Commercial & Industrial State Sales Manager

Job Purpose 

The C&I Manager will achieve or exceed sales targets for the commercial and industrial business through monitoring, controlling and continually improving the performance of relevant state branch sales personnel. The role will lead the sales team by mentoring and coaching each team member. The C&I Manager leads by example in directly/individually securing larger parcels of state-based business and qualifying national, international and OEM accounts to be briefed into Head Office. The role will support Head Office Business Development Manager’s in the sales approach to key target sectors i.e., HD FDL, Civil Construction and Power Gen. 

How You Make an Impact (Job Accountabilities) 

1. Analyse sales forecasts, performance, and budgets to ensure that the company’s products are sold within guidelines, to achieve maximum profitability. Ensure profitable sales of the company’s products through all sales programs and promotions. Analyse and report on territory data, including KPIs, planners, call patterns. Maintenance for existing and potential customers, and market share analysis. Submit PVR’s as necessary for approval of pricing and equipment. Monitor, report and recommend actions regarding competitor product, marketing, and pricing strategies. Submit monthly state sales reports to Director C&I and Senior C&I Head Office Management. Report all outstanding administration and supply issues.  

2. Develop and implement strategic plans for acquiring new business and negotiate directly with key target prospects to secure incremental business for the region. Build strong relationships with all major customers and decision makers in your direct management portfolio by calling on them at least once a month. Oversee the region’s growth efforts in acquisition of new business, increasing customer numbers and increasing the range of business to existing customers. Ensure all C&I Territory Managers resources are used effectively to prospect for new business and work as a team. 

3. In-field mentoring and coaching of the C&I sales team and set performance and development goals for all staff including composite regional Territory Managers, as well as monitoring the achievement of these goals. 

4. Assist and promote the development of new selling techniques. Conduct regular promotions/specials to drive sales into C&I customer base i.e., monthly/seasonal offers. 

5. Assist developing and delivering customer and reseller training seminars for the commercial and industrial business. 

6. Coordinate technical training for key account personnel and technical presentations for new business accounts. 

7. Review and monitor all relevant tenders called within the state and coordinate tender submissions. 

8. Other duties and responsibilities as determined by Valvoline from time to time in its sole discretion. 

Primary Interactions - Internal and External 

• Liaise with internal management to coordinate the effective management of branch sales programs. 

• Liaise with internal suppliers to ensure maximized efficiency in customer supply  

• Liaise with the National Customer Service Manager to ensure customer service issues are resolved in a timely and effective manner.  

• Liaise with State Manager Automotive particularly around joint management of Composite Territory Managers  

• Liaise with the Warehouse Manager to ensure timely and effectively delivery of customer requirements  

• Convene regular team meetings with team members 

What You Bring to the Role (Job Qualifications / Education / Skills / Requirements / Capabilities) 

• Tertiary qualification in sales, marketing or business preferred  

• 5+ years’ experience in a relevant industry in a sales capacity  

• Considerable experience in the lubrication of FMCH industry preferred 

Competencies Desired 

• Proven strategic management experience 

• Proven high level Sales results and experience 

• Proficiency in Microsoft Office applications, particularly Excel, Word and PowerPoint 

• Knowledge and experience of customer database systems 

• Knowledge and experience of email, intranet and internet systems 

• Excellent communication skills, both verbal and written 

• Solid business acumen  

• Ability to convey enthusiasm and motivate sales staff towards exceptional achievement  

• Embodies the three virtues to be an ideal team player: hungry, humble and smart 

Additional Information 
 

• Applicants should submit a current resume and cover letter 

• The successful candidate must complete a pre-employment medical assessment and undergo background/criminal history checks for any items which may be relevant to the duties of the role 

• Applicants must be authorised to work in Australia, and must live in the geographical location of the position  

Benefits Of Joining The Valvoline Team 
 

• Competitive Remuneration Package: Generous base salary + 12% super + bonus incentive program & 20% annual leave loading 

• Wellbeing: 2 paid wellness days per year & access to our Employee Assistance Program  

• Recognition Programs: Annual ANZ Award Ceremony & Hands on Expertise Awards quarterly 

• Endless Opportunities: Global career opportunities, ongoing training & development & access to Pathfinder: a one-stop location for leadership and professional development resources 

Working Conditions / Physical Requirements / Travel Requirements 

• Working Conditions / Physical Requirements: Standard office environment with periodic field visits to meet customers 

• Travel Requirements: Up to 20% overnight travel may be required.