Senior Sales Specialist (Australia & New Zealand)

Responsibilities

• Plan, prepare for and conduct customer sales calls.
• Complete accurate sales call reports to keep stakeholders informed of key accounts' status.
• Aid in preparing a strategic sales plan, communicating key personnel, sales goals, and account segmentation to the organization.
• Negotiate and reach consensus on the plan with sales management and the business group.
• Analyze and recommend updates to the sales strategy and tactics annually.
• Develop key contacts with strategic decision-makers, including technical, purchasing, and marketing personnel, to promote Afton products using Passion For Solutions Sales and Challenger Sales Techniques.
• Prepare administrative reports and submit sales forecasts, draft AOPs, expense budgets, price approvals, no-waiver specs, etc., to Sales Director/Sales Management as directed.
• Develop accurate territorial product forecasts to aid in AOP supply planning and submit new opportunities into the Opportunity Management tool.
• Submit monthly reports on territorial highlights, industry activities, and competitive activities in account territories.
• Manage customer requests for information and activities to solve customer problems using the ReSolv system, keeping the manager informed.
• Provide price quotes and communicate price changes to customers as directed.
• Participate in the Stage Gate Process to develop internal justification and support for key customer projects.
• Lead on controlling two-way communications between customer and Afton stakeholders regarding these projects.
• Participate on internal cross-functional teams to support business objectives.
• Stay updated on industry insights and technology changes by attending approved industry meetings, participating in internal webinars and training courses, and interacting consistently with CTS, marketing, and OEM groups.

Qualifications

• BS degree in Marketing, Business, or Technical/Science field.
• Open and collaborative mindset, entrepreneurial spirit.
• Willingness to learn and develop.
• Hunting, results-driven attitude.
• Strong sales skills, commercial business acumen.
• Typically 10 years of experience in sales or technical roles of increasing responsibility.
• Global organization and international cultural exposure.
• Direct account management and matrix project management experience.
• Competencies in relating and discovery skills, account planning, sales tools/process management, project management, professional communication, logical thinking, and advocacy.