We are a global leader in intelligent climate and energy solutions committed to creating solutions that matter for people and our planet for generations to come. From the beginning, we've led in inventing new technologies and entirely new industries. Today, we continue to lead because we have a world-class, diverse workforce that puts the customer at the center of everything we do.
The role
The National Head of Sales is responsible for managing the commercial growth aspects of the Service Agreement (SA) and Service Repair (SR) business across Australia. The leader will be responsible for developing strategy for our SASR Service Sales team while driving national revenue growth. Provide leadership and direction to the Service Sales organization as well as developing a customer-centric solution sales culture. The leader will refine existing growth programs by collaborating closely with Global, Regional, and National stakeholders, nurture and expand relationships with key customers, and lead service growth initiatives across Australia. The mandate of the role is to drive a high-performing mentality in the sales team, instill an activity-based sales management process through disciplined cadence and pipeline management, and improve the selling process through account management excellence as well as customer engagement.
Key responsibilities
We are looking for a customer-driven National Head of Sales with the ability to provide an excellent experience to internal clients and our clients in the field. Therefore, you will:
Manage strategic accounts : Develop and maintain customer relationships, identify and qualify sales opportunities. Lead account planning : Ensure account plans align with customer needs and company goals. Develop solutions : Tailor proposals and solutions to the customer's buying cycle. Negotiate contracts : Conduct professional negotiations to meet sales and margin targets. Collaborate : Work with sales teams, industry stakeholders, and internal departments to identify and pursue new business opportunities. Monitor performance : Track sales metrics, implement improvements, and achieve sales targets. Use CRM : Utilize Salesforce for tracking leads, updating opportunities, and forecasting. Gather market intelligence : Provide insights on market trends, competitor activities, and customer feedback. Close sales and onboard customers : Oversee the sales closure process and coordinate customer onboarding. Lead and coach : Guide and resolve challenges within the sales team and collaborate with leadership. Requirements:
To be successful in this opportunity, you must have:
Industry Experience : Minimum 10 years in the HVAC industry and experience managing a portfolio of strategic accounts. Sales Expertise : Skilled in value-based B2B selling processes and techniques. Business Development : Proven track record in business development or similar roles, with at least 10 years of experience. Senior-Level Relationship Management : Experience developing relationships with senior stakeholders, including C-suite executives. Communication Skills : Effective communicator with strong interpersonal skills for developing senior customer relationships. Analytical and Diagnostic Skills : Demonstrates strong analytical abilities and diagnostic capabilities. Matrixed Environment : Ability to work effectively in a complex, matrixed corporate environment. Time Management : Excellent skills in managing time and achieving sales objectives within deadlines. CRM Proficiency : Extensive experience with Salesforce CRM and proficiency in MS Office and other business applications. Contract Negotiation : Experience in reviewing and negotiating commercial contract terms. #J-18808-Ljbffr
