ECOYA Head of Sales_SYD

Trilogy International Limited

Be responsible for all sales and sales strategy within ECOYA's local and International markets with a key focus on Australia.

  • Unique and exciting opportunity to work for a rapidly growing, dynamic company
  • Work from either Auckland, Sydney or Melbourne
  • Work for a world-class brand
ROLE SUMMARY
  
We are looking for a sales superstar to come and join our team and continue the amazing growth story of ECOYA. Our brand is ranged in over 1200 stores from Farmers to Liberty of London – and the opportunity for growth is still significant.

The ECOYA Head of Sales will be responsible for all sales and sales strategy within ECOYA’s local and International markets with a key focus on Australia.  This role will manage the sales profit and loss statements and will ensure sales targets and objectives are achieved.    

The Head of Sales works closely with the ECOYA management team, to define the business’s KPI’s and strategy.  The role then communicates targets to the sales team, analyses patterns in customer and market behaviour, and subsequently defines data-driven action strategies in order to consistently optimise ECOYA’s commercial performance.  This is a data and people driven role that requires commercial acumen and a deep understanding of the consumer base, the competitive market, and an ability to understand performance and its effect on the strategy.  There is a particular focus on new business in Australia.

To succeed in this role, you will need to collaborate with the Head of Marketing to ensure that ECOYA’s product, pricing, selling systems, merchandising and strategy are competitive and market leading. 
  
The role is a full time position based in Sydney, Melbourne or Auckland, with regular trans-Tasman travel required.
  

KEY RESPONSIBILITIES

Sales Leadership:
  • Collaborate and work closely with the NZ & International Sales Manager to support the NZ and International sales strategy. Oversee reporting from these markets to consolidate the general brand direction and priorities from a sales perspective.
  • Directly manage the Australian sales and customer service teams on a day to day basis to ensure that each territory performs to its maximum potential and customers are delivered outstanding service.
  • Support sales team with tracking models and coaching on current account growth, pipeline development and call prioritisation.
  • Communicate all company wide strategic direction and personnel developments as they occur within the sales team.
  • Work alongside each sales team member to put territory strategies in place and report on progress.  Spend time in each territory to understand opportunities and challenges and support each team member to achieve set KPI’s.  Build customer relationships within A grade accounts and gather feedback at the coalface.
  • Manage any customer related issues that are escalated above the territory representative or NZ & International Sales Manager.
  • Collate and present market feedback from the sales team to head office.
  • Ensure the sales team are product experts in home fragrance and bodycare.
  • Carry out regular performance and remuneration reviews.
  • Establish  and manage succession plans for all team members.  Up-skill the team where necessary and ensure they are challenged.
  • Champion the company culture within the Australian sales team, fostering forward thinking, innovation, passion for the brand and excellence at all levels.  
Financials and Reporting:
  • Build and present the annual sales strategy and budgets for board approval.
  • Ensure all BDMs and Account Managers work effectively with our customers and communicate with key stakeholders and report on outcomes. Manage KPI performance from each salesperson, including CRM management and new business prospecting.
  • Manage the P&L’s for each market along with exception reporting and re-forecasting. Support the NZ Senior Sales Manager on managing the P&L’s for NZ and International markets.
  • Facilitate with BDM’s and Account Managers the management of all expenses within their markets.
  • Liaise and oversee forecasted stock requirements for the markets, ensuring that optimum stock levels are maintained and obsolete stock is minimised.
  • Interpret sales and market data alongside the Head of Marketing, to assess and highlight market opportunities.
Brand, Product & Merchandising:
  • Work closely with the Head of Marketing to ensure that marketing plans are relevant to the market and well understood by the team.
  • Identify and communicate new product and existing product development opportunities to the Head of Marketing and New Product Development Manager.
  • Report all competitive product related market information back to head office.  Gather market specific feedback, data and trends when required.  Implement new product trials where required.
  • Flag and manage any in market quality issues with the Head of Marketing and Supply Chain Manager ensuring the brand is not negatively impacted.
  • Ensure that the brand and merchandising guidelines as directed from head office, are implemented at the highest standard. Identify and rectify where there are opportunities for improvement.
  • Build and implement a staff training/education programme within the market to ensure all priority stockists are up-skilled in product knowledge.
  • Work with the Trade Marketing Co Ordinator to build and implement a robust trade marketing strategy which includes trade communication and trade events.
  • Execute trade shows as required, supported by the Sales and Marketing teams.
Sales - Key Account Strategy & Relationship Management:
  • Support the BDM Key Accounts to drive key account strategy ensuring that sales, profitability and brand equity are maximised.  Current key accounts include David Jones, Myer, Bed Bath N Table and Freedom.
  • Seek out and prospect new key account channels in partnership with the BDM Key Accounts that will grow sales, profitability and brand equity.
  • Collaborate with the BDM Corporate to drive the corporate sales strategy across all territories, and support them in seeking and gaining new large corporate business.
  • Partner with finance to assess key group/chain account terms to ensure business terms, promotional support expenses and account expectation are accurately modelled.
Operations:
  • Work alongside the supply chain and customer services teams to ensure optimum dispatch times are achieved and monthly sales dispatched are maximised.
  • Work alongside the Brand Financial Controller to ensure debtors are managed and the company’s bad debt risk is minimised (while sales opportunities are maximised).
  • Assist the Supply Chain Manager with supply chain service reviews when required.
  • Support the CEO and CFO with Trilogy International Limited projects (i.e. ERP implementation) as required.
  
SKILLS & EXPERIENCE REQUIRED

Qualifications and Key Skills Required:
  • University degree in marketing or comparable.
  • Minimum 5+ years of Australian Sales Management experience.  Ideally you will have experience in both NZ & AU.
  • Experience in dealing with independent retailers and key accounts, ideally in the home/gift sector.
  • Strong business, analytical and commercial acumen.
  • Strong capability in building strategic relationships, along with team leadership.
  • Experience guiding a field sales team.
  • Have strong listening skills with the confidence to communicate information and liaise with key decision makers.
  • The ability to quickly learn and understand ECOYA selling strategies, channels, the sales planning process, and our operational side of selling.
  • Highly organised - enjoys pace & managing multiple projects, works to deadlines whilst maintaining great composure.
  • Advanced Excel skills.

THE TEAM:

The ECOYA team is a small group of passionate and creative self-starters dedicated to building the brand globally. Our entrepreneurial spirit is something we take great pride in, and rolling up our sleeves to get things done is second nature. Based in Auckland, we are committed to refining our proposition and listening to our customers. We work hard and celebrate our successes.

ABOUT US:

Founded in 2004 and known for its collection of luxury fragranced soy wax candles, ECOYA has seen significant growth over the last three years. A growing brand presence and effective new product development have been the driving forces in ECOYA’s growth to date. ECOYA has a broad distribution in over 1200 stores and boutiques throughout Australia and New Zealand, including a strong presence in leading Australian department stores. The brand is also focusing on growing existing and new distributor partnerships in international markets.

For more information on ECOYA please visit www.ecoya.com