Address Who are we?
Capricorn is a member-based financial services organisation which exists to improve the lives of over 25,000 Members across Australia and New Zealand by supporting them in building stronger automotive businesses. We provide products and services including trade credit, risk protection, equipment finance, trade events, travel services, fuel cards and more. Last financial year Member purchases exceeded $2.93 billion and Member returns exceeded $72.5 million.
A great place to work
When you join Capricorn, you become a part of something bigger than a typical company, because as a co-operative we exist to improve the lives of our Members by supporting them in building stronger businesses - not the other way around.
We are purpose-led and are committed to empowering our community to thrive. Our community includes our employees, and we know what is important to them, because we asked! And here's our commitments to you:
- Provide a diverse and inclusive workplace - because we know how important it is for everyone to be treated fairly and with respect.
- Give you flexibility - it's important to recognise we are all unique and need to create work life balance.
- Offer paid parental leave - that supports both parent's leave and their transition back to work.
- Create a fun environment - our social calendar is full up with a range of different virtual and face-to-face events to keep us connected.
- Work perks - that our employees actually use, such as a fantastic reward and recognition program, wellness program, additional leave purchase and so much more!
Role Purpose
The Supply Account Manager will develop and implement sales and service strategies to deliver sales opportunities to Suppliers, displaying strong leadership and motivational skill to engage the Sales Team and support functions to deliver overall business objectives.
The role will be a champion for the (designated) Suppliers, driving supplier satisfaction, and improved market share, which will be reflected via sustained service fee growth. The role will be a conduit for Suppliers and the Sales team to develop sales strategies, training and technical support programs tailored for Capricorn members. The position will also require the individual to work from home and in doing so comply with Capricorn Work, Health and Safety Policy and Guidelines and provide such equipment and operating environment as required by Capricorn and this Position Description.
Key Accountabilities
- Identify, develop and deliver grow in sales revenue, mix of sales, Member penetration and share of wallet with targeted Suppliers improving Capricorn service fee revenue
- Identify, develop and deliver profitable new Suppliers for targeted new markets in line with the Capricorn Supply Plan
- Accountable for managing all aspects of the Supplier relationships; including specific business plans, product penetration, trading terms negotiation and providing profitable share of revenue growth
- Provide value to our Suppliers resulting in high stakeholder satisfaction and strong partnerships
- Work with the Head of Sales Roles and Sales Managers to identify supply chain gaps and opportunities requiring further development
- Recruit, retain and manage targeted Suppliers as Members and grow purchases and share of wallet of product and services as applicable and available through Capricorn Supplier network
- Promote and introduce Capricorn branded products and services (e.g. Capricorn Finance, Capricorn Mutual, CSD, Autoboost) to Suppliers as members as an additional service available and an additional source of revenue to Capricorn
- Managing the 'Supplier as a Member' relationship, including the achievement of Member related targets as appropriate for Suppliers who are also Members of Capricorn
- Responsible for tailored promotional activity linking Capricorn Products to deliver incremental sales and ensure the plan is the best fit for the business requirement
- Capture Supplier 'touch points' and input detail into Epicor/Trident for the purpose of maximising Capricorn's CRM intelligence
Results Driven
- Achieve monthly & annual Sales and Service Fee Revenue Budgets for designated Suppliers
- Deliver and where necessary take remedial action to ensure Supplier Scorecard metrics are met as a minimum
- Deliver Market Share gains through designated Suppliers (existing and new)
- Supply Account Manager Work Plan - Supply Account Managers maintains a regular agreed Work Plan detailing key objectives and call schedules linked to the Capricorn Supply Plan
Maximise internal relationships to keep business focused on the Capricorn business plan. Develop key link pin relationships with internal stakeholders:
- Provides linking pin support for Sales Managers, Area Managers and Support Teams regarding Supplier activities and opportunities
- Provide leadership and influence the wider Capricorn teams to deliver outstanding customer service
- Lead and develop communications with the Sales Team to ensure roles and responsibilities pertaining to Suppliers are understood and delivered upon
- Advise leadership and employees of any business opportunities or challenges observed in the field
- Provide support and training as required to ensure Sales Managers and Area Managers have the required skillset and knowledge for completing allocated Supplier visits
Capabilities Required
- A positive approach to conducting business with stakeholders and an inclusive style of communication.
- A self-starter who has the drive and confidence to make the decisions even if they prove to be wrong, have the confidence that the business supports them in the business making process.
- Competent user of MS Office Suite, including Word, Excel and PowerPoint
- Must have a current and valid driver's licence.
Experience
- Minimum ten years' experience in a Sales or Account Management role, preferably in a Co-operative or other member-based organisation.
- A sustained strong track record in strategic Supplier Management or Key Account Management and delivering customer value.
- Industry experience gained through networking and associated industry bodies and associations.
Qualifications
- Business qualifications in account management, customer relationship management, sales management and related roles would be beneficial'
- Completed training in sales or account management related courses
The next steps
If you think you are the right person for this role and you believe in a Member first culture, then please apply now. Applications will be reviewed as they arrive, so it is better to apply sooner rather than later. If you need any assistance or adjustments to fully participate in the application process, please contact HR at 1800 327 437.
For further information and detail on Capricorn, please visit our website at www.capricorn.coop/careers.
