Job Specification – Auckland Sales Manager

Position Auckland Sales Manager

Reports To National Sales Manager for sales management and sales reporting
Key 1. The Auckland Consultants
Relationships 2. Equinox Practice Managers (Business Consulting, Technical
Consulting), Software Development Manager and Equinox Training
Manager
3. National Administration and Administration Team
Background The Auckland Sales Manager position was established to acquire and
manage key clients and to sell to them the range of services offered by
Equinox in Auckland. This is a full time role based within the Equinox
Auckland office.

The services offered by Equinox, which the Business Development role

is required to sell includes learning and training services, enterprise
architecture consulting, project management, process consulting,
business modelling, business analysis, requirements management and
software testing services. .NET and Java software development services
are offered from our Wellington office.

Purpose A key purpose of this role is the achievement of strategic, growth,

revenue and profit objectives.

This position is important to the ongoing growth and success of Equinox

in Auckland. The Auckland Sales Manager is expected to undertake the
role within the company’s cultural and ethical guidelines and is required
to:

1. Market and sell the range of Equinox services at fees that will ensure
profit objectives are achieved.
2. Identify, develop and build genuine business relationships with
targeted clients with the purpose of delivering true value to the client
and to maximise profitable business opportunities for Equinox.
3. Manage existing and new business relationships to maximise
opportunities for repeat business.
4. Delivery of other business objectives the company will have from time
to time, including input to business strategy and planning.
5. Fully understand the skills, abilities and work desires of the consulting
team and strive to secure work that, as much as possible, meets their
capabilities and the company’s interest.
6. Work actively with the Auckland consultants to qualify and close
sales, keeping them informed and involved in the sales process.

Authorities 1. Negotiate and extend contracts with clients, business partners and

Auckland Sales Manager - Job Specification 1 Printed: 15/05/2009

 sub contractors within company guidelines.
2. Operate within annual expense, marketing and other budgets.

Territory Auckland and environs north of and including Taupo.

Prime Sales
Functions • Identify and qualify sales opportunities relevant to the Equinox
services and convert qualified prospects into profitable business.
• Prepare and present sales proposals and RFx responses; co-
ordinating the resources of Equinox, partners and associates.
• Negotiate contracts consistent with Equinox terms of business.
• Acquire new clients and business opportunities for Equinox.
• Attend partner and client functions and marketing seminars,
occasionally outside of normal working hours. Be able to introduce
Equinox services to such events with knowledge and enthusiasm.

Account Management
• Develop and evolve excellent business relationships with clients
consistent with the Equinox approach to account management
including account plans, client communication mechanisms and
reviews etc.
• Ensure maximum positive Equinox exposure to all targeted clients.
• Manage consultant, associate and where appropriate partner
involvement with clients.

Equinox Internal Systems

• Maintain all prospects, sales, account management information in
ServicePort (Equinox’s business management tool) and the CRM.
Communications
• Maintain open communication with Equinox management,
consultants, clients, partners and associates.
• Provide regular summary reports to the National Sales Manager on
agreed activity and performance.

Secondary Consultant Recruitment

Functions • Assist as required in recruitment, business planning, budgeting,
training and development, consultant reviews and administrative
procedures.
Business Strategy
• Input to the company’s strategic planning and development and
assistance in achieving resulting growth strategies.
• Assist in formulating sales and marketing strategy and identification
of new services in response to client requirements and
technical/industry developments.

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Personal • Broad business knowledge and able to think in terms of business
Attributes issues and solutions (rather that technology or technical solutions)
• Can demonstrate the management of the entire sales process
• Can communicate effectively at all levels in an organisation
• Relates well to Equinox values, culture and “the way we do things”
• Good organisational habits and a disciplined approach to work
• Current involvement in IT and an interest in software systems
• Track record of IT services sales
• Strong local network of contacts. Knows the Auckland IT market
• No skeletons; but battle scars and good reasons for joining Equinox
• Has “presence” and gains the respect of others
• Door opener with credible persona
• Builds and nurtures effective business relationships
• Understanding of SDLC and development best practice
• Can manage contractors
• Excellent negotiation skills
• Can write RFPs and TORs
• Is self managing
• Can be directed from afar
• Collegial and collaborative approach rather than autocratic
• Wants the opportunity to drive growth in small company
• Mature and able to relate to wide range of technical and non
technical staff

Updated: May 2009

By: Shane Ross, National Sales Manager

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