Being in a channel development manager role at Australia Post means helping our people deliver for every Australian. Just like our Posties, you’re still the people behind every parcel. Whatever your team or role, you’re helping grow our people, grow our business and making a lasting impact on the Australian community. You’ll find a culture of connection in our great people and the flexibility to balance work with life outside of it.
About the opportunity
We are hiring a LBP Channel Development Manager (CDM). Our CDM’s conduct monthly portfolio review to identify areas of opportunity & also competitor threat before in-market momentum takes hold. In doing so, the CDM is immersed in data & analytics to capitalise on product & solution growth trends across their portfolio. The CDM’s outputs are also shared with Product & Marketing Teams to ensure market segment intelligence is captured, reviewed & converted into proactive market strategies, acting in a true consultancy capacity to deliver broader benefit to AP’s market growth in the Channel & Micro Sales. The CDM also leads Channel & Micro Sales events through coordination, facilitation & presentation of key market & product insights.
A key part of the role is taking accountability for the performance of their LBP portfolios. The CDM will play a dual role of people leadership for their LBP partners & direct customer consultation with their portfolio top 5 customers. The LBP is accountable for implementation of a program to support all B2B & B2C sales strategies & methodologies in line with AP products/solutions, essential product training and responsible for take-up & support of all B2B & B2C related Marketing campaigns. With the consultancy to Top 5 portfolio customers you will lead the JBR sessions, lead key strategic solutions and Provide customer industry insights through correspondence, marketing or face to face engagement – Consultancy for value-add, trusted advisor & preferred supplier status.
What you’ll deliver with us
- Own end-to-end accountability of LBP sales consultation & conversion output, inclusive of but not limited to, customer meeting preparation, product/solution values & frequency of customer engagement
- Hold a whole of portfolio revenue target & aligns to achievement of various product targets such as Domestic, International, StarTrack Parcels, Mail, etc.
- Drives portfolio aligned LBP partners to achieving agreed-upon revenue and sales targets from linked customers.
- Oversee the completion of all pricing delegations, encompassing both open-ended and standard contracts.
- Leads contract and APR conversations on behalf of Australia Post, utilizing each opportunity as a developmental pathway for both the aligned LBP and Retail team.
- Serve as the primary point of escalation for all customer or outlet sales inquiries
About you
We are looking for someone who is already working at Australia Post who has a good understanding of our solution capabilitites and has a knack for sales! We are seeking someone who can direct & lead the roles & responsibilities with the aligned Retail Field Engagement Leads (FEL) in your portfolio catchment for LBP upskill & customer growth. A key part of the role is upskilling LBP partners in deliveing account management support to their customers. You will need to use your strong communication skills to executes on Customer and Partner Training events as well.
You’ll also need
- B2B & B2C consultation experience with sales Partners/Vendors is preferred but not a disqualifier
- Experience designing and implementing account management strategies for a portfolio of small and medium business customers, with a strong track record of meeting and exceeding sales targets.
- Face-to-face selling of B2B & B2C solutions to SME customers is highly regarded but not a dealbreaker
- Understanding of the AP product portfolio, business operations and customer propositions.
- Sales discipline knowledge including sales techniques, account planning, opportunity planning and reporting.
- Ability to build long-term trusted advisor relationships with LBP and Senior Executive stakeholders (internal and external) and the ability to coach team members to build the same.
- Available to be on the road meeting with customers 3-days a week
We’re delivering together
At Australia Post, we acknowledge the Traditional Custodians of the land on which we operate, live and gather as employees.
We believe our business should reflect the diverse communities we operate in and are proud to be an inclusive workplace for people from all walks of life. We encourage applications from people of all ages, genders and backgrounds including Aboriginal and Torres Strait Islander peoples, People with Disability, LGBTQIA+ and Refugees.
We are one of the largest organisations in Australia to successfully achieve Disability Confident Recruiter status. We are committed to providing an inclusive and barrier-free recruitment process and workplace for those living with a disability and are committed to reviewing and removing bias in our processes to create a gender-equitable recruitment experience and workplace. If you have any questions about accessibility, please contact our Diversity & Inclusion team on [email protected].
