Regional Sales Manager

Job Purpose

This role is responsible to ensure that the Australian Region achieves the revenue, margin and strategic goals set out by the organisation from our market and target customer accounts.  

Success will be achieved both indirectly through the leadership of the Business Development Team and directly through active pursuit and closure of opportunities within the region. As such the role requires a very ‘hands-on’ approach with high levels of involvement in developing and winning business for the region.  

Travel Requirements

Up to 40%.

Job Duties and Responsibilities

Lead, manage and mentor the Australasian Business Development Team

Identify and pursue opportunities for growth outside of current contracts  
Personally seek out and pursue opportunities for product and project sales within identified accounts outside of the current customer base.  
Implement new product campaigns that align with corporate new product development and product roadmaps.  
Target and win customer sites which currently have competitor systems.  
Identify untapped opportunities for Argus and Pegasus products, including where such sales leverage existing Modular installations, and/or a Komatsu presence.  
Identify untapped opportunities for DISPATCH, MineCare and Provision products, including where such sales leverage of existing Argus/Pegasus installations, and/or Komatsu presence.  
Professional Services revenues via demonstrated Value in Use of installed system.  
Focus on increasing subscription and repeat revenues in preference to up front capital sales  
Work closely with Komatsu to identify opportunities for joint/bundled sales, including AHS. 

Contribute to the development and execution of the Sales strategy within the region  

Work closely with your internal stakeholders to contribute to the development of a global sales strategy.  
Produce and gain approval for the Regional Sales Plan setting out the actions of you and your team which will achieve the financial goals for the region.  
In the Sales Plan provide granularity to include planning by product, by customer, professional services, and digital solutions, and Komatsu 1Team approach to market  
Create and implement individual development plans based on the skills matrix for each of your direct reports to ensure they have the capabilities needed to succeed and deliver on the business outcomes.  
Integrate closely with the MTS Global Account Managers as part of the overall customer engagement 
Leverage and incorporate internal performance assurance capabilities into the selling process, as well as Komatsu CI capability where appropriate.  

Support the integration of Modular Technologies into the ‘One Komatsu’ vision  

Ensure alignment with other Komatsu account management and sales teams, ensuring a ‘one face’ to the customer approach, and promoting Komatsu wide business interests.  
Provide regular information sessions for all Komatsu account management to highlight the value add and leverage that can be provided with bundling of the FMS/Argus products.  
Work closely with Komatsu Mining Solutions to support data analytics and development of services and consulting services.  

Required Skills

Proven skills in business development, sales management and marketing. 

Strong analytical, strategic planning, project management and problem-solving skills. 

Demonstrated leadership skills with an emphasis on “leading by example”. 

Strong commercial skill set (packaging and pricing multiple products into a single solution). 

Strong collaborator – ability to work with other diverse groups across the global Komatsu network. 

Demonstrated ability to develop and effectively communicate value propositions and sales enablement tools. 

Strong executive level communication and selling skills. 

Exceptional verbal and written communication skills.  

Must have the ability to effectively influence, mentor, and educate both internal and external stakeholders in a variety of cultures. 

Ability to prioritise, multi-task and maintain flexibility in a fast-paced, sales-oriented environment. 

High technology literacy, specifically within a mining environment. 

Demonstrated understanding of customer optimisation requirements and general value drivers.

Desired Skills

Previous people leader experience preferred.

Use of CRM - Salesforce 

Exposure to budgeting and forecasting tools such as Adaptive.