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Strategic Account Manager - Government Truganina, Vic

COS - Truganina, VIC

Source: uWorkin


Rare opportunity exists for a senior sales person to be the single point of accountability for a portfolio of our key head agreements.

  • Australian-owned B2B office products supplier experiencing year on year growth
  • Multi-level client relationships | Focused on business excellence and sustainable growth
  • Attractive rewards | Fantastic team environment | Winning culture
The Role

Reporting to the National Sales Manager – Government, this role will manage a portfolio of our key head agreements within the Eastern Government Division. You will develop key relationships across all stakeholders within these head agreements as well as any influencing bodies. This will include relationships across key stakeholders and financials in both revenue and profit.

You will be driving outcomes that then cascade across the East Government Segment. With added engagement with the Eastern Government Sales Manager, you will ensure the outcomes of these activities cascade and achieve end-to-end outcomes of its customer accounts.

The role will drive a strategic partnership approach to account planning for its portfolio, and is accountable for building senior relationships, retaining existing revenue by closing contract renewals, and driving sustainable growth by extending revenue across current categories and identifying opportunities for additional categories in complex client solutions.

Your Key Responsibilities Will Include The Following
  • Develop and implement customer-centric strategic partnership plans to effectively prioritise sales effort, protect existing revenue, and ensure a deliberate approach to maximising revenue growth delivered through head agreements
  • Manage head agreement relationships by leading regularly planned sales calls with senior level stakeholders to explore pain points and deliver on the best customer experience
  • Engage with head agreements on key retention activities through the full lifecycle of the contract, including renewing existing contracts, conducting price reviews, and reviewing spend profiles to optimise range and category compliance
  • Identify and qualify opportunities within agreements to further aggregate sales under the COS model, drawing on National Sales Manager, Eastern Sales Manager, National Account Directors, and Internal Category Specialists as required to build, propose and close these new business contracts
  • Deliver a seamless customer experience by coordinating engagement and interaction between the customer and the COS team of specialists and senior leadership team, including Service, Sales, Category and Implementation
  • Document all sales and account management activity in CRM to enrich the models we operate into surface quality data to develop appropriate improvement strategies and initiative
About You

To be considered for this role you will display the following attributes:
  • Extensive experience designing and implementing account management strategies for a portfolio of large business customers with a strong track record of meeting and exceeding sales targets
  • Significant experience selling B2B solutions to large business customers including identifying, qualifying, proposing and closing sales opportunities. With strong negotiation skills
  • Understanding of Government at Federal, State and Local levels to effectively navigate through Government processes to influence change and driver outcomes
  • Deep industry expertise in one or more client industry verticals
  • Sales discipline knowledge including sales techniques, account planning, opportunity planning and reporting
  • Contract management knowledge, to effectively manage head agreements, understand deliverables, deadlines, contract terms and conditions while ensuring customer satisfaction
  • Extensive experience building long-term trusted advisor relationships with Senior Executive stakeholders (internal and external) and the ability to influence these stakeholders
  • Strong writing and communication skills, to communicate to both external and internal customers
  • Ability and willingness to travel and be in locations for prolonged periods
About COS

Partnering with Australia’s leading organisations, we provide products used in every room of the modern office across a variety of categories, tailoring solutions to meet customers' needs. Offering 20,000+ products from the latest technology solutions, workplace furniture offerings, stationery, printing and kitchen / canteen solutions, we have grown over the past four decades to become Australia’s largest locally owned and run provider. COS can offer you not just a job but a career and incredible exposure and growth.

Why work for COS?

There are many reasons why our employees enjoy working for COS.
  • Competitive remuneration and yearly reviews
  • Ongoing career progression
  • Rewards & Recognition program
  • Birthday day-off
  • Staff discounts on all products
Attractive salary package on offer including base plus commission, along with car allowance, tools of trade and overseas travel incentives.

COS provides a structured Induction Program to fast-track new employee knowledge. This role will provide you with an opportunity to develop a highly successful sales career and offers ongoing training and support to help you reach your goals and stand out from the crowd.

This is a great opportunity to play a part in working for one of Australia's true success stories, and progress your career in the Sales field.

How To Apply

Please follow the instructions on the application page regarding your Work History, Education and Qualifications. You can include a Cover letter and Resume to give us an overview of your previous relevant experience.

COS can offer you not just a job but a career.

If you are interested, we'd love to hear from you!