Sales Director

Sales Director, New Zealand Department:
Sales - Sales Management
Employment Type:
Permanent - Full Time
Location:
New Zealand/Auckland
Reporting To:
Sales Director, ANZ
Compensation:
$185,000 - $210,000 / month

Description ROLE TITLE:
Sales Director, NZ FUNCTION:
Sales REGION:
Asia Pacific REPORTING:
Service Director, Australia & NZ LOCATION:
Auckland, NZ

Introducing Glory Global Leaders in Customer Experience Automation With a culture rooted in innovation, Glory's people are transforming our customer's businesses every day. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years, and a global leader for more than a decade. This reputation is built on our pioneering software and hardware combined with our dynamic people. Alongside our technology, it's our people who drive our success.
Key Responsibilities ROLE PURPOSE As part of the NZ management team, the Sales Director is responsible for developing and successfully executing a strategy to deliver aggressive sales growth within NZ. This will be achieved through the successful management of existing key accounts, focus on the building of strategic customer and partner relationships, and the delivery of new business through the identification and conversion of new leads and opportunities.

MAIN RESPONSIBILITIES Strategic Territory Management Defines and executes territory sales plans & sales strategy for the FI, Retail, Hospitality and Gaming portfolios (circa $7M)
Establishes a strong pipeline of new opportunities and manages the refresh of the installed base.
Leads quarterly planning sessions with the team to review status of year-to-date business, full year forecast and risks & mitigation strategies.
Sales Leadership Leads the team to identify and develop business opportunities across New Zealand & the Pacific.
Leads the team to develop strong engagement with key decision makers within prospects and customers through strategic planning, direct prospecting and introductions from existing contacts.
Proactively generates opportunities and qualifies new opportunities and coaches the team to do the same.
Account Business Development Develop multi level relationships within own & team's customers/prospects.
Maintain up to date account plans and regularly review key account strategies.
Maintain on-going relationships with multiple contacts throughout client's organisations to ensure smooth delivery of products/ services and payment.
Act as the voice of the customer and provide feedback on market and customer requirements around marketplace trends and technology needs.
Value Creation Revenue:
lead the team to develop, realize and maintain incremental revenue by selling and advocating products and services 'to', 'through' and 'with' prospective customers within specified territory and / or assigned accounts.
Proactively promotes internal and external campaigns for Cash Automation technology in the context of the wider Glory portfolio, including the Acrelec Kiosk, ATP & Pick-up Service
Define physical and virtual engagement plans for and attend trade shows promoting products when required as well as coordinating thought leadership events.
Collaboration and Stakeholder Engagement Work in partnership with Product Management, Service & Supply-chain/Warehouse Team to set up & deliver outstanding customer experience and commercial value.
Foster culture of continuous improvement between Sales and Service teams.
Effectively utilise internal resources (both local & global) to provide appropriate and timely support to our customers.
Reporting Ensure team document all sales activity in CRM (Call Reports and Opportunities).
Team Leadership Effectively lead and manage the sales team with authenticity to drive sales team performance, engagement and cultural alignment.
Foster a culture of engagement, excitement and continual learning across the team.
Proactively participate in people management processes including ePDR's, managing for performance, team development, well-being and recognition.
Ensure employees understand the performance standards, goals and behaviours needed to be successful.
Health and Safety Adhere to Health & Safety policies and procedures at all times.
Ensure employees are informed of Health & Safety requirements in the workplace and are adequately trained to carry out their work safely.
Ensure the prompt and accurate reporting of all workplace incidents and injuries.
Ensure all hazards are promptly assessed for their significances and managed according to the hazard management process.

Skills, Knowledge & Expertise REQUIRED EDUCATION AND QUALIFICATIONS Education Level:
Tertiary qualifications in business or related areas.
Qualifications:
Completion of sales training programs and conversant in Strategic Sales Methodologies such as Miller Heiman, Target Account Selling, SPIN, etc.
5+ years sales team leadership (direct reports and/or virtual teams) in a sales & business development management capacity.
8+ years' experience working across New Zealand within a sales capacity in the Financial Institutions, Retail, Gaming and/or Hospitality space (preferably, but not necessarily in the area of cash automation technology (hardware, software and/or consultative services)) with proven and demonstrable success including experience selling POS solutions, software, hardware, cash handling equipment and other B2B situations.
Minimum 5 years solutions-based sales experience. This experience should include experience in the development of long-term business relationships and the development of strategic plans.
Proven Business Development and Management of large blue chip / enterprise customer accounts
Extensive key contacts across the industry including customers, partners, associations, software vendors and other key suppliers.
Proven track history of 100% quota attainment of $1 - $3 million plus territory.
REQUIRED SKILLS AND COMPETENCIES A thorough understanding of the industry environment and current trends/ challenges.
A strategic business development leader with high level industry contacts
The ability to work with cross-divisional and cross-functional teams.
Experience using CRM software & reporting tools.
Experience with consultative/solutions selling with a competitive mindset.
Experience in designing and negotiating winning sales proposals.
A resilient, hardworking and strong team leader.
A natural 'Hunter' leading from the front for their team.
Excellent writing and communication skills
The ability to effectively use a number of different influencing and negotiation strategies.
Intermediate to advanced Microsoft Office skills (Word, Excel, PowerPoint and Outlook).
Understanding of basic finance modeling gained through experience &/or internal courses.
Well-developed planning and organisational skills with a keen attention to detail.
Good analytical skills and strong problem-solving ability.
Self-confident with a can-do attitude.
The ability to work independently, flexibly, and with a high degree of initiative.
Commercially and financially astute, able to develop and prese.