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| POSITION DESCRIPTION | AUSTRALIAN PUBLISHING INDUSTRY JULY 2008 |
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Sales Director |
| Position Code: | 1100 | | Career Level: | 7 |
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Responsible for
Establishing and controlling the national sales strategy and sales force to achieve revenue and expense targets. |
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Reports To
Chief Executive/Managing Director. |
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Supervises
A national sales force, including State or Area Sales Managers, Product Specialists and Sales Representatives. |
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Main Activities
Negotiating major deals and maintaining key customer contacts at senior levels.
Liaising with other managers to develop a national sales strategy.
Monitoring sales and expense performance, and initiating corrective action where necessary.
Developing budget and regularly reporting actual performance to budget, with variance analyses and revised projections.
Coordinating the gathering of market intelligence covering competitors' products and sales strategies.
Monitoring and reporting on the performance of dealers and distribution channels.
Recruiting, training and motivating sales staff.
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Key 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.
Proven sales ability including exellent communication and ability to negotiate complex sales at senior levels.
Strong administrative skill.
Budgetary formulation and control abilities.
Multitasking and time management, to assist in meeting deadlines for sales tasks and daily business operations.
Ability to motivate and develop a team of sales staff.
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Internal Contacts
Marketing Executives and Specialists, State or Branch Managers/Sales Managers, Credit, Finance and Human Resources Managers and Legal Officer. |
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External Contacts
Major customers, Advertising Agencies and Public Relations Firms, Distributors, State and Federal Government Officials. |
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Typical Experience
12+ years related Sales/Marketing experience possibly coupled with tertiary qualifications in technical/business areas. |
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Other Comments
The role is primarily managerial requiring a sound Sales background |
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