The Sales Report – Quarter 4, 2014

As we race toward the end of the year, demand for sales talent across all of the major verticals has remained high. Business confidence has continued to grow month on month and expectations are for a very strong end to 2014.

The business services sector has experienced the most marked change over the last six months and key indicators suggest that we are heading into a new cycle of growth across Australia – hopefully for the next few years.  

Investment from international businesses in Australia has continued and Michael Page Sales has placed eight Country Managers/General Managers into newly created roles in 2014. This is significant when compared to 2013, when we placed just one.

Our other major industry verticals of consumer goods, healthcare, industrial & technical and IT & T have also been very steady for the last six months and, as ever, demand for sales professionals with technical expertise has remained very high.

Earlier in the year, I mentioned retention as being a key focus for many employers, and as we head into 2015, those organisations that have been proactive in ensuring their best talent have a vision for their own careers should reap the rewards as the economy continues to warm up. We are already seeing examples of the best candidates holding multiple offers when deciding their next move and the knock-on effect will be higher levels of proactive approaches from organisations directly to their competitors.

The Michael Page Sales team looks forward to continuing our relationship with you in 2015 and if we can be of assistance with any query please do not hesitate to contact me.

Regards,
Richard Dunlop
Regional Director – Sales
T: 03 9607 5692
E: richarddunlop@michaelpage.com.au

BUSINESS SERVICES

Off the back of a relatively slow 2013, 2014 has been a much more consistent year, with continued growth quarter on quarter.

In 2013 we saw very limited growth across the technology and services sectors. This was mainly due to major restructures and changes within companies. These changes  seem to have slowed and throughout 2014 there has been a focus on rebuilding sales teams to set organisations up for growth. The services and technology sectors continue to perform well with several embarking on national recruitment campaigns.

This increased confidence in the market has led to a much more candidate-driven market with high caliber candidates now confident to start looking for their next opportunity. The competition for this talent has become extremely strong and we are now seeing multiple offers and buy back situations for top performers.

As the competition for the highest caliber candidates remains intense a streamlined recruitment process will be key to ensure that talented individuals are not lost from the process to other roles.

Candidate Profiles

Senior Business Development Manager (QLD)

• A high energy and articulate candidate with an excellent background in the telecommunications industry.
• Seven years of experience in field-based new business development roles.
• Extensive telecommunications solution sales experience targeting small to medium sized businesses (corporate and government).
• Rookie of the year award 2013 and Champion Achiever award 2010.
• Excellent presentation skills with a highly engaging personality.

Reference: 449930765

State Manager (QLD)

• Very impressive strategic sales professional with strong mix of field-based people management as well as major corporate account management experience.
• 14 years of corporate sales experience in the UK and Australia.
• Extensive software and analytics sales experience both from a field-based and business management perspective.
• Background in management of large teams as well as building a high performing team from scratch in a new region.
• Degree qualified with an ADMA Certificate in Direct and Digital Marketing.

Reference: 449902120

CONSUMER GOODS

After a slightly slower start to the new financial year, there has been similar activity displayed in quarter one and quarter two in the area of consumer goods. Clients from large multinationals that are highly dependent on Woolworths and Coles are mostly recruiting to replace headcount rather than for newly created positions. There is continued activity from Asian and European businesses looking to set up in Australia, with a base in  Sydney or Melbourne. These companies are enticing senior candidates from large FMCG organisations by offering more autonomy and flexibility than their current roles.

When looking for candidates, employers are demanding that new hires are able to ‘hit the ground running,’ ensuring there is no drop in sales activity. High performing account managers who have strategically negotiated joint business plans with the major retailers, generating profit to the business are still in high demand and many are being provided incentives to remain with their current employer.

The remainder of 2014 looks positive with certain sectors looking to increase headcount, most likely in the alcohol and beverage industries.  

Candidate Profiles

National Account Manager – FMCG (VIC)

• Bachelor of Business (2005).
• Strong NAM candidate with sales experience managing Coles and Woolworths.
• Strong analytical and problem solving skills.
• Highly driven and competitive candidate with aspirations of moving into a leadership role.

Reference: 449657754

General Manager of Sales (VIC)

• MBA qualified business leader with diverse international food and beverage experience.
• Strong strategic leadership and planning, established business growth and people management experience.
• Previously headed up National sales functions with sales revenue of over $300 million.
• Ideally seeking General Manager or Director level sales roles.

Reference: 449891284

National Account Manager (NSW)

• Promoted through various National Account Manager roles with a tier one global FMCG company, managing over a $65 million budget.
• Recently redesigned the category growth model increasing revenue and profit, whilst working with the sales teams to drive execution.
• Achieved and exceeded all set budget targets and KPIs.
• Degree qualified Bachelor of Business.
• Incredibly switched on, intelligent and analytical professional who possesses strong interpersonal skills.

Reference: 449928404

Key Account Manager (NSW)

• Excellent experience selling premium liquor portfolio to both the on and off premise channel across the Sydney metro market, dealing with multi site and independent outlets.
• Excellent business development approach to their work, increasing their account base so increasing sales and revenue.
• Very well presented, strong communication skills.
• Engaging personality; with the ability to build rapport quickly and maintain lasting relationships with key decision makers.

Reference: 449729974

National Business Manager (NSW)

• High caliber proactive FMCG professional with excellent people and customer management, with commercial and strategy awareness.
• Degree qualified with a high analytical understanding of using market research data to drive category growth.
• Experienced in negotiating and influencing the key mass retailers.
• Corporately presented, articulate with excellent negotiation skills.

Reference: 3995260

National Key Account Manager (NSW)

• High level of experience managing the mass merchant channel for a global entertainment organisation.
• Previous experience was working for a market research data organisation, provided insights and recommendations to increase sales and revenue.
• Professionally presented, with a high commercial acumen.
• Clear and articulate communication style.

Reference: 449932044

Business Development Manager (QLD)

• Outstanding reputation for excellence in the liquor industry, specialising in winery.
• With seven years of experience in client and customer facing, this candidate has a passion for working in the liquor/beverage industry.
• Consistently achieves set budgets and KPIs.
• Excellent customer management; both national and independent accounts.
• Great amount of knowledge on and off premise territory management.
• Excellent negotiation skills with premium visibility displays and executing fridge relays to increase brand presence.

Reference: 449921021

Area Sales Manager (QLD)

• An innovative and well organised professional manager with a proven record of achievement in relationship management, account management, reporting and data analysis.
• Quickly establishes credibility based on professionalism, technical knowledge, efficiency and a commitment to timely follow through.
• Skills in fostering profitable business partnerships; results-oriented.
• Strong numerical, analytical and communication skills.
• Resourceful, self-directed and personable with a strong service orientation.

Reference: 449929306

MEDIA & DIGITAL

The third quarter of 2014 has seen a definite improvement in the quality and quantity of digital media sales roles. This change in the market is thanks largely to revised budgets and an injection of funds and increased headcount into high performing sales teams.

Many of the industry’s smaller media companies are starting to aggressively pursue their larger competitors’ market share and are eagerly recruiting strong business developers to help with penetration. The new, more aggressive sales targets are making proven sales performers more attractive than ever in a candidate-short market.

Looking to quarter four, the industry as a whole is starting to ramp up its sales activities, in contrast to the traditional pre-Christmas slowdown. In the current economic climate, complacency is a major risk to any media business, so companies are expending more effort to hold onto top performers. The current focus is on attracting and retaining top tier, highly energetic staff by offering more competitive salaries and increased commissions.

As staff retention becomes more important, 38% of business leaders indicate they are focusing on improving company culture to entice new staff and retain existing employees, according to the 2014/15 Michael Page Australia Salary & Employment Forecast.

Candidate Profiles

Digital Business Development Manager (NSW)

• This candidate has worked in a number of new business development roles, specialising in digital assets. He has sold to a range of SME and enterprise clients and is a hungry new business developer.
• A polished, well presented and highly articulate sales person who is eager to broaden his skill set and contribute to a high performing team.
• A loyal and hardworking candidate with excellent tenure with a number of large businesses including Sensis.

Reference: 449934013

Digital Account Manager (NSW)

• A passionate and energetic sales person who has experience in a high pressure and fast paced sales environment.
• This candidate has exceptional experience working with a number of direct and agency clients including PhD, Mediacom, Universal McCann and Ogilvy.

Reference: 449898454

Business Development Manager – Publishing (VIC)

• Very well presented corporate business development manager with a strong background within tourism publications. With a strong new business focus to the role this candidate is able to build strong, lasting relationships with key corporate clients.
• Working towards a combined annual revenue target of $900,000 across three publications this candidate effectively grew a large client database across 4/5 star hotel chains as well as luxury brands across Australia and New Zealand including Rolex and Patek Philippe.

Reference: 449928765

Business Development Manager - Digital Solutions (VIC)

• Experienced candidate with a very strong commercial background across retail, finance and more recently digital. This candidate has experience across all levels within a business, dealing with clients at all levels, from small business owners through to key decision makers with the likes of Myer.
• With a large new business component across each role this candidate has a proven track record of driving relationships in new markets with deals ranging from $10,000 to more than $100,000. They are strategic and consultative in their new business approach, however are not afraid to pick up the phone to find new business.  

Reference: 449786635

TECHNICAL & INDUSTRAL

Eastern Seaboard

There has been sequential growth across our industrial and technical sales recruitment divisions on the eastern seaboard in each quarter so far this year. With no federal election to adversely influence market confidence there has been much more consistency in the market, and there were very little new financial year fluctuations that sometimes postpone decision making processes.

We made placements in a broad range of industry verticals across the industrial and technical markets in quarter three,  with clients in the automotive, mining, oil and gas, capital equipment, waste management, fire & security, facilities management and transport & logistics sectors. This shows the diversity of the market, and highlights that despite a slower economy, there are still strong pockets of activity across manufacturing and mining, and an appetite for strong sales professionals.

The decline of manufacturing may also create an opportunity across the eastern seaboard, as although businesses may be shedding operational and manufacturing employees from their factory and plants, headcount will need to be replaced with sales and marketing professionals as they become import and distribution led businesses.

Key Account Managers/Commercial Managers are in high demand, as businesses require these professionals to secure long term contracts with preferred business partners through bids and tenders. However there has also been a gradual increase in fundamental sales and business development roles, in particular in the automotive industry. Senior sales management roles are fewer and further between.

Quarter four can sometimes start well, but slow down as the summer break approaches. However, this year’s market confidence suggests a high level of recruitment activity through to the end of the year.

Western Australia

As we move towards the end of the 2014 calendar year, the WA market is showing little difference to this time last year, trading in an uncertain and therefore slow recruitment market. This is due to the continued decline across the resources sector, which has previously been the major driver across WA.  

On a more positive note, there has been movement at the senior end of the recruitment market across technical sales as businesses have had to be more strategic to compete with challenging conditions. There has also been continued growth and diversification into other industries which have been somewhat neglected previously, including the commercial and residential construction market.  

From a candidate perspective, the WA market is no longer driven by inflated salary expectations seen in the resources boom. Due to the redundancies and restructuring of WA businesses, an increasing number candidates are coming onto the market, however finding relevant skill sets to suit the expectations of clients remains the challenge in Perth.

Candidate Profiles

National Sales Manager (WA)

• Developed and implemented sales objectives by forecasting and building annual sales and financial targets for existing and new products.
• Decreased business expenses of sales team by 30% financial year 2013/14.
• Improved customer direct margin by an average of 10%.
• Commercial trading terms renegotiated and restructured for all Key Accounts and Banner groups.
• Quarter/yearly targets and rebates negotiated for over 300 major customers.

Reference: 449533104

National Account Manager (WA)

• Responsible for three major national accounts with annual revenue of over $30 million including account management, promotional activity, annual submissions, supply chain and logistics.
• Act as the conduit between all business segments including logistics, marketing, finance, sales and interacting with the customer.
• Implement and execute regular reviews and promotional activity with field sales teams and customer head office support staff.
• Drive sales activity from a head office level, whilst ensuring that all sales strategies are effectively implemented at field level.

Reference 449858332

Head of Business Development (WA)

• Search, develop, and manage business contacts at executive level within the mining industry.
• Develop and implement an efficient business strategy, including the organisation, the commercial approach and development of global offering for mining accounts like Rio Tinto, BHP Billiton, Xstrata, Barrick, Newcrest, FMG and others.
• Lead development, analysis and implementation/improvement of current/new processes and company activities (coaching, training, price management etc) to deliver best in class services and front line mining team.
• Manage existing key accounts to deliver KPI targets in line with local and global plans, while ensuring the success of company in mining opportunities.

Reference 449724304

Territory Manager (WA)

• Previous experience in consumer sales before progressing into technical sales market.
• Worked for Hilti as an Account Manager focusing on the building/construction industry.
• Experience growing existing accounts as well as developing new business.
• Over eight years in external positions across consumer and industrial sales.
• Large product exposure across tooling and related products.
• Ambitious and professional candidate with a proven track record to date.
• Realistic salary expectations for the current market.
• Immediately available.

Reference 449910410

HEALTHCARE

Quarter three has largely followed the trend of previous years where business has picked up steadily throughout the year and, following a little apprehension during end of financial year, things are fully back on track. While a few organisations work on different calendars, the general consensus in the market is that job flow and business growth is very positive. A number of new headcount approvals came through steadily in quarter three at tier one blue chips but also smaller more niche operators in the field. This has placed added emphasis on making the right recruits to sure up the year and build for the next.

The pharmaceutical sector is as sporadic as ever with the larger, more established players remaining steady despite a number of high profile mergers and acquisitions which have led most to watch developments carefully and look at the bigger picture a little more. On a smaller picture scale, a number of biotechs and new companies entering the market have began to take off and prove their worth in an increasingly competitive arena. This has not only led to increased competition overall but has forced the bigger players to innovate even more and to stay on the front foot as best as possible.

The medical device market has also seen a couple of key mergers and acquisitions across the board which will prove interesting to see how things play out towards the end of the year and beginning of next. Pioneering, niche products are consistently the key words for specialist areas of therapy such as neuromodulation, CRM and structural heart. Given growth and the skills that companies look for, candidates are growing more desirable if they possess a solid balance of clinical and sales/business acumen.

Candidate pools on the whole have increased from quarter two as the market has grown richer, but as is always the case the strongest talent is often passive and comes via referrals and by being able to positively sell the merits and culture of a given organisation. With increased competition for the very best talent, streamlined recruitment strategies and processes is paramount. Timing is an important factor as the best candidates will often have a few processes on the go at the same time.

Candidate Profiles

Clinical Sales Specialist- Cardiac Devices (NSW)

• Bachelor of Applied Sciences and Master of Cardiopulmonary Rehabilitation.
• One and a half years pharmaceutical experience (GP/Hospital).
• Five years of experience with a market leader within CRM in both clinical and TM capacity.
• Scored in 93 percentile in IBHRE.
• One year experience within the endovascular space with a market leader.

Reference: 449934234

Hospital Sales Representative- Pharmaceuticals (NSW)

• Bachelor of Science (Macquarie University).
• Three years of GP sales experience with AstraZeneca (respiratory/cardio) highest launch of Crestor ANZ.
• Two years of TM experience within diabetes (Insulin pumps).
• Three years experience in CNS with Hospira-Highest product knowledge score in whole company and consistently exceeded targets month on month.

Reference: 4918370

Sales Specialist – Medical Devices – Melbourne (VIC)

• Bachelor of Health Science (2005).
• Five years of sales experience with multinational device company.
• Recent sales leadership experience with three direct reports (sales).
• Worked across multiple product portfolios.

Reference: 449549042

Senior Territory Manager (QLD)

• Bachelor of Nursing (2003).
• Eight years of sales experience in pharmaceutical and medical equipment.
• Currently working as a senior team member with a market leading company.
• Proven track record of territory sales growth.

Reference: 449932001