Account Manager / Specification Representative

Job Description

Add expected salary to your profile for insights 50+ years in the business has taught us one thing – the brightest ideas shine when we work together. Don’t miss the opportunity to join one of Australia’s and New Zealand’s most trusted lighting solutions providers. Here at Eagle Lighting, we design, manufacture (in our purpose-built facility in Melbourne, Australia) and customise a comprehensive range of luminaires, together with providing best-in-class European brands. As a member of the Fagerhult Group , our local expert consultants, engineers and lighting designers work closely with our clients to provide energy efficient, sustainable, and easy-to-control lighting solutions, tailored to the needs of each project. Specialising in the commercial lighting industry; there aren’t many problems we can’t solve! We are seeking someone who can leverage new and existing contacts to open opportunities with the view to maintain and grow our market position as leaders in the lighting industry. You will have the energy and confidence to call on an established client database and using the power of influence to win specifications and achieve agreed sales budgets. To be successful in this role, you will understand the importance of being an experienced sales professional who has a reputation of established success in commercial and sales negotiations. Your customer relationships and sales management strengths will be evident by your ability to: Build successful stakeholder relationships; to know how and when to best interact with a variety of influencers to ensure win/win outcomes Effectively manage project pipelines by closely monitoring the pipeline to advance opportunities at every stage in the sales cycle through to close Be proactive in collaborative working relationships within the business to use all available tools and resources You will: Be a highly experienced Account Manager, Business Development Manager or Specification Representative, with an understanding of the technical and design aspects of commercial lighting together with an understanding of the lighting specification market and specification sales cycle Have experience working with Electrical Engineers, Architects, End Users, Government Agencies, Developers, Building Owners, Electrical Contractors and Wholesalers Have demonstrated experience in negotiating and successfully achieving sales results, ideally with an understanding of SPIN Selling Techniques (a Needs/Solution selling model) Have previous project management experience including regular use of a CRM, ideally Salesforce Be experienced in the submissions and management of major projects Have an understanding of ASNZS1680, AS2293, AS1158 and commercial building sustainability programs, such as, Greenstar and WELL Be an analytical thinker who is proficient in the implementation and monitoring of targeted sales and product strategies Have excellent interpersonal and communication skills Have the ability to work well under pressure, managing multiple tasks and deadlines whilst remaining motivated The successful person for this opportunity will be rewarded with: An attractive salary package, including car allowance and performance incentives Professional development – opportunity to grow within the business On-the-job coaching and development An opportunity to grow and progress within a strong and stable global and publicly listed business If you are passionate about lighting and would like to expand your career within the Fagerhult Group, then we would love to hear from you! *Please note:- No recruitment agencies thank you.- Only candidates with the legal right to work in Australia are invited to apply for this opportunity.- All applications will be treated with confidentiality. Your application will include the following questions: Which of the following statements best describes your right to work in Australia? Do you have experience in a sales role? How many years' experience do you have in the construction industry? What's your expected annual base salary? How much notice are you required to give your current employer? Do you have a current Australian driver's licence? Do you have experience with solution selling methodologies? Which of the following Customer Relationship Management (CRM) systems do you have development experience with? #J-18808-Ljbffr