AddressThis company is a place where boldness is celebrated—a supportive environment where you're encouraged to take charge of your growth and play a part in strengthening their global leadership. With a genuine concern for people—whether it's their massive customer base of 100 million individuals and businesses or their workforce of 200,000 employees—this company cultivates a culture of empowerment, collaboration, and boundary-pushing, challenging the norms of the industry.
The organisation holds a prominent position as a global leader in B2B2C insurance, offering comprehensive solutions across international health and life, travel insurance, automotive, and assistance services. Driven by customer needs, their forward-thinking experts are reshaping insurance services with innovative, tech-savvy products and solutions that surpass traditional offerings.
The company embraces diversity and inclusivity, priding itself on being an equal opportunity employer. They encourage employees to bring their authentic selves to work, regardless of their background, appearance, orientation, or beliefs.
About the role:
As the Head of Sales, you occupy a critical senior leadership position within the Sales and Distribution function of a leading organisation in Australia. Your role entails overseeing the management of both the B2B2C Complimentary and Retail lines of business. Your primary objective is to consistently achieve and exceed sales targets, enhance client retention, drive new client referrals, improve profits, and spearhead growth initiatives across all distribution markets.
In this capacity, you lead a team of dedicated Strategic Account Managers, fostering a commercially driven environment that prioritises productivity and sales performance. Your leadership involves nurturing a commitment to organisational values while enhancing staff engagement and retention. You empower and develop your team members to deliver outstanding partner experiences while achieving revenue and profit goals.
A key component of your role is to maintain a robust sales function by ensuring meticulous reporting, discipline, and focus across all sales areas. You drive the optimisation of the sales pipeline while adhering to sustainable and compliant sales practices. Overall, you play a pivotal role in shaping the direction and success of the sales function, aligning it with the broader strategic objectives of the organisation.
Specifically, key accountabilities include:
- Develop and implement a sustainable Sales and growth strategy aligned with revenue, profit, and strategic business objectives.
- Foster leading-edge partnerships to expand the organisations profitable market share, particularly through the strategic development of the International Health product and service offering.
- Lead a high-performing team to exceed sales targets, fostering a culture of success and accountability.
- Manage and allocate sales budgets per Strategic Account Manager.
- Set and monitor expense budgets.
- Handle price rise management per client.
- Manage sales versus budget performance.
- Develop and implement Sales and profit rectification plans.
- Forecast sales year-to-date and analyse future performance against budget.
- Set and manage profit targets, focusing on improving profit by client.
- Optimise conversion rates and increase sales per partner.
- Ensure new business opportunities are recorded in Salesforce and followed through the pipeline.
The preferred candidate for this role boasts a solid background in Sales or Account/Relationship Management from the Insurance sector, where meeting and exceeding KPIs and revenue targets were paramount. You will have demonstrated success in driving business development initiatives, consistently delivering on sales goals and revenue objectives. Your experience includes navigating complex client relationships and effectively managing the full lifecycle of client engagement, from initial contact to contract negotiation and ongoing management, with a focus on identifying and capitalising on additional revenue opportunities.
In addition to a track record of exceeding targets, the ideal candidate will possess strong problem-solving abilities, allowing to proactively identify potential challenges and implement effective solutions. Essential in this appointment will be the ability to excel in communication, both written and verbal, with exceptional presentation skills that enable you to articulate value propositions persuasively. Your adeptness at managing time and priorities ensures efficient workflow management, even under pressure and towards tight deadlines. Experience in managing projects and tenders is highly regarded, reflecting their ability to oversee multifaceted initiatives and drive successful outcomes.
Furthermore, the ideal candidate will need to exhibit key interpersonal attributes such as strong negotiation skills, resilience, and a proactive, can-do attitude. You will thrive in dynamic environments where adaptability and initiative are valued, consistently demonstrating a commitment to delivering exceptional results while fostering positive relationships with clients and stakeholders. Overall, they are well-equipped to contribute to the continued growth and success of the organisation through their sales acumen, strategic mindset, and unwavering dedication to excellence.
For a strictly confidential discussion, please contact Callan Raine, Director - Executive on 0411 686 ***.
Submit your application (CV and cover letter) via the apply button.
