Job Description

About Us

Team Global Express is an Australian owned logistics business driving more sustainable transport solutions for our customers. Built on a 130-year-old history, our innovative thinking, assets, and capabilities support national interests, helping businesses operate efficiently. Our dynamic teams deliver across an expansive road, rail, air, and sea network, providing transport, logistics, and business solutions to customers throughout Australia and New Zealand.

Team Global Express is led by Christine Holgate, Group CEO, and backed by Allegro Funds, Australia’s most awarded transformation and turnaround private equity firm.

About The Role

Partnering with functional and divisional teams this role is responsible for supporting the sales team deliver its objectives while improving sales operational efficiency, productivity, consistency and compliance.

The focus of the General Manager – Sales Operations role is to support the sales team in retaining customer, growing volumes and ensuring that the sales teams are set up for success. This role has accountability for;

Bids and tenders,
Customer onboarding and implementation,
Salesforce (sales cloud),
Sales Governance – including sales incentives and portfolio management,
Commercial governance – including sitting on the Pricing Panel, payment terms, and accountability for approving contracts up to $3.5m,
Sales performance and budgeting.

Additionally, this role will work with Finance in providing accurate and timely analysis of sales performance across TGE and to drive a volume-based reporting and analysis culture across the sales function. Representing Sales this role will drive governance across TGE BU’s leading the pricing panel, contracts panel and Improving capability to enable sales teams to identify and effectively manage sales opportunities and drive profitable growth across TGE. This will be achieved through identifying programs, standards and tools to maximise effectiveness and by working cross-functionally to implement and embed sales process, programs and tools to achieve our growth objectives.

This is a leadership role that is accountable for embedding a values led, high performance culture.

Primary Duties & Responsibilities

Deliver high-quality, professional tender responses on time, focusing on customer needs and adhering to company policies and customer specifications.
Oversee bid procedures, reporting, documentation, and governance to ensure a streamlined and efficient process for the business.
Maintain consistently high standards for tender responses, support the Bid Team's performance, and provide guidance to the sales team on responding to customer tenders.
Actively search for potential leads on company and government websites to expand our reach.
Continuously maintain, update, and improve the sales resource and information library to support the sales team.
Stay informed on new trends in bid responses and introduce initiatives to enhance our bidding process and success rate.
Work closely with all business units to ensure prompt registration and delivery of all Bids and 'One Supplier Solutions’.

About You

With a passion and flair for sales you enjoy leading and developing strong teams to deliver company directives. You are process driven with an analytical mind and come with in-depth experience within supply chain and enjoy building relationships. Your strong sales and influencing skills, along with your ability to communicate and network with all levels of stakeholders will see you succeed in this role.

Qualifications & Experience

Ensure the delivery of quality bids and tenders and the management of workloads and high value responses.
Ensure the customer onboarding activities are completed in line with respective DOA and in accordance with documented processes, while continuously identifying opportunities to improve.
Identify, review and approve changes and development to the sales instance of Salesforce.
Plan and deliver new business and portfolio budgets to the sales team in addition to implementing weekly tracking of results.
Implement and ensure compliance and measurement of the sales incentive plan and customer movement policy.
Review and design the annual sales incentive plan and recommend changes as required to improve the effectiveness of the plan.
Work with sales leaders to ensure that the Sales team’s capability are to the appropriate level to deliver on the objectives of the business.
Provide support to the CSO for interpretation and analysis of reporting provided by finance on a weekly basis. Provide commentary for the Sales MBR provided by finance.
Work with the GM Pricing on securing, analysing and interpreting external market data.
Ensure quality of submissions for pricing panel, contracts panel and payment terms requests are of an acceptable standard in terms of accuracy and appropriate level of detail.
Collaborate effectively cross-functionally including operations, human resources, sales management, marketing to identify sales effectiveness capability requirements and to execute on a prioritised project plan to deliver on improved sales team performance in productivity, effectiveness and efficiency.
Responsible for the delivery/ implementation of sales processes and capabilities, drive and support the embedding of processes, tools and capabilities across Global Express (inclusive of transactional sales, account management and planning, bid management, sales reporting and opportunity management).
Ensure adjustments / improvements are made to sales effectiveness and enablement initiatives (through evaluation processes) that maximise adaptability of the sales team to dynamic market forces and a return on investment.
Work closely with the stakeholders to review and improve on-boarding and development programs for sales team members to decrease time to maximum productivity and improve capability.
Ensure effective change management and communication strategies are established across programs to ensure increased awareness, buy-in, and engagement across the sales organisation.
Explore, review and recommend technological improvements for the sales organisation and manage pilot programs through to implementation.
Engage potential third-party vendors, develop requirements, contracts and budgets as needed.
Lead, coach and manage team to deliver on agreed sales operations plan.
Monitor and report on the Sales team progress and effectiveness.
Governance and maintenance of sales tools, including functionality improvements, sales pipeline reporting and data management to ensure integrity of reports and insights.

Why Team Global Express (TGE)

Importantly, You'll Receive

Team Global Express is committed to a culture of care for the health, safety, and wellbeing of our people.

LinkedIn’s Top Companies of 2023 in Australia
Excellent career development and progression opportunities
Our sector is very secure, much sought after, growing and worth over $115 billion AUD every year.
Wellbeing services and mental health support for all employees
Up to 14 weeks paid primary carer’s parental leave
Superannuation for unpaid parental leave up to 12 months, and for up to 6 months for circumstances of extended care
Discounts on products and services with corporate partners

Team Global Express acknowledge the Aboriginal and Torres Strait Islander peoples as First Peoples of Australia and Māori, as tangata whenua and Treaty of Waitangi partners in Aotearoa New Zealand.

Diversity and Inclusion

We celebrate difference.

Why Team Global Express - Team Global Express

We believe nurturing a diverse and inclusive workplace, which celebrates different points of view and gives everyone the chance to contribute, as we build to a bigger and brighter future.

As an Equal Opportunity Employer, all qualified applicants will receive consideration for employment without regard to race, religion, gender identity or expression, sexual orientation, age, marital or disability status.

To be considered, you must be entitled to work in the specified country and be prepared to undertake pre-employment checks including a criminal history check and medical assessment.

It’s never been a more exciting time to join our team.

As we transform into a truly iconic Australian business, your opportunities for growth with us are limitless.

To find out more about us, visit About - Team Global Express

Team Global Express

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