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| POSITION DESCRIPTION | AUSTRALIAN PUBLISHING INDUSTRY JULY 2008 |
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State/Territory Manager |
| Position Code: | 1200 | | Career Level: | 5 |
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Responsible for
Controlling the sales and administrative activities of the state/territory to achieve revenue and expense targets. |
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Reports To
National Sales and Marketing Manager, General Manager, Chief Executive Officer. |
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Supervises
A team of Sales Staff, both internal and external, Administration and Field Services. |
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Main Activities
Managing and undertaking a variety of divergent functional activities of the State office to ensure its efficient and effective operation, including managing and supervising staff and compiling reports for Senior Management on the State office's performance against revenue and expense targets.
Building relationships to win and retain customers, preparing and presenting proposals, servicing key accounts, and negotiating deals within policy guidelines.
Providing direction, motivation and leadership to the Sales team to meet sales targets, including training, both formal and on the job coaching and individual mentoring.
Making a substantial input to forecasting and setting sales and expense budgets for the State office.
Recruiting, developing and reviewing team performance, ensuring achievement of KPIs and budget.
Adding value to the organisations ongoing business expansion and consistent growth in market share.
Monitoring and reporting on competitors’ sales and product strategies.
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Key Skills
Service orientated, with strong knowledge of the product and the local market.
Strong personal sales abilities and proven skills in leading, developing and driving a Sales and Administration team.
Effective administrative skills, together with good analytical and reporting abilities.
Ability to work to strict deadlines and juggle a multitude of tasks.
Strong decision making ability.
Outstanding communication, interpersonal and presentation skills.
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Internal Contacts
Credit Controller, Service Manager, Product Managers, Logistics Manager. |
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External Contacts
Key Accounts, Distributors, Government Officials, Customer Complainants, Advertising Agencies. |
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Typical Experience
At least 7 - 10 years of related Sales/Marketing experience coupled with possible tertiary qualifications in Technical/Business areas. |
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Other Comments
People in this role typically spend as much time selling as managing. |
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