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Account Manager

Apply now Job no: 53430047
Work type: Permanent full time
Location: NSW - Metro
Categories: Sales & Marketing

Australia Post is changing at an incredible pace. In the Business and Government department, we’ve integrated technological services that help large organisations and government departments adapt in an increasingly digital world without relegating on our historically successful offering of parcels and mail - all of which helps move Australia forward.

And we’re only getting started.

Nowadays, our plans are to lead the enterprise, business and government service space by encompassing our full range of products. And to get there, we’re on the lookout for ambitious people to join our truly diverse team. Working within a start-up culture that’s backed by all the resources Australia Post provides, the opportunity to innovate and push boundaries to improve services for all Australians is ready and waiting.

As we are growing, we are currently looking for expressions of interest to join our national Business and Government team who are at the forefront of our transformation.

What it's like to work here:

For you, it means you'll do great work, learn from the best and develop a career within a robust and well-invested but empowering and creative environment. We all work hard – we're working on major challenges, after all – but we also recognise that you have a life outside of the office, so we provide flexible conditions that enable you to grow whilst enjoying genuine work life balance.

What does the role involve?

The purpose of this role is to be the single point of accountability for a portfolio of our medium business customers (ranging from $100k to $1m revenue). Each portfolio will contain maximum revenue of $50m per annum, comprising up to 50 customers. The role has end-to-end ownership of its customer accounts including relationships (customer satisfaction/NPS) and financials (revenue and sales).

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).

  • 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 medium 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.
  • 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 experience will you have?

  • Experience in face-to-face selling of standardised B2B solutions to small and medium business customers including identifying, qualifying, proposing and closing sales opportunities.
  • Ability to design and implement account management strategies for a portfolio of medium business customers (ranging from $100k to $1m revenue), with a strong track record of meeting and exceeding sales targets.
  • Strong public speaking skills and experience leading client presentations to large groups.
  • Demonstrated commercial acumen.
  • Relevant industry experience is desirable.
  • Sales discipline knowledge including sales techniques, account planning, opportunity planning and reporting.
  • Understanding of solutions, products, services, new and possible technology offerings, industry players and latest developments in digital eCommerce.

Benefits & Culture:

We believe a diverse and inclusive workplace brings out the best in our people. We encourage applications from people of all ages, nationalities, cultures and disabilities. A career at Australia Post Group can lead down many paths and we are passionate about offering a supportive, inclusive culture, competitive compensation and flexible working conditions that enable you to develop whilst enjoying genuine work life balance.

To register your interest with our passionate careers team, please click 'Apply Now' and please remember to upload your details and your most recent resume.

 

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Advertised: AUS Eastern Daylight Time
Applications close: AUS Eastern Daylight Time

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