POSITION TITLE: Business Development Executive (BDE)
DEPARTMENT SALES: Sales
REPORTS TO: National Sales Operation Manager
DIRECT REPORTS: No Supervisory responsibilities
POSITION SUMMARY: The BDE manages/supports a specific group of accounts in a designated region/territory. They will be responsible for achieving their monthly sales targets and year on year sales growth. Strategic thinking, delivering high performance customer satisfaction, the ability to identify and develop additional business opportunities through the effective sell in, sell through of our core lines are all key components of this role.
ESSENTIAL CRITERIA:
Qualifications:
- Tertiary education in Business or similar field
Experience:
- Strong experience in Electrical Specialty and Department Store retailers including Harvey Norman, The Good Guys, JB Hi-FI, Betta Electrical, Myer, David Jones
- Proven track record in delivering high performance sales by managing key accounts
- Track record of strong customer relationships
Competencies (knowledge, skills, and behaviors):
- High commercial acumen and a record of confidence dealing with decision-makers
- High level of planning & data analysis
- Knowledge of statistics and data collection/analysis techniques and principles
- Outstanding negotiation and persuasive/influencing skills
- Excellent oral and written communication and professional presentation skills
- Strong listening and questioning skills
- Ability to effectively manage customer and staff relationship, promptly responding to queries, ensure promises are kept and manage expectations
- Ability to lead an assigned task using own initiative
- Ability to work as part of a team and work independently as required
- Must be able to quickly understand the customer, their products and their industry, and track competitive activity
- Excellent organization and time-management skills
- Ability to travel within your state and Interstate is a must
MAIN ACTIVITIES:
Activities
Description of activities and responsibilities
Forecast, plan and grow revenue
- Understand the commercial levers that can be moved to impact the financial performance of their stores
- Plan and organize personal sales strategies to maximise ROI for the territory
- Work closely with customers to identify current and future requirements and proposing suitable solutions to grow the revenue of their business
- Identifying, present and secure new/core range offerings that will increase the store revenue suitable to the store demographics
- Possess strong ability to prospect, negotiate, and close sales
- Plan store visits around, sales opportunities, actioning new product lines, catalogue and promotional activity
- Manage a close knowledge of competitor activities/capabilities and take prompt action regarding any potential threats and opportunities
Managing customer relationships
- Conduct regular customer reviews, by developing and implementing business development plans
- Ensure customer information on our CRM is updated with current and relevant information
- Establish and maintain long-term customer relationships by understanding the customer’s requirements, buying criteria and decision-making process, to ensure key decision makers are engaged and responsive to requests/suggestions on growth opportunities
- Attend customer functions, promotional and marketing activities
- Ensure customer issues are dealt with efficiently by coordinating the necessary support required to ensure customer satisfaction
Promotion
- Promote products/services through attending conventions, trade shows, VIP nights etc.
- Ensure effective/prompt communication is shared with customers on all promotional activity
- Maximise key promotional events through off shelf displays in prominent locations in-store
Product
- Strong product knowledge and presentation skills
- Impart product knowledge, key features & benefits on core/NPD lines via external Marketing Launch Documentation
- Demonstrates products to customers and assists them in selecting those best suited to their needs with a focus on adhering to and growing core range product representative
- Ensure all products including NPD are professionally displayed/correctly priced on shelf
- Monitoring and reviewing warranties, returns and service issues
- Conduct regular training sessions with store staff on selected products
KPI’s
- Exceeding financial & non-financial key performance indictors (KPI’s)
Teams
- The effective use of Salesforce, One Drive, Microsoft Teams & all reporting tools
- The ability to present/provide key reporting lines with written and oral feedback on their customer/territory progress
- Effective management of expenses
- Attend internal meetings/training days
- The effective compliance with all legislative, regulatory and financial requirements
- Understands WHS Policy and acts to promote a safety culture
- The ability to form part of a highly motivated and successful team
- Availability & willingness to work some weekends & evenings to attend special events during peak selling periods
- Possess a positive attitude and the ability to manage their territory effectively
KEY RELATIONSHIPS:
Personnel
Purpose and frequency
National Sales Operations Manager
Regularly – to keep abreast of state and regional activity
Customer
Daily – to build and maintain customer relationships, to identify & build sales opportunities
National Account Manager
Regularly – to keep abreast of store and competitor activity
Warehouse
Regularly – for customer orders, delivery and product issues
Finance Department
Regularly – for invoicing, pricing, payment matters
Customer Service Department
Regularly – to follow up retailer enquires, spare parts, orders, staff orders
Marketing Department
Regularly – for retailer promotions, NPD, merchandising pos, activation, marketing intel
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