Melbourne-based electronic security integrator, Innotec Security, needs a business development manager to seek out new opportunities within key market spaces to drive overall growth of the business.
Key elements of the role include:
Profitable growth (measured by achievement against budget and project plans)
* Achieve budgeted turnover and profit targets for the sales & marketing department.
* Expand the customer base
* Achieve sales budget – revenue and quoted gross margin in conjunction with director – technical & operations
* Seek out opportunities which enable Innotec Security to provide a range of services to a customer – e.g. electronics, manpower and/or investigation services.
* Acquire maintenance contracts, through proactive prospecting and engage with end users and consultants.
* Leverage the relationship with new customer(s) to maximize opportunity for service, maintenance and monitoring contracts
* Maintain and seek to improve Innotec’s competitive position through business growth and development.
Customer Satisfaction
* Provide a positive link between clients and the Innotec business, to ensure that clients’ requirements are identified and that prompt attention is paid to them.
* Follow up sales leads promptly.
* Provide system solutions that meet client requirements
* Build and develop relationships with key builders
* Build and develop relationships with key contracting groups
* Build and develop relationship with key consultant and engineering companies
* Provide support to the installation team on questions of difference of the quotation by the client.
Quality – which includes adherence to contracts and processes
* Assist with the establishment of quality assurance standards within the electronic business
* Complete all required documentation in the sale of any product or service to the client, ensuring the client fully understands the terms and conditions of the contract
* Undertake all tasks associated with the sales process, which includes but is not limited to, telephone canvassing, promotional letters, setting up appointments, tendering, site inspections, security audits, presentations, proposals, follow-up, client liaison, etc
* Prepare and submit all required documentation and reports as stipulated
* Assist where needed in the preparation of tenders
* Ensure risk assessments are undertaken as required
* Ensure compliance with corporate governance, internal and external.
Teamwork and leadership
* Ensure that all activities embrace a team culture and foster a total team approach to business activities
* Build positive culture which rewards performance and continuous improvement
* Maintain effective communication with a team – and all key stakeholders
* Proactively foster and practice Innotec’s policies and procedures
* Effectively implement performance management system – agreed goals, regular feedback
* Ensure compliance with OH&S programs and procedures
* Lead by example showing empathy and compassion embed a culture of assistance and understanding within team – across organisation
* Assess and recommend the needs for further training and up-skilling
* Ensuring a consistently high standard of performance is maintained under the incumbent’s control
* You will also be required to perform other duties as are assigned to you from time to time by Innotec.
Reporting relationships
* Direct reports – director of sales, marketing & compliance and managing director
* Skills/knowledge/experience/attributes
Qualifications (desirable or essential)
* Security industry licence applicable to your state of business (essential)
* A minimum of 5 years’ experience is required, preferably within the security industry
Skills (Desirable or essential)
* The ability to understand and communicate complex technical information
* Excellent numeracy and literacy skills, and the ability to present them professionally
* A thorough understanding of the sales process from prospecting through to closing
* Experience should have involved a reasonable exposure to projects from inception to conclusion
* In addition to this the incumbent should be a self-motivated, systematic salesperson with a strong desire to achieve and succeed. Flexibility, the ability to work within a team structure and dedication to completion of tasks are also highly desirable attributes
* Hold a current driver’s licence
* Be proficient in Microsoft Word, Excel and other similar applications as required in your place of employment.
Knowledge
* A detailed knowledge of alarm, access control and CCTV systems and their applications within different sectors of the marketplace
* A detailed knowledge of IT/IP infrastructures and how they work and are designed
* Experience in major CCTV, access control and alarm systems is preferred. (Gallagher, Inner Range, Milestone, Bosch, Tecom, Axis, Avigilon, Mobotix) but are willing to train incumbent if they are not familiar with specific products
* Relevant Australian Standards regarding Operations of CCTV, access control and alarm systems.
Experience
* Min of 5 years in similar role(s)
* Working in medium to large organisation(s)
* Working in teams
* Use of a range of electronic estimating packaging
* Proven BDM/account executive skills
Personal Attributes
* Team player with enthusiasm and a strong desire to succeed.
* Autonomous – working with little supervision
* Good communicator – convincing, influencing
* Organised – outcome and deadline oriented
* Attention to detail
* Initiative – self-starter/problem solver
* Strong negotiation skills.
Contact Rob Rosa on 1300 446 668, or email rob@innotecsecurity.com.au to forward your resume, or enquire about this position.
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