Territory Manager - Mining Sales Specialist, Kalgoorlie Reporting Structure
The position reports to the National Mining Manager. The position has no direct reports and operates from a home office.
Basic Function
Promotion of the full range of Victaulic products to the mining, power generation, and industrial sectors via contact with owners, contractors, distributors, and consulting engineers. Maintain contact and liaise with contractors and established distribution channels in the set territory. Establish plans for growth. Liaise with other Territory Managers to ensure projects/specifications are communicated, followed through, and capitalised on. Achieve revenue budget.
Dimensions
Revenue: Maximise all opportunities to ensure the relevant budget, target, or forecast is achieved.
Project Quotations: Regularly follow up with specifiers/project managers to ensure that Victaulic is successful in achieving the order for project quotations. Any difficulties in this regard should be brought to the immediate attention of the Regional Manager.
Product Line: all Victaulic products
Territory: WA Eastern Goldfields mining regions.
Specific Duties and Responsibilities
Develop and achieve maximum number of specifications and conversion of those specifications within the assigned territory. Control expenditure within the approved expense budget. Continued development of established MRO market opportunities within assigned territory. Develop and maintain favourable specification of the Victaulic range and services within the assigned territory. Develop sales activity through familiarity with contractors/project managers/designers/specifiers/buyers. Advise or assist target customers in areas such as selection, service to customers, profit opportunities, and quality etc. Investigate and correct problem situations. Translate budget goals into concrete plans and assignable responsibilities, determining what is to be done and achieved. Maximise opportunities by effective planning, scheduling, and managing territory coverage. Identify and perform the work which must be done to achieve intended results. Assist in training specifier, distributor, and contractor staff through promotional meetings. Investigate, evaluate, and resolve complaints accordingly. Keep management advised on matters of specific business interest such as market conditions, competitive situations, product needs, etc. Consult on matters of policy, unusual situations, pricing, etc. Update internal Victaulic CRM software. Prepare and submit a weekly report on the territory. Prepare and submit annual revenue and expenditure budget and monthly sales forecast.
Performance Measures
In the short term, performance will be measured on:
Having gained a sound understanding and good technical grasp of the product range. Development of relationships within the designated customer base. Having gained a sound understanding of the current projects. How the incumbent gains market information, the type and quality of this information, its reliability, and currency. Ability to "get to first base" with key decision-makers. The understanding and completion of the reporting systems required. High standard of professional personal presentation. Demonstrable ability to work independently and unsupervised.
In the medium term, performance will also be measured by:
Projects specified. Victaulic remaining the preferred supplier from specification to project commencement/completion. Growth with MRO market. Sales versus budget. Sound territory management and planning. Territory Selling Expenses versus Budget.
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