Auckland Sales Manager - Equinox

Job Specification – Auckland Sales Manager Position

Auckland Sales Manager

Reports To

National Sales Manager for sales management and sales reporting

Key Relationships

1. The Auckland Consultants 2. Equinox Practice Managers (Business Consulting, Technical Consulting), Software Development Manager and Equinox Training Manager 3. National Administration and Administration Team

Background

The Auckland Sales Manager position was established to acquire and manage key clients and to sell to them the range of services offered by Equinox in Auckland. This is a full time role based within the Equinox Auckland office. The services offered by Equinox, which the Business Development role is required to sell includes learning and training services, enterprise architecture consulting, project management, process consulting, business modelling, business analysis, requirements management and software testing services. .NET and Java software development services are offered from our Wellington office.

Purpose

A key purpose of this role is the achievement of strategic, growth, revenue and profit objectives. This position is important to the ongoing growth and success of Equinox in Auckland. The Auckland Sales Manager is expected to undertake the role within the company’s cultural and ethical guidelines and is required to: 1. Market and sell the range of Equinox services at fees that will ensure profit objectives are achieved. 2. Identify, develop and build genuine business relationships with targeted clients with the purpose of delivering true value to the client and to maximise profitable business opportunities for Equinox. 3. Manage existing and new business relationships to maximise opportunities for repeat business. 4. Delivery of other business objectives the company will have from time to time, including input to business strategy and planning. 5. Fully understand the skills, abilities and work desires of the consulting team and strive to secure work that, as much as possible, meets their capabilities and the company’s interest. 6. Work actively with the Auckland consultants to qualify and close sales, keeping them informed and involved in the sales process.

Authorities

1. Negotiate and extend contracts with clients, business partners and

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sub contractors within company guidelines. 2. Operate within annual expense, marketing and other budgets. Territory

Auckland and environs north of and including Taupo.

Prime Functions

Sales • Identify and qualify sales opportunities relevant to the Equinox services and convert qualified prospects into profitable business. • Prepare and present sales proposals and RFx responses; coordinating the resources of Equinox, partners and associates. • Negotiate contracts consistent with Equinox terms of business. • Acquire new clients and business opportunities for Equinox. • Attend partner and client functions and marketing seminars, occasionally outside of normal working hours. Be able to introduce Equinox services to such events with knowledge and enthusiasm. Account Management • Develop and evolve excellent business relationships with clients consistent with the Equinox approach to account management including account plans, client communication mechanisms and reviews etc. • Ensure maximum positive Equinox exposure to all targeted clients. • Manage consultant, associate and where appropriate partner involvement with clients. Equinox Internal Systems • Maintain all prospects, sales, account management information in ServicePort (Equinox’s business management tool) and the CRM. Communications • Maintain open communication with Equinox management, consultants, clients, partners and associates. • Provide regular summary reports to the National Sales Manager on agreed activity and performance.

Secondary Functions

Consultant Recruitment • Assist as required in recruitment, business planning, budgeting, training and development, consultant reviews and administrative procedures. Business Strategy • Input to the company’s strategic planning and development and assistance in achieving resulting growth strategies. • Assist in formulating sales and marketing strategy and identification of new services in response to client requirements and technical/industry developments.

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Personal Attributes

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Broad business knowledge and able to think in terms of business issues and solutions (rather that technology or technical solutions) Can demonstrate the management of the entire sales process Can communicate effectively at all levels in an organisation Relates well to Equinox values, culture and “the way we do things” Good organisational habits and a disciplined approach to work Current involvement in IT and an interest in software systems Track record of IT services sales Strong local network of contacts. Knows the Auckland IT market No skeletons; but battle scars and good reasons for joining Equinox Has “presence” and gains the respect of others Door opener with credible persona Builds and nurtures effective business relationships Understanding of SDLC and development best practice Can manage contractors Excellent negotiation skills Can write RFPs and TORs Is self managing Can be directed from afar Collegial and collaborative approach rather than autocratic Wants the opportunity to drive growth in small company Mature and able to relate to wide range of technical and non technical staff

Updated:

May 2009

By:

Shane Ross, National Sales Manager

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