Account Manager, State Government



Australia Post is changing at an incredible pace. In the Business and Government Sales team, we’ve integrated technological services that help large organisations and government departments adapt in an increasingly digital world without relegating on our historically successful offering of parcels and mail - all of which helps move Australia forward. What it's like to work here: For you, it means you'll do great work, learn from the best and develop a career within a robust and well-invested but empowering and creative environment.

We all work hard – we're working on major challenges, after all – but we also recognise that you have a life outside of the office, so we provide flexible conditions that enable you to grow whilst enjoying genuine work life balance. What does the role involve? The purpose of this role is to be the single point of accountability for a portfolio of our largest customers. The role has end-to-end ownership of its customer accounts including relationships and financials.

Experience with State Government logistics would be advantageous. 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). 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.

Manage account relationships by leading regularly planned sales calls with Senior Executive level stakeholders to explore pain points and ensure an excellent customer experience. Engage with customers on key retention activities through the full lifecycle of the customer contract, including renewing existing contracts, conducting annual price reviews, and reviewing surcharge compliance. Identify and qualify opportunities within customer accounts to cross sell multi-product and/or complex solutions, drawing on Sales and Solutions Specialists as required to build, propose and close these new business contracts.

Deliver a seamless customer experience by coordinating engagement and interaction between the customer and AP’s specialists across all activities, including service, sales, solution design and implementation. Document all sales and account management activity in Salesforce to provide AP’s sales enablement functions (e.g.

Sales Operations, Segment Development, etc.) with quality data to develop appropriate improvement strategies and initiatives. What experience will you have? Significant experience designing and implementing account management strategies for a portfolio of customers (with revenue of $1m to $40m), with a strong track record of meeting and exceeding sales targets.

Significant experience selling complex B2B solutions.

Australia Post
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22 Oct 2019


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