Head of Customer Growth and Solutions

Description:

Hi, we’re PEXA

Every time a house is bought, sold or refinanced in Australia your lawyer, conveyancer and lender will most likely use a digital platform to settle your property, this is where we come in. PEXA’s world-first digital settlement platform has revolutionised the way we exchange property in Australia helping over 20,000 people a week safely settle their homes. And this is just the beginning. Our data and insights are helping organisations unlock the intel they need to drive change and possibilities.

Since starting our journey in 2010, we now employ a team of over 1,000 people working across multiple continents. We’re still growing, innovating and looking ahead, but behind our greatest achievements, there is a team of curious creators and big thinkers. That’s why, we’re looking for ambitious people like yourself to join the team.

About The Role

Responsible for developing a sales strategy aligned to PEXA’s enterprise growth aspirations and building out KPIs and execution plans to achieve key deliverables with a dedicated focus on our practitioner customers.

Assist GM of Sales Performance to prepare forecasts and KPI reporting for the sales team.

Collaborate with National Sales Operations Manager and Marketing Team to effectively build the sales opportunity funnel to generate a continuous flow of leads.

Lead and support the Customer Success Hub Manager to drive and execute more targeted engagement strategies for our customers. The approach is intended to drive sales and adoption with this large customer base, achieving a level of personal engagement and addressing their needs with more digital and self-service solutions.

This leadership role is responsible for working with their direct reports and the wider Practitioner Team to execute on daily plans to drive improved sales performance. The role expects to be actively engaged side by side with the team members, providing coaching guidance in real time as well as facilitating coaching calibrations in one-on-one and group settings.

Work collaboratively across teams – including Customer Relationship Leads, Product and Marketing Teams, PEXA Academy, and personally help close high value deals.

Establish and foster partnerships and relationships with key stakeholders both externally and internally.

What You'll Be Doing

• Member of the Practitioner Leadership Team – lead with an Enterprise collective view first, supporting the development and delivery of the company strategy and a commitment to building a high-performance culture.
• Strategic adviser – a key contributor to group strategy and execution. Particular focus on sales, customer engagement, utilization of PEXA products and offerings to generate revenue.
• Implement the Sales and Growth strategy for the Practitioner segment, aligned with Group strategy, KPIs and targets and develop deliverable plans to achieve those KPIs and targets. The plan will provide and reflect a deep understanding of Practitioner customers and their needs, potential opportunities for PEXA to satisfy additional customer needs, and priorities.
• Develop a sales plan and team operating model that will be reported regularly to the General Manager- Practitioners on how targets will be achieved and opportunity pipeline view.
• Lead and support Customer Success Hub Manager to drive improved engagement with practitioners, develop key indicators to assess impact and levels of retention and loyalty within this segment of customers.
• Leadership and development of the team, building capability of people and systems with a focus on quality, achieving targets and ensuring a learning and coaching culture to achieve continuous improvement.
• Work closely with Sales Operations Manager to validate data, manage performance, improve utilisation of Salesforce, and drive a high-sales performance culture.
• Develop Training and professional development plans in conjunction with PEXA Academy.
• Operational budgets (including cost controls and management), monitor performance with tracking software and take corrective measures when necessary, and prepare detailed updates and forecasts.
• Represent Sales Team and Customer Success Hub in business planning and guidance on what marketing/sales campaigns are required to help generate numbers to hit/exceed targets.
• Analyse and interrogate data to identify target lists of customers and realise new opportunities, identify trends and highlight key opportunities and threats.
• Represent a knowledgeable, efficient and professional image of PEXA to target markets by handling business in a respectful and professional manner.
• Proactively conduct periodic sales activity reviews with the Team, using Salesforce and operational reporting provided by the Sales Operations Manager.
• Oversee the completion of performance reviews, engagement surveys in a prudent manner.
• Demonstrate Leadership and development of our people, by having an intentional approach to learning and development, engagement, talent acquisition and succession planning.
• Stay up to date with PEXA’s products, features, services, and CVPs
• Develop continuous improvement processes to assure the most efficient use of personnel.
• Take ownership of sales strategy, promote best practise and the consistent use of Salesforce.
• Proactive data analysis, interpretation, forecasting to identify trends and highlight key opportunities and threats.
  
  

What You'll Bring To The Table

• Proven sales executive experience, meeting or exceeding targets.
• Previous experience as a sales executive or sales manager.
• Ability to communicate, present and influence all levels of the organization, including executive and C-level.
• Proven ability to drive the sales process from plan to close.
• Proven ability to articulate the distinct aspects of products and services.
• Proven ability to position products against competitors.
• Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions.
• Excellent listening, negotiation and presentation skills.
• Excellent verbal and written communications skills.
• Relevant sales experience and a track record of exceeding targets.
• Possess extensive knowledge of sales principles and practices, and an ability to coach others on them.
• Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, recommendations, and drive actions.
• Proven ability to influence cross-functional teams.
• Strength in problem solving, issue-resolution, ability to work in a deadline-driven work environment, attention to detail, and ability to multitask.
• Strong leadership and team building skills.
• Strong background in relationship management.
• Must have current driver’s license and be willing and able to travel.
• High aptitude and ability to identify business problems & promote solutions.
• Strong ability to understand and work through customer issues to resolution.
• Strong ability to influence and negotiate with a growth mindset.
• Demonstrated ability in articulating product offering, value propositions and tracking against progress.
  
  

Please note, this role can be based in either Melbourne, Sydney or Brisbane and is being advertised separately in each state. Please only apply to the advertisement in your home state.

A career at PEXA starts with you!

If you think you have the required skills, an appetite to learn and would be a great fit, we’d love to hear from you – even if you don’t tick all the boxes. At PEXA we support your growth and help you discover your full potential.

Why join us

• Flexibility is in our DNA, with no set office days – work from any location in Australia
• Your holistic wellbeing is important to us. Enjoy meditation, yoga, boxing classes and a wellness day each month to recharge!
• We know that work is just one aspect of your life. That’s why we offer up to 12 weeks ‘workcation’ for you to extend personal travel time and work remotely
• Take the opportunity to purchase up to four weeks additional annual leave per year
• Learn from the best and upskill with PEXA Academy certifications and grow your career
  
  

Our commitment to our people and a better future

At PEXA we want you to embrace your best self each day, creating an environment where everyone can contribute and participate, so that every person can reach their full potential. We want our people to feel equally valued, supported and celebrated. With market-leading benefits that make a difference, we’re committed to supporting individuals, families and carers. Your culture, gender, sexual orientation, language and other attributes make you unique! We couldn't be prouder to have a team that reflects the richness of our wider community.

We’re a proud ‘Circle Back Initiative’ Employer and commit to responding to every applicant.

Stay Connected

A career at PEXA is exciting, challenging and rewarding, and we’re always on the lookout for talented individuals to join the team. You can learn more about life at PEXA on our website and social channels too.