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| POSITION DESCRIPTION | AUSTRALIAN GENERAL INDUSTRY NOVEMBER 2008 |
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Channel/Dealer Sales Manager |
| Position Code: | 1450 | | Career Level: | 5 |
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Responsible for
Acting as the first line of Management, directing a team of Channel Sales Representatives to achieve predetermined Channel/Dealer Sales targets from new and existing Channels/Dealers and ensuring complete customer satisfaction when dealing with the organisation. |
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Reports To
Channel Dealer Sales Director, Senior Sales Manager, Business Unit Sales Manager, Sales Director. |
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Supervises
A team of Channel Sales Representatives and Sales Administration Staff. |
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Main Activities
Planning and directing the activities of a team of Channel Sales Representatives, ensuring all staff are motivated to attain predetermined sales targets.
Negotiating major deals within policy guidelines, maintaining contact with key Channels/Dealers and identifying and steering opportunities for business improvement.
Providing leadership and direction, aligning Channel/Dealer Sales activities with a broader business plan. Regularly reporting actual performance to budget, with variance analyses and revised projections.
Contributing to the setting of Channel/Dealer Sales strategies and related Sales and expense budgets. Monitoring the Channel/Dealer Sales revenue, margin and expense performance and initiating corrective action where required.
Understanding the client's objectives, buying criteria and decision making processes and forming long term business partnerships in order to leverage revenue from the relationship and promote the organisation as a quality supplier with the aim of achieving "preferred" supplier status.
Monitoring competitors' sales and product strategies, campaigns and events to optimise market share.
Recruiting, selecting and training Channel/Dealer Sales staff.
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Key Skills
Proven Sales ability including outstanding negotiation skills, persuasive ability and excellent communication skills.
Expert product and industry knowledge coupled with the ability to deal with clients at all levels and translate client needs into a complete solution.
Management, leadership and mentoring capabilities.
Business, accounting and reporting skills.
Analytical interpretation and advanced problem solving abilities.
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Internal Contacts
Senior Sales Management, Sales Administration Staff, Marketing Staff, Customer & Technical Support, Research & Development Staff, Warehouse & Distribution Staff. |
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External Contacts
Clients, Distributors, Suppliers, Government Officials. |
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Typical Experience
5 - 10 years of experience, may possess relevant tertiary qualifications. |
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Other Comments
This role performs a mix of Sales oriented and Managerial tasks. |
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