ROLE OVERVIEW

As part of a dynamic, fun and fast-growing team, you will be responsible for developing and growing the business through our unique sales methodology.  You will be managing and motivating our channel partners by implementing our  sales & training strategy.  

• Job Title:  Business Development Manger
• Division:  NZ Sales
• Reports to:  Head of Sales & Marketing
• Location: Auckland CBD

POSTITION OBJECTIVE

To develop and grow the business of Eclipx Commercial through our unique sales methodology by managing and motivating National channel partners, implementing company sales and training strategy and building channel relationships to achieve budgeted sales volumes, margins and goals.

KEY RESPONSIBILITIES

Strategic Sales Initiatives 

• Prepare and achieve annual sales volume, product yield and OPEX budgets
• Execute sales program policy, procedures, processes using our tools
• Set vendor-specific goals and KPIs
• Develop strategies to achieve budgets & KPIs
• Deploy sales training initiatives to achieve budgets / goals

Channel and Customer Development

• Sell our value proposition and sales training program to channel partners and dealers
• Develop and manage relationships with key channel partners
• Manage & coordinate sales training and development programs for channel partners and dealer network
• Develop, support and follow-up on-going sales training across key channel partners
• Oversee execution of channel marketing plan
• Develop vendor sales strategy and plans

Sales Management and Leadership

• Manage the outputs of the channel partner sales team
• Conduct regular in-field performance and sales coaching skill assessment
• Coach and develop the channel partner sale team to achieve improved results
• Develop and ensure utilization of sales process, policy and tools
• Develop and grow National accounts and relationships through well executed ongoing communication of the DVP
• Focus the channel partners sales team on achieving the sales budget and goals through quality training and understanding of the rewards program
• Regular measurable activity training and selling to channel partners sales and leadership teams on an activity based call plan

New Business Development

• Identify and develop relationships with new National channel partners and those held by the competition to grow new sales volume
• Identify and develop relationships with suppliers / OEMs, and other relevant parties to develop new sales and channel opportunities
• Assist the General Manager and Head of Marketing and Strategy with business development opportunities

General Items 

• Assist in developing overall company strategy
• Participate and add value to team and management meetings
• Identify and drive product, sales coaching and sales process improvements
• Participate in project meetings

Reporting (weekly 1:1 and monthly) 

• Sales performance versus budgets, goals and KPIs
• Competitor activity, pricing, and general market dynamics
• Individual performance, activity, pipeline
• National channel partner engagement and coaching initiatives / activity levels
• Performance and outcomes of sales training initiatives and promotions
• Business development opportunities and their progress

KEY PERFORMANCE INDICATORS:

KPI's (Metrics)

• Performance v sales volume and margin (% yield) budget
• Training activity by national channel partner and sales person
• Performance v OPEX budgets
• Participation levels of channel partners / dealers
• Participation levels of sales people in channel partners / dealers
• Performance v department goals

KPI's (Assessed)

• Engagement levels of direct reports
• Feedback from dealers on the strength of the relationships and value added
• Quality and effectiveness of sales and marketing strategy employed
• Training outcomes and product knowledge of team and channel
• Quality of reporting / feedback
• Level of collaboration as part of team