Head of Sales - Melbourne

Head of Sales - Melbourne

26 April 2019

Melbourne

Sales

Reporting to the Country Manager the Head of Sales is “player-coach” leading a team of (Sr)BDMs and responsible for the optimisation of the occupancy and client revenue of an assigned portfolio by generating new sales as well as expanding and renewing existing clients.
Manages and supervises client commercial requests and complaints.
Works directly with the local manager of the Client Services department in optimising the overall performance of the portfolio.
Has an excellent understanding of the annual revenue budget and is targeted to meet and exceed this budget by implementing sales and channel strategies 

  • Leads a team of BDM’S and has the overall responsibility for the territory's revenue budget. Leads the sales, rent review and renewal process and results. Manages each individual team member to meet performance criteria. Recruits the team and replaces non-performers when needed in conjunction with the HR team.
  • Analyses and steers channel contribution to ensure maximum conversion per channel for all products. Reviews pricing and discounts of all services and actively advises on opportunities to improve value. 
  • Identifies and builds sustainable and strategic relationships with key accounts and senior industry partners such as the managing directors of brokerage firms, chambers and enquiry generating third parties.
  • Proposes inventory changes if this can increase competitiveness or to support commercially attractive deals.
  • Manages and where needed directly handles rent reviews and renewals following the applicable SOPs and approval structures and hits and exceeds retention and discount targets
  • Performs senior and complex negotiations with clients, corporations and senior brokers involving multiple or large requirements.
  • Periodically reviews and investigates the competitive landscape to maintain a well developed level of territory knowledge within all the following areas: competition, industry segments, market segments, target companies

  • At least 8 years of experience in B2B sales, prior experience in serviced office, real estate/property industry is highly preferred
  • Minimum 3 years of experience as a high performing sales team lead
  • Excellent understanding of all sales processes and systems as well as Client Services and Financial procedures.
  • Demonstrate strong organizational, analytical, problem-solving, presentation and communication skills.
  • Positive attitude, ambitious, persistent, self-disciplined and ability to excel under pressure
  • Presentable and strong communication (verbal and written) in English
  • Experienced in budget management, forecasting and reporting
  • Turns challenges into opportunity by defining creative strategies, maximising activity levels and personal leadership and team motivation. 
  • Language: local Language near native, English business fluent
  • Excellent verbal/written communication skills
  • University degree holder

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