Sales Acct Manager 3 - Direct - New Accts

    • Melbourne, Australia

The role of the Business Development Manager is to prospect and acquire clients that are of value to WEX Australia within the Fuel Industry.

The role function includes:

  • Identifying the opportunities that represent profitable and sustainable business
  • Build a pipeline of such opportunities so that they are delivered within agreed timeframes utilising outgoing prospecting techniques such as cold calling and networking
  • Ensuring that WEX has a competitive advantage in the marketplace by implementing creative value propositions
  • Identifying and implementing best practice across the acquisition channels
  • Ensuring use of CRM to capture leads and outcomes

Key Challenges:
  • Maintaining enthusiasm and drive whilst utilising strategic and long term focus across long sales cycles
  • Ability to implement strategies that improve the priority of decision making
  • Positioning WEX as the best solution for customers and that we are a leader in the industry
  • Ensuring timely roll out of new business opportunities
  • Ensuring that you are seen as a trusted advisor to your client
  • Gaining a deep understanding of your client's business

Key Result Areas and Performance Measures
Sales Effectiveness
- Build a pipeline of prospects that are relevant and will deliver mutual benefit to WEX and the client
- Ensure a deep understanding of the client's business is maintained and opportunities are leveraged
- Achievement of sales targets
Ensure that the commercial agreement meets WEX's profitability requirements
Accurate sales forecasting

Continuous Improvement
- Relevant industry knowledge and engagement with industry colleagues to facilitate sales
- Sharing of best practice across the sales team
- Identify competitor offerings and provide recommendations to counter
- Ensuring that deliverables are met in a timely manner

Stakeholder Management
- Effective engagement with internal stakeholders to ensure delivery of commercial agreements

- Use of CRM for prospect and client management
- Provision of reporting and metrics on sales pipeline and client performance, at regular intervals and on an adhoc basis

Education and Experience:
  • 5+ years' experience in a solution based sales role
  • Proven ability to strategically manage long sales cycles
  • Proven experience in B to B sales, and developing working capital solutions
  • Strong commercial acumen, demonstrable ability to build a strong ROI case around a business solution
  • Ability to engage with GM and C Level Executives
  • Proven ability to influence the priority of decision making and value perception
  • Proven history of implementing sales strategies with an outcomes focus
  • Ability to establish a "trusted partner" relationship with clients
  • Ability to negotiate and close out a commercial deal from inception to completion
  • Proven experience in meeting KPIs and targets
  • Ability to work cross-functionally with internal stakeholders
  • Sound experience in statistical reporting and analysis
  • Highly competent and confident in group and individual presentations
  • Highly competent networking skills
  • Ability to develop proposals to internal and external stakeholders
  • Strong ability to understand issues and develop creative solutions
  • Proven ability to work with profitability models to prepare proposals

Personal Skills and Attributes:
  • High personal values orientation (integrity, relationships)
  • High degree of enthusiasm and initiative
  • Ability to remain focused on the tasks at hand
  • Ability to conceptualise and think at a high level
  • Exceptional written and verbal communications skills
  • Excellent time management and organisational skills
  • Strong analytical skills and attention to detail
  • Ability to work in a high pressured environment
  • Creative skills to solve problems and turn them into opportunities
  • Presentation skills to individuals and groups
  • Work and think as a team member
  • Flexibility to adapt to the businesses needs as required

Equal Opportunity Employer/Vets/Disability

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