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nowJob no: 53652267
Brand: Australia Post
Categories: Sales & Marketing
Work type: Permanent Full Time
Location: Strawberry Hills
Work across a portfolio of our largest customers, driving a strategic approach to account planning and sustainable growth
You might think you know us, but we’re transforming.
In this rapidly evolving commercial landscape, we’re changing too. In the Business, Government & International department, we’ve integrated technological services that help organisations and government departments adapt in an increasingly digital world without relegating our historically successful offering of parcels and mail - all of which helps move Australia forward.
And we’re only getting started.
What does the role involve?
The purpose of this role is to be the single point of accountability for a portfolio of our largest customers. It will drive a strategic approach to account planning for its portfolio, and is accountable for building senior relationships, retaining existing revenue and driving sustainable growth by extending revenue on current services and identifying opportunities for cross-sell into complex client solutions
Develop and implement customer-centric strategic account plans to effectively prioritise sales effort, protect existing revenue, and ensure a deliberate approach to maximising revenue growth of AP’s strategic accounts.
Manage account relationships by leading regularly planned sales calls with Senior Executive level stakeholders to explore pain points and ensure an excellent customer experience.
Engage with customers on key retention activities through the full lifecycle of the customer contract, including renewing existing contracts, conducting annual price reviews, and reviewing surcharge compliance.
Identify and qualify opportunities within customer accounts to cross sell multi-product and/or complex solutions, drawing on Sales and Solutions Specialists as required to build, propose and close these new business contracts.
Deliver a seamless customer experience by coordinating engagement and interaction between the customer and AP’s specialists across all activities, including service, sales, solution design and implementation.
Document all sales and account management activity in Salesforce to provide AP’s sales enablement functions (e.g. Sales Operations, Segment Development, etc.) with quality data to develop appropriate improvement strategies and initiatives.
What are we looking for?
We’re looking for candidates with demonstrated experience selling into large, complex enterprise organisations who are comfortable identifying, qualifying, proposing and closing complex sales opportunities.
Extensive experience designing and implementing account management strategies for a portfolio of large business customers (ranging from $10m to $125m revenue), with a strong track record of meeting and exceeding sales targets.
Significant experience selling complex B2B solutions to large business customers including identifying, qualifying, proposing and closing sales opportunities.
Strong proposal writing and delivery experience.
Demonstrated commercial acumen.
Deep industry expertise in one or more client industry verticals.
Strong knowledge of solutions, products, services, new and possible technology offerings, industry players and latest developments in digital ecommerce.
We believe investing in our people is good business.
That’s why we have team dedicated to career coaching and support for our employees. And we know that your life outside of work matters. So while we work hard, we also have a culture that promotes a genuine work/life balance.
Together, our differences make us stronger.
With a reach across Australia and beyond, we’re building a workforce that’s as diverse as the communities we serve. Learn more about how we're supporting inclusion at Australia Post, here. If you require adjustments at any stage of the recruitment process, please reach out to the Talent Acquisition Diversity Team at email@example.com.
Australia Post welcomes applications from Aboriginal and/or Torres Strait Islanders. Check out this short video to find out how we acknowledge and pay our respects to the Traditional Custodians of the land we operate on.
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