Position/Title

Account Manager – Fire Protection

Reporting Structure

The position reports to the Regional Manager – Fire Protection.  The position has no direct reports and operates from a home office.

Basic Function

•        Promotion of the full range of Victaulic products to the Fire Protection sector via contact with facility owners and managers, contractors, distributors and consulting engineers.
•        Make contact, maintain contact and liaise with contractors and established distribution channels in set territory. Maintain focus on development of new business.
•        Liaise with management and other territory managers to ensure projects/specifications are communicated, followed through and fully capitalised upon.
•        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: Sydney

Specific Duties and Responsibilities

•        Develop new business and maintain existing business via direct contact with installation contractors both at the job-site and other relevant locations.
•        Develop and achieve maximum number of specifications and conversion of those specifications within assigned territory.  Control expenditure within approved expense budget.
•        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 product selection, productivity/profit opportunities and installation training.  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 work which must be done to achieve intended results – Operate as a motivated and success-driven self-starter.
•        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 regularly.
•        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 influencers and decision-makers.
•        Conducting a minimum of 4 customer calls per day.
•        Understanding and completion of the required reporting systems.
•        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 and won.
•  Victaulic’s presence as the preferred supplier from specification to project commencement/completion.
•        Sales versus budget.
•        Sound territory management and planning.
•        Territory Selling Expenses versus Budget.

THE PERSON

Education and Qualifications

The incumbent shall be able to demonstrate sound professional market experience as a qualified professional sales person with strong technical skills. Degree or Trade qualification is preferred but not necessary. Computer literacy skills are essential (Microsoft Office suite) and a current driver’s licence is mandatory.

Experience

A background in technical sales within the building and construction market is ideal.  The position requires a self-motivated individual with the ability to react to market trends and conditions through a sales oriented hands-on approach.  Equally important is an ability to impart a corporate message and technical expertise to the target market as well as the confidence and presence to deliver presentations to small and large groups.

Core Competencies

•        Influencing skills
•        Analytical and strategic skills
•        Solution orientation
•        Focus and organisational skills

Specific Personality & Social Skills

•       Excellent presentation, communication and listening skills
•        Strength of character / streetwise
•        Commitment and enthusiasm
•        A sales/performance driven approach and a "hungry for business" sense of drive
•        Resilience, persistence and patience
•        High level of self-motivation and energy
•        Disciplined with good organisational and planning skills coupled with a solid approach to long term thinking
•          Initiative
•       Ability to build good relationships and take an active, sincere interest in the customer's business
•        Commercial astuteness
•        Flexibility
•        Technical aptitude

REMUNERATION & EMPLOYMENT CONDITIONS

Remuneration Package

Remuneration will be negotiated in line with experience.  A very strong bonus scheme is in place.

Vehicle

Motor vehicle allowance and running costs will be provided to an agreed level in line with current market rates. 

Telephone, Computer and Expenses

A mobile telephone, computer and home office consumables will be provided. Expenses in line with company policy shall be covered with a company credit card

Career Prospects

Given Victaulic’s focus on maintaining current growth in Australia, there is an excellent opportunity, based on performance, for career advancement within the organisation. Victaulic is an equal opportunity employer with a firm belief that our key strength is our people.

Induction and Training

Induction will consist of on the job learning.  The Regional Manager will conduct site visits with the incumbent.  Product knowledge and further company training may be provided requiring travel to the US after the completion of a probation period.

Medical

A pre-employment medical will be required.

Working Conditions

Work Hours/Days:

38 hours per week (or 38 hours per week averaged over a period of 1 month) to be worked between 8.30 am and 5.00 pm Monday to Friday.  However, the employee will be expected to devote reasonable additional time required to satisfactorily carry out the contracted responsibilities.

Travel Requirements:

•        Regional as required
•        National conferences/meetings as required
•        International for training as required