National Sales & Marketing Manager
Job No:
MG149
Location:
Malvern - Victoria
ABOUT US
Our Vision:
To grow our business and become the leading organisation for cleaning and related facility services across all industry types.
Our Values:
- Safety in everything we do
- Team collaboration and respect
- Exceptional customer service
- Passion
The role of National Sales & Marketing Manager is critical to facilitate the annual growth requirements of the business.
This position reports directly into the Chief Operating Officer with significant involvement with the CEO.
The critical success factor for this sales position involves the development of strong relationships with potential new and existing customers and developing sales pipelines which will result in new profitable sold work. This position has standard KPI'S for new work as set out in Competencies and Key Performance Measures.
Core role competencies include generating new contract sales growth, and achievement of quarterly sales and profitability measures. This will be achieved through attention to understanding client requirements and meeting pre-tender cycle, and acquiring market competitive intelligence to pricing and labour plans to produce a satisfactory earnings level. A critical factor for this role will also be the development of value-added responses, tailored specifically to meet client identified requirements.
Objectives:
Acting with integrity and total compliance with Menzies Management System, critical success factors for this sales role include the following:
- Generating opportunities to tender by identifying and targeting select customers (preferable), and supporting public tender invitations
- Complete expressions of interest for opportunity to tender
- Attend site inspections to assess and understand client requirements develop effective labour plans and pricing proposals
- Estimation of new and existing contracts with revised and optimal productivity output rates, and value added innovations
- Maintaining Menzies CRM (SalesForce)
Experience
Mandatory:
- Previous experience in a sales or client relationship role
- Experienced Microsoft Office software user, specifically Excel, Word and Power Point presentations
Desirable:
- Previous experience in the facility services industry (including cleaning)
- Several years experience in a senior operational role in the services industry
- Several years experience in a sales or account management role
- Several years experience in project management / contract negotiations
Desired Personal Qualities
- Demonstrated ability in marketing/sales
- The ability to relate, and provide responses tailored specifically to clients
- Professionally regarded, well presented and forms good working relationships
- Excellent verbal and written communication skills
- Self-motivating, uses initiative and lateral thinking to improve situations
- Knowledge of the services industry (cleaning market environment)
- A knowledge of statutory requirements and related requirements of the cleaning industry including work cover, environmental, awards, laws, statutes, regulations etc
- Quick thinking and flexible in dealing with situations that may require the changing of priorities
- Able to accommodate and cope with flexible working arrangements/hours
- Possess a work ethic that displays professionalism and integrity
Responsibilities and Duties
Generate New Business and Contract Retention:
- Generating opportunities to tender by identifying and targeting select customers (preferable), and supporting public tender invitations
- Develop effective and professional inter-personal relationships with new clients
- Maintain Menzies CRM (SalesForce) daily, incorporating full details on customer, phone calls made, meetings attended, tender opportunity cycles, incumbent service provider, conversion rates, work in progress and risk registers
- Successfully closing sales - attending site waltk throughts and preparing competitive quotations in accordance with Menzies Management System. Assisting in the preparation of nominated Tenders and/or Expressions of Interest, including formulation of financial tender proposal through estimation
- Identifying contracts “under threat” and supporting action plans to prevent contract loss
- Mobilising the start-up of new contracts and contract changes and providing support to branch and Corporate Executives
- Produce sufficient volume of tendered proposals per month to support Menzies Sales Plan
- Avoid commercial conditions that do not satisfy Menzies requirements for margin return, insurance indemnity or credit trading term exposure
- Assisting staff in coninous improvement, labour and cost reductions and opportunities for additional upsell/resale avenues
EMPLOYEE BENEFITS
Here at Menzies, we expect loyalty, respect, and teamwork between colleagues. In return, we have an ongoing commitment to provide our staff members with:
- Learning and development opportunities
- Novated leasing options
- Generous reward and recognition programs
- Career advancement opportunities
- Flexible working options