Help us deliver a better tomorrow
Australia Post is delivering for all Australians. From the vehicles that we drive, to the small businesses that make our communities thrive. We’re delivering for the environment, for our communities, for our customers and for our people. We’re moving forward and we want you to come along for the ride.
About the opportunity
The position manages Small & Medium Business relationships (up to $750,000) within a defined geographic territory. This role will drive sustainable revenue and profit growth within that customer portfolio, establishing local business relationships and leading the Post StarTrack brand with local businesses. We have a hybrid work environment with the team coming into the Burnley office twice a week and out onsite at facilities once a week.
This role contributes to the wider Sales team, which is focussed on driving top line growth, having deeper and more complete understanding of our customers and provide them with the solutions, products, services and the right sales outcomes to meet their needs. This person is responsible for a portfolio with 140 parcel customers which are typically Ecommerce or b2b customers. You are looking after the end-to-end relationship management.
You’ll also
- Help build a robust team pipeline of opportunities for the assigned territory
- Assist in revenue growth through revenue protection, yield management and profitability improvement initiatives
- Establish customer-centric approach around issues and negotiation of Sales agreements
- Assist in renegotiation, renew and development of customer contracts within the territory
- Accountability for meeting pricing requirements and to negotiate portfolio profit margins
- Responsible to the Inside Sales Manager, Inside Sales for delivery of profit, revenue and volume targets within the territory
- Manage portfolio size and retention of around $8-$9 million.
- To hit the growth target it is achieved through portfolio management, retention and acquisition of new business.
About you
This inside sales role requires regular F2F customer engagement, JBRs, depot visits, and ride-along, alongside close collaboration with VIC-based LAMs. So we are looking for someone who is great with customers and can take responsibility for 140 parcel customers (mainly ECommerce or B2B). Understanding of trends relevant to small business, knowledge of small business clients and their needs is critical for this role.
You’ll also need
- Planned and executed annual portfolio growth for small business clients.
- Built a network of relationships with decision makers in small businesses clients.
- Established highly effective internal relationships with key internal stakeholders.
- Developed annual client opportunity pipelines leading to high % conversion rates.
- Role modelled self-discipline and achievement drive.
- Built the reputation of a portfolio of brands in small business clients.
- Understanding of commercial, legal and contractual obligations & practices within the region.
- Accredited sales training or qualification (preferable)
We’re delivering together
At Australia Post, we acknowledge the Traditional Custodians of the land on which we operate, live and gather as employees.
We believe our business should reflect the diverse communities we operate in and are proud to be an inclusive workplace for people from all walks of life. We encourage applications from people of all ages, genders and backgrounds including Aboriginal and Torres Strait Islander peoples, People with Disability, LGBTQIA+ and Refugees.
We are one of the largest organisations in Australia to successfully achieve Disability Confident Recruiter status. We are committed to providing an inclusive and barrier-free recruitment process and workplace for those living with a disability and are committed to reviewing and removing bias in our processes to create a gender-equitable recruitment experience and workplace. If you have any questions about accessibility, please contact our Diversity & Inclusion team on inclusivecareers@auspost.com.au.
