Commercial Sales Manager

Easy Apply

3.5 ★Studco Building Systems– Croydon

Studco Building Systems are leaders in manufacturing innovative metal building systems for the wall and ceiling construction industry. From humble beginnings in 1986 as a steel stud rollformer in Melbourne, Australia, Studco has developed into truly global manufacturer of premium building systems for the commercial and residential construction industry. Our customers succeed because of our superior solutions, intelligence and value.

As the Senior Technical Sales Representative, you will manage a number of key existing reseller accounts throughout VIC and TAS. In addition, you will grow Studco’s market share in the region by developing new business with resellers and direct accounts with contractors and specification/solution selling to architects and builders. Studco’s end-user customers rely heavily on the support of a competent, energetic technical representative and you will become an important extension of your customer’s business operations.

You will be vital player on Studco’s National Sales Team and will be joining one of the fastest-growing, most dynamic companies in the industry. A willingness to learn, a preparedness to push yourself to play in an industry-leading team, and a 100% commitment to the Studco Strategic Objectives will make you successful in this position.

KEY EFFECTIVENESS AREAS & RESPONSIBILITIES

1. Key Responsibilities:

• Provide excellent sales support and solutions through an in-depth technical understanding of the Studco building system in Victoria / Tasmania to existing customer base.
• Grow Studco’s market share in the region by identifying profitable new prospects, nurturing leads and closing deals to secure new business.
• Visit architects and building sites as required to provide solutions, win specifications and overcome design issues.
• Take responsibility for your portion of the annual sales budget and carry out all activities in line with Studco’s Strategic Objectives (reviewed annually).
• Adopt and impart the Studco USP, value propositions and brand strategies.
• Handle any incoming telephone enquiries relating to Studco’s product range, including technical information, as required and monitor incoming email enquiries and respond to them.
• Follow through on all customer enquiries and requests for quotations, including liaising internally with other staff members and getting back to the customer in a timely manner.
• Continue to build the Studco brand in through face to face visits to contractors, architects and builders.

• Telesales to existing customers and effectively use telephone and email to prospect for new leads.
• Use Studco ProjectWatch system to effectively monitor strategically important projects to ensure Studco products are specified and used.
• Maintain sales pipeline for your area of responsibility.
• Actively contribute ideas and solutions for the sales team, including the provision of market intelligence on competitor activities, products, applications and prices.
• Plan your own sales calendar, book appointments and carry out tasks within the specified time period.
• Attend all sales meetings.
• Collect, file & update customer contact information in accordance with the Studco database system, including maintaining an accurate record of each customer contacts.

1. Other Sales Responsibilities:

• From time to time, you may be required to travel outside interstate to assist other team members with technical solutions and closing new deals.
• Assist with sales enquiries from any Studco customers, including those outside your area of responsibility, when other staff are unavailable.
• Leads for other Studco related products to be passed onto the respective divisions or personnel for timely follow up.
• Provide market intelligence to the Sales Team, Marketing Department and R&D Team as required.

1. General Duties

• Liaise with Operations, Logistics, Production, Marketing and Finance departments as required.
• Understand and maintain confidentiality relating to all business activities, especially relating to financial details and customer/supplier details.
• Be accountable for your movements. Lodge weekly KPI time sheets with your manager.
• Understand and maintain correct protocols when interacting with other staff, or customers and suppliers including upholding the requirements of Studco’s Employment Manual.
• Studco’s operations in Sydney are still relatively young and the success of this branch office relies on the Sydney team members pulling together and helping each other out. As we continue to grow, you may be called upon to assist in some non-sales related tasks in order to satisfy customers’ demands.

1. Teamwork and Leadership Responsibilities

• Be prepared to learn. Call out for additional assistance immediately when a question comes up that you are not highly competent in responding to.
• Be a team player. Work with the Studco team for the good of the whole business.
• Participate in any Studco sales training or product training programs and contribute to Studco’s in-house training program by sharing your knowledge with your colleagues.
• Abide by communication protocol for all Studco team members.
• Email & phone calls must be responded to promptly.
• Manage time in an effective manner, such that all tasks are done in specific time zones each day. Request help if you are becoming overloaded.
• Confidentiality is paramount. Any breach of trust will be regarded seriously & addressed in an appropriate manner by senior management. Anyone involved in the Studco Team is required to sign a confidentiality agreement.

SELECTION CRITERIA

Preferred knowledge:

• Know and value the need for fanatical customer service.
• Understanding of basic sales processes.
• Understanding of basic principles for business growth and success.
• Proficient in Excel spreadsheets.
• In-depth knowledge of the construction industry.
• In-depth understanding of successful specification selling.
• Ability to maintain a high level of accuracy in preparing and entering information.

Preferred skills:

• Excellent interpersonal skills
• Excellent listener and proficient in verbal communication and presentation
• Resilient
• Sales passion and drive
• Analytical problem solver and negotiator
• Attention to detail
• Effective written communication skills
• Time and task management
• Team player and team builder

Personal attributes:

• Honest and trustworthy
• Be respectful
• Possess cultural awareness and sensitivity
• Be flexible
• Good personal presentation and hygiene
• Adopt the Studco culture and uphold Studco’s mission, vision and values.