Sales Executive

Salary: Commensurate with skills and experience. Location: AMI MELBOURNE Status: Permanent Full-time Sales Executive – MELB Overview In conjunction with your reporting manager, you will develop the sales activity for the Sydney region and focus towards generating increased sales and volume of Export and Import Air, and Ocean Freight. You will be responsible for developing growth in all international trade lanes across the full AMI product range in a wholesale capacity. Particular focus shall be on the AMI inter office network. You will work closely with your sales colleagues in disseminating sales leads accordingly and developing strong customer relationships and business. It is expected that there will be a requirement to travel within the region and that a great deal of time and commitment is required to successfully fill this position. Main accountabilities include Sales Visits/Leads You will conduct regular local sales calls throughout Sydney and surrounding areas and maintain at least 12 calls per week averaged over a quarter, to secure business and potential opportunities and maintain the retention of existing accounts. There is an expectation that the majority of these calls are in developing new business activity. (KPI) All sales leads must have a response within 24 hours. (KPI) Follow‑up of customer visits, a formal response advising of the outcome of the meeting is to be sent to the customer within 24‑48 hours of the visit. (KPI) A very important component of this position is developing and maintaining strong business relationships with all customers. This may involve social activities outside of normal hours. The expectation is that the majority of your time is spent visiting potential new customers and existing customers. Sales / Marketing Build and enhance all products in an effort to establish a coherent and common framework across the company and be a source of energy to drive and inspire growth. Sales Meetings: Participate productively in sales team conference calls when required. Manage and develop existing and potential customer relationships and market opportunities. You are required to be knowledgeable in company policies, pricing, sales administration procedures and all value‑added services such as computer applications, management reports, overseas agent and office network. Report any loss or significant gains immediately to your reporting manager. (KPI) Distribute requested rates and schedules to overseas agents as required. Assist the Branch Manager to maintain and improve existing gross profit margins in all trade lanes by negotiating the best buy and sell rate. Develop a 12‑month Sales Plan for the business with input and discussion from your Reporting Manager and Branch Manager. Keep them updated regularly with progress. (KPI) Maintain a complete and up‑to‑date customer list and target list. Ensure that all operators have this information on regular or as needed basis. (KPI) Regularly monitor industry and market trends. Regularly monitor and analyze competitor’s activities. Appraise your reporting manager of recommendations, initiatives and strategies for action accordingly. Benchmark competitor’s capabilities and services and provide feedback to your reporting manager and Branch Manager. Provide insight that will help the company structure solutions to better accommodate its customers. Reporting Sales Reporting: A weekly call planner for the upcoming week and a report of previous week is to be sent to your reporting manager and Branch Manager by lunchtime each Friday. (KPI) Provide feedback to your reporting manager on items relating to service standards, new agency possibilities, operational concerns, new sales and development. Provide operators with regular up‑to‑date information on customers, shipping lines, agents and rate information. Have an active role in providing sales and development information to your reporting manager. Support and Development Participate in the development of potential sales and revenue projects that can be achieved within the assigned Region. In conjunction with the Branch Manager, assist operations to be fully aware of their customer service responsibilities when new business has been gained. Define and fulfill business goals and strategies, both domestically and overseas. Promote the achievement of sales goals through providing motivation and assistance to personnel. Initiate positive and effective communication with subordinates, peers, management, customers, branch offices and AMI Overseas Agents, customers and vendors You will work closely with your reporting manager and sales team to ensure the most effective and productive performance is maintained with regular discussions of KRAs and KPIs. It is expected you pass on sales technique coaching to internal operators as a form of job training to further enhance the sales function. Budgets and Expenses Effectively achieve or exceed the financial budget requirements for sales. (KPI) Work with your reporting manager, in setting sales budgets, long‑range forecasts in all areas of import, export, breakbulk, and ocean. Discuss any pre‑concerns that may lead to not achieving budgeted forecast with your reporting manager. Prior to any travel booking you must seek approval for any travel and accommodation expenses from your reporting manager. Please refer to your reporting manager for further details on the policy for travel and expenses. Qualifications and Experience Tertiary Business or Sales training or equivalent. Freight & Logistics #J-18808-Ljbffr