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General Manager - Customer Development Northern Region


Melbourne, Victoria, Australia

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Job Posted: 28/11/2017

Job Category:

Executive / General Manager

Job description:

The General Manager Customer Development has responsibility for the development and management of top tier existing clients contracts (annualised value in excess of $350K) and new Tier 1 business opportunities across the Southern Region Tier 1 clients will typically be ASX top 100 companies and large Government agencies In addition they will be a critical contributor to the achievement of profitability and capital management goals for the region The role is externally focused on promoting MMSG s value proposition raising brand awareness and selling MMSG s products and services across all brands They will ensure customer satisfaction and compliance with guidelines and policies established by the Board and MMSG Executive Team
KEY CONTACTS Internal Executive Leadership Team Marketing and Legal Teams Implementation and Tender Teams External Existing and Prospective Tier 1 Clients Industry bodies and Government agencies as applicable Leasing Pre delivery Aftermarket Consultants Customers Fleet business partners Version 4 0 Feb 2017 McMillan Shakespeare Group Position Description


Work in close collaboration with relevant Executives to execute the agreed Business to Business (B2B) strategy Contribute to establishment and preparation of new business budgets Contribute to the evaluation of market entry opportunities preparation of business cases financial models and plans to be presented to relevant Executives Source relationships with Tier 1 clients and key decision makers to develop and secure new profitable business in line with set targets Liaise with client industry body and government agency key influencers and decision makers in order to develop and maintain deep trusted business relationships Contribute to the negotiation of major deals and maintain contact with key decision makers to steer opportunities for cross selling of MMSG products Establish and foster collaborative internal relationships to ensure efficient and consistent engagement with prospective and existing clients Support the monitoring of competitor strategies products and campaigns in order to optimise MMSG market share Build and maintain a rich pipeline of profitable prospects and ensure accuracy of the prospecting database Regularly report on progress of prospects through the sales pipeline with analysis and commentary on variances to targets and recommend revisions as necessary Represent MMSG at conventions seminars and other business events as necessary with a view to growing new business opportunities Contribute to improvement opportunities for the wider Sales & Distribution Teams to drive greater success Ensure all business relationships comply with regulatory and legal requirements Ensure compliance with all MMSG new business acquisition processes and protocols including but not limited to delegated discretionary authorities pricing benchmarks and credit clearances Ensure compliance with MMSG directives and policies credit clearances s McMillan Shakespeare Group Position Description


Capabilities & Proven sales ability including outstanding negotiation skills Behaviours persuasive ability and excellent communication skills Ability to deal with clients at all levels and translate client needs into a complete service solution Managing strategic and complex sales opportunities and working with internal and external stakeholders to close the deal Keen commercial and financial awareness Knowledge & Experience A demonstrable track record of securing major corporate accounts and exceeding sales targets within business to business markets Strong background in financial services products preferably within the fleet leasing and or salary packaging industry At least 12 years of business development sales and marketing experience at a major corporate account level Qualifications Relevant tertiary level qualifications Formal management training qualifications desirable
WORK HEALTH & SAFETY (WHS) The Company seeks to provide a safe and healthy workplace All employees have a duty of care to ensure a safe workplace in line with WHS legislation and regulation Employees are required to work within the Company s policies and procedures for WHS
MANDATORY COMPLIANCE TRAINING All employees are required to complete mandatory compliance training This training provides employees with the understanding of their responsibilities relating to financial obligations occupational health and safety equal opportunity privacy and ethical behaviour All training must be completed within the communicated timeframes to ensure that the Company meets its regulatory obligations McMillan Shakespeare Group Position Description MMSG Team and Leadership Behaviours TEAM VALUES Above & Beyond Better Together Driving better customer experiences Collaborating often and early Exceeding expectations Enabling and empowering others Being courageous Teamwork Facing challenges together not alone Make It Count Own It Doing things well Being accountable Seeing the bigger picture Taking responsibility Getting it right Facing the brutal facts TEAM BEHAVIOURS We know that our success begins and ends with the way we CUSTOMER serve and treat customers We will design and run our business Put yourself in the customer s as though we were the customer shoes HONESTY INTEGRITY AND We will always act with honesty towards one another and in our conduct of the business We will have the integrity and the COURAGE courage to do the right thing raise issues to listen and face the Face the brutal facts brutal facts no matter what the circumstances We will always treat each other with respect and as we would RESPECT wish others to treat us All of us want the opportunity to I ll do you no harm contribute and learn in a safe and secure environment TEAM We will put the interests of MMS group ahead of our individual interests and those of our business units and functions We Put the group before yourself understand that our interests are best served by serving the overall interests of the group and in particular its staff customers and shareholders OWNERSHIP AND URGENCY We will take ownership over even the most difficult tasks and situations We will not turn a blind eye We will ensure the right I ll do it now outcomes are achieved and approach our work with energy and a sense of urgency but not impatience We will take responsibility for ensuring open and honest COMMUNICATION communication We believe oral communication builds No surprises Circle the wagons relationships and creates clarity We will pick up the phone rather than send each other emails We will punctually attend meetings CONFLICT We understand it is the amalgam of our skills as a team that will make us successful We will engage in conflicts of ideas to It s OK to disagree ensure the best decisions are made for our business We will not allow those conflicts to become personal