National Sales Manager

Job Description

Description

Position:                   National Sales Manager

Location:                  Splosh Head Office, Meadowbrook

Reporting to:            General Manager 

Direct Reports:         12

Package:                    Salary + Super + Performance Bonus, Laptop & Phone  

Role Overview:

Splosh is a highly successful gifting and homewares wholesaler with over 2,600 stockists across Australia and New Zealand. We have an exciting opportunity for a talented Sales Manager to lead a Sales Team of 12 to achieve sales budgets and territory growth targets with both Independent and Key Account customers across Australia and New Zealand. This is a sales role you will be truly excited about every day!

Reporting to the General Manager, the National Sales Manager is an integral Leadership Team member, tasked with developing and implementing successful category, channel and customer sales growth strategies. You will have demonstrated experience selling into major and independent retailers and achieved proven success managing your own customer base whilst leading a sales teams to achieve overall strategic sales goals and KPIs. 

A driven and inspiring leader, you are passionate about training and motivating your Team, adapting your leadership style to bring out the best in each Team member. You put the customer first always, and will quickly immerse yourself in the business, becoming a subject matter expert on Splosh product, services and customers, to enable the nimbleness to adapt to the evolving requirements of stockists across all categories and territories. 

Key Responsibilities:

Strategy & Planning

  • Development of the annual sales plan to achieve overall sales, customer and territory objectives 
  • Define and deliver territory sales budgets, bonus incentives, targets and KPIs 
  • Undertake sales, customer, geographic region, category and promotion analysis to drive ongoing delivery of sales targets and territory growth, reporting on key outcomes
  • Research and identify opportunities to accelerate growth across sales, territories and categories that strategically align with overall business objectives
  • Ownership of the Sales Department critical path and all associated project timelines
  • Lead Trade Fair and key sales event planning, sales strategy, targets, training and KPIs, reporting on key metrics and actions for continual performance improvement  
  • Oversee development of product launch sell-in strategies and communication across all customer touch points 
  • Conduct research to identify new markets and customer needs, actioning key insights
  • Develop and present customised sales presentations for potential corporate and international stockists and distributors

Empowering the Sales Team

  • Effectively develop and build a highly efficient Sales Team that consistently achieves sales budgets and customer targets
  • Manage recruitment, performance management, goal setting and succession planning, resulting in an engaged and empowered Team
  • Develop and manage a robust training program, providing the Sales Team with the tools they need to succeed through ongoing support and development, techniques and strategies to overcome objections, create long-term customer engagement and close the sale
  • Regular interstate travel to train Team, learn about individual territories and work with each Area Sales Manager to create and implement strategies to grow their territory
  • Set and report on individual sales, category and territory targets and KPIs for each Sales Team Member to achieve overall sales budget
  • Continue to build out structure and reporting for the Sales Team around the cycle planning process and CRM tools to achieve KPIs; sales budget, average spend, active customers, daily visits, conversion rate, % customers visited and % customers ordering online
  • Establish and embed a high performance culture within the Sales Team, through structured reporting, clear accountability and tiered incentive program directly tied to key performance metrics

Key Account Management

  • Create and implement a comprehensive sales plan to achieve Key Account sales budget and customer growth targets
  • Oversee relationship management across all Key Accounts including product ranging, inventory management, promotions/sales and order management
  • Lead negotiation of trading terms/agreement renewals, with final sign off from GM
  • Identify and execute growth opportunities with existing customers
  • Identify and manage a detailed prospect pipeline database, creating targeted pitches with regular follow up to convert prospects to customers
  • Manage on-boarding of new customers and brief in set-up of custom infrastructure across departments including Customer Support, Operations and Distribution Centre
  • Oversee order management by Sales Admin Team including:
    • Initial presentation and detailed submissions for new season launches, promotions and end of line sales
    • Action sales/promotion requests and participation, briefing in all relevant Teams
    • Supply all documentation to customers to maximise and close the sale
    • Ensure fulfilment of specific order/operational requests
    • Ensure stock availability and allocation/reservation
    • Overseeing timely supply within agreed terms

Reporting, Budgeting & Financial Management

  • Manage the Sales budget and ensure all expenditure is within budget 
  • Identify and implement cost savings to maximize budget impact
  • Direct accountability to achieve and report on sales, category, territory and product launch targets
  • Provide accurate and timely commercial reporting to management on each territories activities and performance, including key actions, insights and results
  • Effectively negotiate fee for service with external suppliers
  • Management of purchase orders, accruals and preparation of invoices for accounts payable

KPI’s:

  1. Achieve sales budgets
  2. Achieve customer and territory growth targets
  3. Achieve sell-in and orders targets
  4. Employee Net Promoter Score (eNPS)
  5. Meet product and catalogue launch targets
  6. Meet Critical Path milestones

As the ideal candidate, you will possess the following key attributes:

  • 2-5 years’ experience in a similar role
  • Experience in the homewares/gifting wholesale or FMCG industry is a distinct advantage
  • Highly experienced in delivering sales strategies to achieve business objectives
  • Demonstrated achievements in training and developing a high performance Sales Team
  • Highly effective analytical skills; interpreting various forms of data to identify themes, apply insights & recommend actions to achieve sales, category and territory targets
  • Proven track record of delivering customised sales presentations and promotional plans to secure new business across independents and corporates (international highly regarded)
  • A confident & articulate communicator capable of inspiring strong collaboration in an organisation and building strong working relationships with customers
  • Ability to work in a fast paced environment with a positive attitude and ability to remain committed to excellence

What we can offer you:

  • Flexible work arrangements (ability to work both in an office and from home!)
  • A supportive, mentored role with ongoing training to continue your leadership journey
  • Generous staff discount, because you know you will want all of our amazing designs in your home
  • A fun workplace culture that supports work/life balance
 
 
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