Help us deliver a better tomorrow

Australia Post is delivering for all Australians. From the vehicles that we drive, to the small businesses that make our communities thrive. We’re delivering for the environment, for our communities, for our customers and for our people. We’re moving forward and we want you to come along for the ride.  

About the opportunity 

The purpose of the position is to establish and manage customer relationships with a portfolio of Small Business Customers, drive sustainable revenue and profit growth within the portfolio, and lead the Australia Post Group brands with our customers in order to meet and exceed agreed sales targets. The focus is to undertake telephone-based sales activities to identify, qualify and close opportunities for new business across the portfolio of accounts. The role is also responsible for the protection and growth of existing revenue and orders through organic growth and renewal of contracts, extension of services and supporting account penetration.  

The position collaborates across the business and Enterprise & Government Teams to drive growth in our business. The position of Inside Sales Representative reports to the Small Business Sales Manager. The role has end-to-end ownership of its customer accounts including relationships (customer satisfaction/NPS), financials (revenue and sales) and the delivery of contracted services (MSM). The role will drive a strategic approach to account planning for its portfolio, and is accountable for building senior relationships, retaining existing revenue (by closing contract renewals) and driving sustainable growth (by extending revenue on current services and identifying opportunities for cross-sell into complex client solutions). In addition, the role will deliver a seamless customer experience by leveraging Australia Post’s subject matter experts across several key streams. The Small Business segment is an important growth area of Australia Post and with a high number of eCommerce businesses in your portfolio that you will become a trusted business advisor and eCommerce expert sharing industry insights and trends.  

This role is part of our Small Business channel and whilst the majority of your interactions will be telephone based there will be opportunities to interact with customers in person or via web conferencing platforms 

You’ll also   

•    Retention of revenue and orders through the renewal of contracts to protect existing revenue streams. Drive overall customer retention, satisfaction and compliance to support retention of revenue and orders through renewals. Engage with customers on key retention activities through the full lifecycle of the customer contract, including but not limited to renewing existing contracts, conducting annual price reviews, and reviewing surcharge compliance.  

•    Organic growth in portfolio through expansion of existing contracts and identifying opportunities to position new products and services into existing contracts, or the expansion of services across customer entities. As well as Protect and expand existing revenue and orders by negotiating the renewal of existing contracts and identify opportunities to expand these to include other Australia Post product and services or extend across customer entities.  

•    Undertake business development activities to identify, qualify and close sales opportunities for new product solutions across both the account portfolio and new customers that are outside of any current contracts. Identify opportunities across the account portfolio for new and/or multi-product solutions.  

•    Liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs and proactively work on behalf of the customer to navigate the internal areas of Post as the advocate for the customer to the greater business 

•    Develop and implement customer-centric strategic account plans to effectively prioritise sales effort, protect existing revenue, and ensure a deliberate approach to maximising revenue growth of AP’s Small Business accounts.  

•    Manage account relationships by leading regularly planned sales calls with Senior Executive level stakeholders to explore pain points and ensure an excellent customer experience.  

•    Document all sales and account management activity in Salesforce to provide AP’s sales enablement functions (e.g. Sales Operations, Marketing, etc.) with quality data to develop appropriate improvement strategies and initiatives 

•    Any reasonable request from your Sales Leadership Team to enhance the customer experience and growth of existing or new customers 

•    Conduct Joint Business Reviews with customers to review their business with Australia Post and StarTrack at required times 

•    Attend and participate in internal business reviews to review your portfolio with leaders in our business 

About you 

You will have a strong sales mindset and an ability to put customer above all else. 

You’ll also need experience  

•    Selling business-to-business and business-to-customer solutions at various levels of the organisation, including identifying, qualifying, proposing, and closing sales opportunities. 

•    Track record of meeting and exceeding sales targets and demonstrated business acumen.  

•    Experience negotiating sales deals with a complex solution, product and service range.  

•    Plan and execute sustained portfolio growth for large business clients.  

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 inclusivecareers@auspost.com.au

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