are continually improving customer interactions and outcomes.
• Work with the Head of Sales to set defined goals and measures for individuals on the sales team – this includes both revenue sales targets as well as Key Performance Indicators (KPIs) measures to drive data integrity, effective use of Salesforce (and other relevant systems) – ensuring alignment with overall business objectives.
• Equip the sales team with the tools they need to be more informed and more productive in the industries we serve. This includes assisting the team with a sales toolkit including sales scripting, sales propositions and objection handling.\
• Drive a customer-centric culture, ensuring the sales team delivers outstanding service and builds long-term client relationships.
• Track sales performance, report on actual versus targets; forecast sales, and provide regular reporting to the sales team and the Head of Sales.
• Identify and remove roadblocks to improve efficiency and sales effectiveness.
• Develop and maintain a standardised sales process to ensure consistency across the sales team and drive sales effectiveness.
• Work with the Finance Team to ensure best practices for customer invoicing and payments to reducing outstanding debt.
• Oversee the sales technology stack (Salesforce and other systems) and ensure the sales team utilise the systems and follow processes to enable their success.
• Recruit, train, and mentor sales professionals, fostering career growth and development.

Sales Planning

• Develop and execute annual and quarterly sales plans, ensuring alignment with business goals, including Bellwethers, key clients, growth segments.
• Conduct market research and analyse sales data to identify trends, opportunities, and areas for improvement.
• Work closely with Marketing and Product teams to develop tailored sales campaigns and promotional strategies.
• Work with the Head of Sales to allocate resources effectively, ensuring the right focus is placed on high-value clients and new business opportunities.
• Ensure the sales team follows best practices in CRM usage, pipeline management, and reporting.
• Work closely with the Head of Sales, Marketing team and Product team to develop and maintain an excellent understanding & balance required of market segments relevant to the industries served.
• Gain a strong understanding of the Sales Strategy, developed by the Head of Sales that is based on key industry trends, market, and customer insights.

Sales Strategy and Growth

• Develop and implement strategic sales initiatives to drive revenue growth across multiple brands.
• Identify new markets, industry trends and emerging customer needs to expand sales opportunities.
• Build and maintain relationships with key clients, industry stakeholders, and partners to drive business growth.
• Drive innovation by introducing new sales techniques, digital tools and engagement strategies.
• Work with the Head of Sales and Commercial Product Manager/s to provide and insights on pricing strategies and identifying areas for growth.
• Work collaboratively with Head of Sales to refine go-to-market strategies and long-term business development plans.

Company Advocacy and Professionalism

• Represent Diversified Australia as a quality provider of commercial innovation, business networking and trade opportunity.
• Promote internal company advocacy through professional and courteous behavior.
• Demonstrate behavior aimed at breaking down barriers within the organisation.
• Reinforces company values with employees and models company values in own behavior.
• Adheres to health and safety policies and procedures and reinforces behaviors with staff.
• Demonstrates the highest standard of ethical behaviour in all activities.

• Minimum 10 years of sales management experience in a B2B environment
• Excellent people management skills with significant experience in managing a large team
• Proven ability to lead a sales team to complete sales tasks, manage pipeline, and to close deals
• Strong ability to coach sales staff and to drive higher performance
• Proven ability to develop and implement sales processes
• Successful experience in developing and executing sales strategies and plans
• Successful experience in closing high value deals
• Experience working in cross-functional department environment, with proven ability to influence without directing
• Demonstrated ability to hire high performing salespeople
• Strong ability to accurately report on sales targets and actuals and forecast future sales
• Excellent at selling intangible solutions into the B2B market
• Excellent ability to prioritise tasks and responsibilities efficiently
• Ability to travel interstate when required
• Ability to work irregular hours when required
• Proven experience in understanding commercial B2B event solutions, from face-to-face industry events, tradeshows, virtual events, digital solutions, and publications