Business Development Mgr-Industrial Replacement (Qld & NT)

Essential Duties and Responsibilities

Industrial Replacement (IR) products specifically refer to industrial belts and hydraulic & industrial hoses, fittings and hose solutions. 

We search for a talented Business Development Manager for IR for Queensland. The person we want is genuinely customer focused, with a real passion for finding and winning new and exciting sales opportunities. This role is based in metro Brisbane, QLD.

This is an individual contributor position (leader of self), reporting to the GM-Industrial Replacement of Gates Australia Pty Ltd.  The person will manage distributors, key customers, technical and market extension support, and implement strategic growth activities to continue to grow sales of Gates IR products in Queensland.

The role includes a fully maintained company vehicle, laptop, mobile phone and a very rewarding sales incentive program (sales bonus).

Accountabilities:

• Leads sales activity for IR in Queensland to meet sales objectives.
• Develops a visit plan and strategy for the responsible market or region that ensures attainment of company sales goals.
• Develops and expands the number of Gates distributors and customers throughout the responsible region.
• Forecast long and short-range market potential in the responsible region.
• Develops action plans to penetrate new markets and customers.
• Establishes a customer intimate relationship with senior management and decision makers at important customers and/or potential new customers to ensure high levels of client satisfaction.
• Creates and conducts technical and commercial presentations/proposals, distributor or end user training, and other end user activities 
• Implements business tools motivating distributors. 
• Manages the performance of channel partners.
• Performs key account duties across OEM's and other key customers
• Interacts with all company employees in a professional and respectable manner.
• Completes reports requested by management on time and in an acceptable form including populating a CRM.
• Actively practice and support Gates strategic plan
• Align with Gates vision and strategic priorities.
• You will be responsible for selling Gates' products in a geographical area. Research customer needs and develop application of products and services in an effective manner to determine market strategies and goals for each product and service. Take responsibility for and making every effort to resolve communication, trust and respect concerns and problems. Implement strategies to accelerate growth of new and additional products and/or new markets. Monitor competitive environment to identify opportunities and countermeasures to address competition. Has primary accountability for the performance and revenue results in a geographical area and additional accountability for strategic initiatives; manages established accounts in a specified geographic area.

Other expectations:

• This is a customer facing role with 80% of the time spent in the field.
• Travel will be required away from home and will be based on identifying new business requirements, meeting customer needs, and other demands of the marketplace.

Keys to Success

• Requires in-depth knowledge and experience
• Requires conceptual and practical expertise in own area and general knowledge of related areas
• Has knowledge of best practices and how own area integrates with others; is aware of the competition and the factors that differentiate the company in the market

Requirements and Preferred Skills

• 5-7 years of experience
• Ability to influence high level engagement and relationship building
• An excellent ability to listen, understand and deliver on customer needs and requirements
• Comprehensive knowledge and implementation of sales, marketing and solution selling techniques. 
• Understanding of the principles of Power Transmission and Fluid Power applications
• A team player and have excellent planning and prioritisation skills to handle varied workload.
• Knowledge of end user applications is valuable as is ability to manage the dynamics and diversity faced by Gates channel partners in achieving sales growth targets. 
• Excellent oral and written communication skills are required.
• Ability to construct detailed sales plans, develop, conduct training seminars, make presentations and prepare quotes and tenders.
• Proficiency with MS Office and other business software, including maintaining a quality CRM, is required.
• Ability to absorb and communicate technical information, including product specifications and understanding of product applications of the assigned product lines is required.
• Ability to apply problem-solving techniques to a variety of complex or unique problems.
• Strong customer and product knowledge is desirable as is an understanding of the markets/channels being services or targeted

About You:

• High levels of energy
• Resilience
• Organised, structured and planned
• Quality orientation and attention to detail
• Positivity
• Mechanical aptitude
• A pro-active self-starter who can operate both individually and as part of a team
• Values driven
• Must have minimum 2-3 years of experience in selling similar industrial products.
• Must have minimum 2-3 years of experience in external business development roles
• Must have a valid Queensland, Australia driving licence
• Desired but not essential is a tertiary qualification (Advanced Certificate, Associate Diploma, Cert IV, Bachelor's degree) in business, marketing or engineering. This may be substituted by years of equivalent experience.
• External Gates applicants must be legally authorised to work in Australia without company sponsorship.