JOB LISTING: National Sales Manager – Handshake Media Pty Ltd


With the music industry on pause for the last 12 months, Handshake Media continued editorial operations while halting all commercial operations, knowing that our industry was doing it tough.

As the industry tentatively moves towards a more positive 2021 we are looking for the right manager to rebuild our commercial operations alongside our sales director and co-owner, Leigh Treweek, this includes building an east coast sales team, handling major accounts and working with us to develop commercial outcomes that also support our industry moving forward and back towards some degree of normality.

The official job description is below but in essence music industry experience and an understanding of sales is an imperative but alongside that ideas on how we can return to commercial realities whilst continuing to support our industry so it again thrives.

Position Outline Overview

• Meet company Revenue Targets through the activities of the sales team including your own accounts
• Using direct reports, drive sales force productivity and extract the best performance from each individual employee
• Responsible for motivating and advising their reps to improve their performance, and product knowledge education.
• Achieve sales staff objectives through effective planning, setting sales goals, analysing data on past performance, and projecting future performance.
• Ensure that the sales department works cross functionally with other departments. For example, they collaborate with editorial to generate new lead sources and expand the target client base, or with design and accounts teams to make sure customer needs are met.

Management Roles and Responsibilities - Detail

• Determine and assign sales quotas, targets, and/or goals. Project and forecast annual and quarterly revenue and for one or more sales territories in conjunction with directors
• Set KPI, performance plans, and rigorous, objective standards for sales representatives.
• Meet with reps one-on-one monthly to review performance, progress, and targets.
• Deliver deep performance reviews for each individual rep once or twice per year.
• Coach individual sales representative’s one-on-one through phone work and prospecting help sessions to help them improve sales performance.  
• Counsel, support, discipline, and fire underperforming sales representatives.
• Develop a scalable sales process and ensure representatives adhere to it correctly.
• Ensure that reps use sales technologies, such as a CRM, correctly.
• Plan and preside over weekly sales team meetings.
• Recruit, select, onboard, and train new sales reps.
• Unite the team: Ensure reps work as a positive unit and share their best practices.
• Set a good example for the team. Work according to company culture and values, use good communication, and deliver sales results effectively.
• Develop sales strategies to acquire new customers or clients.
• Track sales team metrics and share them with senior management.
• Analyse sales data on sales results and develop plans to address performance gaps.
• Collaborate with other departments to develop lead generation plans.
• Monitor competition, and industry trends.

Managing customer needs alongside representatives

• Ensure all sales representatives maintain a deep understanding of customer needs and monitor their preferences.
• Resolve escalated customer issues and customer complaints regarding sales and service.
• Provide expertise when setting and adjusting pricing plans and discount rates.
• Provide advanced negotiation expertise.

General

• Salaried Position
• Hours 9am – 5.30am (other hours where required)
• Attend industry functions and events as directed by senior management
• Answer/Report to Directors

Commission/Bonus Structure

• Commission structure to be negotiated to incorporate individual and group targets.

Application to: employment@themusic.com.au