Company Overview:

Grima Recycling is a leading company in the recycling sector, dedicated to transforming waste management through innovative recycling solutions. With a strong commitment to sustainability and environmental responsibility, we strive to reduce waste and promote recycling initiatives across industries. Learn more about us at www.grimarecycling.com.au

Job Description:

We are seeking an experienced and capable Sales Lead/Manager to join our dynamic team. This role is essential for driving our sales strategy and expanding our market presence. The successful candidate will be adept at developing and scaling complex sales operations, capable of initiating and managing high-value deals, and experienced in negotiating and communicating with senior stakeholders.

Key Responsibilities:

• Develop and implement effective sales strategies, process and systems to meet and exceed sales targets.
• Manage the entire sales cycle from lead generation to closing deals, including proactively sourcing new opportunities and nurturing inbound leads.
• Engage and build strong relationships with senior stakeholders within client and prospect organisations.
• Collaborate with the marketing team to leverage new technologies and processes for lead generation, and the development of impactful sales collateral
• Lead efforts in operationalising and automating sales processes to continuously streamline efficiency and effectiveness.
• Provide insights into market trends and competitor activities to inform strategic decisions.

• Proven experience as a sales specialist or similar role, preferably in the recycling industry or similarly operationally complex fields.
• Strong ability to develop and execute sales strategies, with a track record of achieving sales targets.
• Self-initiating with a hunter mentality to driving growth
• Excellent communication, negotiation, and interpersonal skills, comfortable interacting with senior-level executives.
• Demonstrated ability to self-initiate and drive results in new market segments.
• Experience with CRM software and lead generation technologies.
• Desirable but not essential: Bachelor’s degree in Business Administration, Marketing, or related field

• A role at the forefront of the waste management and recycling industry, contributing to environmental sustainability.
• Competitive salary and incentives that far exceed industry standards.
• Opportunities for professional growth and development within a supportive and visionary company.
• A collaborative and innovative working environment.

• To lead the strategic direction of the MORRIS in collaboration with the hotel executive team
• To develop and implement appropriate strategies and actions across all market segments, distribution channels and food and beverage outlets, to deliver on the hotel's financial targets and to deliver above market performance
• To understand the Australian digital distribution strategy and ensure that all activities at a hotel level support the strategy and drive hotel performance
• Models flexibility and adjusts others’ and own priorities when managing multiple demands
• Delivers sound business judgment in addressing resource needs and improving efficiencies while balancing associate, customer/stakeholder, and financial results
• To be a brand leader by understanding your brand within the hotel, your brand DNA and your competitors and advocate for the delivery of all brand guidelines across the hotel assets
• To fully leverage all opportunities provided by Accor’s loyalty programs including Accor Live Limitless, ALL Meeting Planner and Accor Plus to drive performance
• To develop and implement an integrated marketing plan that leverages all Accor assets – including brand, digital, and partnerships to drive performance
• Works with revenue management and other functional areas to assist in the development of business segment, revenue stream and/or geographical area sales strategies
• To collaborate and liaise with the Accor National Sales Team to support the delivery targets for each of their designated accounts and to ensure that these accounts are aligned with each hotel's strategy
• To continue to build capability within your team through a process of coaching, mentoring and training
• To build a culture of new business development within your team by identifying new opportunities with existing and new clients through a process of account identification and grading to determine fit for your hotels – new business as a priority
• To lead the development of knowledge and implementation of best practices within your hotel-based team.
• Manage the collateral creation, development and distribution process
• Hands on in negotiating and contracting, following up on leads
• Be able to work from home and come into the establishment when required.
• Securing of Corporate, Domestic, Leisure and Conferencing (internal and external) & Incentive business for the Hotel.
• Monitor and respond to the level of activity of Sales Teams as reported via Accor’s Client Management System ASA
• Drive relationships and preferred programs for Hotel through the corporate office market specialists
• Review weekly forecasts and market share reports and actively participate in ensuring business levels and market share is maintained
• Prepare a monthly Sales and Marketing Report for all areas of responsibility reflecting market intelligence and adjustments to the marketing plan. This report will also reflect consolidated information from the sales and marketing team and the conference and catering team with regard to their sales activities.
• Work with an orientation to the future. Set clear appropriate and well defined objectives. Provide team with clear direction and keep them on tasks. Actively support autonomy and empowerment through appropriate delegation of work. See projects through to completion and ensure key business objectives are met.
• Prepare monthly Sales Report reflecting consolidated information from Sales activities, market intelligence and adjustments to the sales & marketing plan.
• Involvement with Direct Marketing and Telemarketing to PCO’s and Industry Institutions in conjunction with the National Director of Sales
• To ensure commercial rate structures are in place, including contracted dynamic pricing, which are reflective of market positioning
• To lead and advocate for the full utilisation of tools and processes made available by Accor
• To drive the performance of the hotel based team & cluster teams, and their account portfolios to deliver on their targets that ultimately drive hotel performance
• Strive to deliver above-market performance for your hotels, further enhancing Accor’s market share
• Following the budget, manage all paid media expenditures from creative to production to appearance and post-campaign assessment