Area Sales Manager - Anz

TOMRA Food designs and manufactures sensor-based sorting machines and integrated post-harvest solutions for the food industry, using the world's most advanced grading, sorting, peeling and analytical technology. The company's mission is to enable its customers to improve returns, gain operational efficiencies, and ensure a safe food supply via smart, useable technologies.

TOMRA Food is a member of the TOMRA Group founded in 1972 that began with the design, manufacture, and sale of reverse vending machines (RVMs) for automated collection of used beverage containers. Today TOMRA provides technology-led solutions that enable the circular economy with advanced collection and sorting systems that optimize resource recovery and minimize waste in the food, recycling, and mining industries. This person will be operating in the Business Area TOMRA Processed within TOMRA Food.

This exciting opportunity can be offered in either Sydney or Melbourne. The purpose of this position is to support our customers and be responsible for the ongoing growth and development in Australia and New Zealand (ANZ) for TOMRA Processed Food (TPF). You will support our ANZ customers with the highest quality solutions on the market and use your experience to achieve sales targets and customer satisfaction.

• In this role you will

Operations :

• Manage the full sales process from prospecting (finding and developing the lead) up to the signing of contracts. Sales will be direct to customer (no agents, trading house, etc), and will be a combination of existing customers and finding new customers.
• Lead the next stage in the growth and development of TOMRA food in ANZ.
• Assist in develop and execute on the rolling 5-year strategy for the territory of responsibility. This includes identifying new opportunities for developments.
• Develop the ANZ business plan / strategy to meet the growth and ambitions for the market. You will develop and execute yearly plans in accordance and to ensure we stay on target.
• Responsible for reporting on local market intelligence including competitor analysis.
• Responsible for marketing / promotion for the territory including planning, support and execution of trade shows, editorial articles, on line and social media posts, etc.

Customer Service :

• Build strong relationships with our customers.
• Assist and guide the customer in their Optical Sorter and Steam Peeling needs.
• Bring together TOMRA industry expertise and insight to deliver a solution for the customer which benefits them commercially and operationally.
• Charge of daily sales activities continuing to achieve ambitious sales targets and build a sustainable pipeline of future opportunities.
• Ensure all enquiries are recorded and maintained on the CRM system.
• Assist the Regional Sales Director APAC in accurate monthly and quarterly sales / opportunity forecasting and in creating future budgets.
• The ASM will negotiate with their customers and on occasion supporting other ASMs in AUS&NZ / the APAC region with their customer opportunities.
• Ensure to map Competition activities in your region.

Relationship Management :

• Customer First' you will manage the customer relationship and work with service to ensure excellent customer relationships.
• The 'voice of the customer' is critical to what we do. The ASM must listen, understand market and customer needs, and ensure TOMRA's offer addresses these needs and be of value to the customer. Where there is an unmet opportunity of significance the ASM should identify this to the regional Sales Director and for the organisation.
• Be the champion to ensure customer satisfaction within the region. Highlight and work closely with Operations, Service, or any relevant parties to resolve issues.
• Works closely with the Service organisation in mutual support to deliver exemplary customer satisfaction and experiences.
• Work closely with other departments and colleagues across TOMRA and the world.

Health and Safety :

Comply with all legal requirements and TOMRA standards to provide a safe workplace for all. Furthermore, take all practicable steps to ensure your own and others' safety at work by ensuring that :

• your actions or inactions do not cause harm to themselves or any other person;
• follow all lawful safety instructions; and
• report all hazards and incidents in the workplace.
• adhere to all H&S practices and rules as they relate to your position and working environment and seeks out advice when unsure.

Organisation :

• Complete administrative tasks in an accurate and timely manner.
• Observe and comply with policies, procedures and quality management systems.
• Observe and comply with our code of conduct.
• Positively and actively support effective communication, encourage and provide constructive feedback.
• Support the overall organisational vision, values and culture.
• Assist others with the selection of approaches, methods and / or services as