Sales Manager - Mid Market

JOB TITLE: Sales Manager – Mid-Market

LOCATION: Australia

REPORTS TO: Sales Director – ANZ

DEPARTMENT: Sales & Account Management

PURPOSE:

Generate and increase revenues in the targeted geographic territory as well as named vertical accounts through direct sales activities presenting Planning, Product Intelligence, and Product Lifecycle Management (PLM) Solutions focused on the Fashion & Apparel, Food & Beverage and Cosmetics sectors.

MAJOR RESPONSIBILITIES:

• Ownership of revenue generation within the assigned territory, as well as the quality & strength of the executive relationships within the territory.
• Responsible for in-depth, broad-based sales presentations of the entire Centric PLM Solution suite.
• Drive complex solution sales cycles to deal closure.
• Prospect with qualified leads to identify business opportunities in which Centric’s Solution suite can provide business solutions.
• Analyze customer business requirements as a basis to develop a sales strategy and propose Centric’s solutions.
• Produce written proposals & quotations.
• Prepare business response documentation for RFI/RFP/RFQ requests.
• Working with a technical team, ensure a clear understanding of customer’s technology requirements; provide sales leadership for Proposal and Project teams and vision to win and deliver Centric’s solutions.
• Meet and exceed assigned revenue goals.
• Develop and manage business plan for assigned territory.
• Participate in regional & national trade shows, exhibits and conferences.

SKILLS AND EXPERIENCE:

• 3+ years of proven success selling Enterprise Application software.
• Proven track record of consistently meeting and exceeding annual quotas.
• Excellent presentation skills at the executive level with small or large audiences.
• Ability to manage existing customer relationships and ensure Centric solutions are providing a return on investment.
• Proven track record of upselling into existing accounts.
• Confident and multi-level communication skills (oral and written).
• Expertise or domain knowledge of Retail, Fashion & Apparel, or FMCG market.
• Experience preparing presentation materials and RFI/RFP responses.
• Ability to develop multi-level relationships of confidence and trust with customers and cross-functional colleagues.
• Ability to adapt to a rapidly evolving technology and commercial environment.
• Proven experience selling software solutions that result in contracts in excess of $250,000.
• Experience with value-based selling or solution selling.
• Experience selling PIM, MDM, MRP, ERP, CRM, SCM, or similar Enterprise solutions is a plus.

MUST HAVE:

• Australian or New Zealand citizenship or Permanent Residence status in Australia.
• Ability and willingness to travel interstate, New Zealand, and occasionally further afield.