Help us deliver like never before 
Australia Post is delivering like never before. 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 purpose of the position is to establish and manage customer relationships with a portfolio of Small Business Customers, drive sustainable revenue and profit growth within the portfolio, and lead the Australia Post Group brands with our customers in order to meet and exceed agreed sales targets. The focus is to undertake telephone-based sales activities to identify, qualify and close opportunities for new business across the portfolio of accounts. The role is also responsible for the protection and growth of existing revenue and orders through organic growth and renewal of contracts, extension of services and supporting account penetration. This role will focus on Macquarie Park and Surrey Hills.

The role has end-to-end ownership of its customer accounts including relationships (customer satisfaction/NPS), financials (revenue and sales) and the delivery of contracted services (MSM). The role will drive a strategic approach to account planning for its portfolio, and is accountable for building senior relationships, retaining existing revenue (by closing contract renewals) and driving sustainable growth (by extending revenue on current services and identifying opportunities for cross-sell into complex client solutions). In addition, the role will deliver a seamless customer experience by leveraging Australia Post’s subject matter experts across several key streams. The Small Business segment is an important growth area of Australia Post and with a high number of eCommerce businesses in your portfolio that you will become a trusted business advisor and eCommerce expert sharing industry insights and trends.

This role is part of our Small Business channel and whilst the majority of your interactions will be telephone based there will be opportunities to interact with customers in person or via web conferencing platforms

What you’ll deliver with us 

• Retention of revenue and orders through the renewal of contracts to protect existing revenue streams. Drive overall customer retention, satisfaction and compliance to support retention of revenue and orders through renewals. Engage with customers on key retention activities through the full lifecycle of the customer contract, including but not limited to renewing existing contracts, conducting annual price reviews, and reviewing surcharge compliance.
• Organic growth in portfolio through expansion of existing contracts and identifying opportunities to position new products and services into existing contracts, or the expansion of services across customer entities. As well as Protect and expand existing revenue and orders by negotiating the renewal of existing contracts and identify opportunities to expand these to include other Australia Post product and services or extend across customer entities.
• Undertake business development activities to identify, qualify and close sales opportunities for new product solutions across both the account portfolio and new customers that are outside of any current contracts. Identify opportunities across the account portfolio for new and/or multi-product solutions.
• Liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs and proactively work on behalf of the customer to navigate the internal areas of Post as the advocate for the customer to the greater business
• 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 Small Business 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.
• Document all sales and account management activity in Salesforce to provide AP’s sales enablement functions (e.g. Sales Operations, Marketing, etc.) with quality data to develop appropriate improvement strategies and initiatives
• Any reasonable request from your Sales Leadership Team to enhance the customer experience and growth of existing or new customers
• Conduct Joint Business Reviews with customers to review their business with Australia Post and StarTrack at required times
• Attend and participate in internal business reviews to review your portfolio with leaders in our business

About you 

You will have experience selling either B2B or B2C solutions at various levels of organisations including identifying, qualifying and closing sales opportunities. You will be able to manage around 160 customers and complete 8 customer calls daily.

You’ll also need 

• A high level of resilience and work ethic in order to pursue leads and hit sales targets.
• Experience negotiating deals with complex solutions, products and service ranges.
• An ability to work across dual responsibilities with account servicing and account development.
• The ability to attend regular F2F customer engagements, JBR's, depot visits, ride-alongs and in person collaboration with NSW-based LAMs.
  

How we’ll deliver for you

• Excellent sales incentive scheme and a chance to grow your career.
• Specific collateral that is made by our marketing and data departments to help you engage with clients in meaningful conversations.
• A leadership team that prizes internal progression and a culture of growth and development.

All walks, one route

It takes a lot of us to deliver for every Australian – and it’s important to us that our people behind the parcels reflect the people receiving them. We come from all walks. Different backgrounds, different ages, different genders, different sexualities and different abilities, but we all believe in the same purpose.

We welcome people all ages, genders and backgrounds – including Aboriginal and Torres Strait Islander peoples, people with disability, LGBTQIA+ communities, and refugees. We’re a Disability Confident Recruiter, committed to making our hiring process and workplace inclusive and barrier-free. We’re also working hard to remove bias and build a gender-equitable experience for everyone who joins us. If you’ve got questions about accessibility, reach out to our Diversity & Inclusion team at inclusivecareers@auspost.com.au or on 03 8737 9415.