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ADVERTISING PRINTING AUSTRALIA PTY LTD

B2B Sales Superstars Wanted

Full-time

Auburn, New South Wales

Sales / Marketing

8 months ago

B2B Sales Superstars Wanted!Position: B2B Sales Business Development Immediate Start: Enthusiastic, Energetic, Experienced SalespeopleEarni..

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Bega Dairy and Drinks Services Pty Ltd

Outbound Sales Executive

Full-time

Bentley (WA)

Sales / Marketing

9 months ago

If you are curious & creative, invested in not only your own success but also the growth of others, and believe in building the Great Australian F..

If you are curious & creative, invested in not only your own success but also the growth of others, and believe in building the Great Australian Food Company, then you might be the one for us!

The Role

We're seeking applications from customer-centric individuals passionate about providing outstanding customer service and striving to achieve top-level sales results.

If you have a keen interest in sales and want to establish yourself as a strong Outbound Sales master, this is the right role for you!

To ensure you will get our full support and training for the role, we will get you started in an office-based model and move to a hybrid model between our Bentley, WA, head office and home office.

In this role, you will interact with and support Bega Group customers, including Cafes, bakeries, hospitals, aged care, hotels, and local trades, to spread our unique products across Perth Metro.

Responsibilities

Drive increased distribution of Bega products throughout designated territory customers.
Achieve volume growth, sales & activity achievement goals within the designated territory.
Identifying business opportunities and meeting distribution targets.
Achieving daily outbound calls target through selling promotions & deals across our range.
Partnering with state-based Territory Managers to drive growth in allocated regions.
Building & maintaining trusting relationships with customers.

About you

Experience in Outbound sales is preferred but not essential.
Excellent communication skills.
Basic computer literacy.
Good time management and problem-solving skills.
Ability to achieve daily and weekly targets & KPIs.
Able to work independently.

Bega Group Story

Bega Group is home to many trusted and iconic food and beverage brands. Whether it’s VEGEMITE on toast, a Big M on the go or a Zooper Dooper on a hot day - you've probably grown up enjoying the iconic products we proudly manufacture every day.

Our growth story of becoming a successful ASX 200 listed company with an annual turnover in excess of $3 billion and approximately 4,000 employees, is made possible by our dedicated workforce who live and breathe our values every day. We have a strong regional focus and proudly support the communities where we work, live and play. At the Bega Group, we are proud of our heritage and will continue to build great opportunities to encourage our people to develop and thrive. Come and be a part of our success story as we continue to build The Great Australian Food Company through creating Great Food for a Better Future!

Life at Bega Group

Company culture and our values are very important to us. From flexible working arrangements and regular social catch ups, we’re committed to fostering a supportive and agile work environment for our team.

Join a dedicated, forward-thinking and innovative culture
Grow with us, through opportunities for career development and progression
Contribute by giving back to your community through charities we partner with
Access to mental and physical health programs through our wellbeing portal and programs
Enjoy excellent employee benefits, including flexible working, purchased leave options and salary continuance insurance

Applications

At Bega Group, diversity and inclusion is a business priority, we want everyone to be themselves regardless of their background, religion, sexual orientation, age or gender so we can truly reflect the customers and communities that we serve. No matter how you identify, we encourage talented people from all backgrounds, abilities, and identities to apply to work at the Bega Group.

We will accept applications from all people with the right to live and work in Australia.

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Atlam Group

Retail Sales Assistant

Full-time

Castle Hill, New South Wales

Sales / Marketing

9 months ago

Retail Sales Assistant Castle Hill, NSW Nick Scali has been a household name for over 60 years. Nick Scali acquired Plush Sofas at the end of 2021, an..

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Atlam Group

Showroom Sales Consultant

Full-time

Auburn, New South Wales

Sales / Marketing

9 months ago

Showroom Sales Consultant Auburn, NSW Plush is an Australian-owned and operated business, the first showroom opened more than 10 years ago and since t..

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Atlam Group

Showroom Sales Consultant

Full-time

Campbelltown, New South Wales

Sales / Marketing

9 months ago

Showroom Sales Consultant Exciting New Showroom Opening! Campbelltown Plush is an Australian-owned and operated business, the first showroom opened mo..

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Atlam Group

Showroom Sales Consultant

Full-time

Auburn, New South Wales

Sales / Marketing

9 months ago

Showroom Sales Consultant Auburn, NSW Nick Scali has been a household name for over 60 years. Nick Scali acquired Plush Sofas at the end of 2021, and ..

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Atlam Group

Showroom Sales Consultant

Full-time

Casula, New South Wales

Sales / Marketing

9 months ago

Showroom Sales Consultant Casula, NSW Nick Scali has been a household name for over 60 years. Nick Scali acquired Plush Sofas at the end of 2021, and ..

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Atlam Group

Showroom Sales Consultant

Full-time

Bankstown, New South Wales

Sales / Marketing

9 months ago

Showroom Sales Consultant Bankstown, NSW Nick Scali has been a household name for over 60 years. Nick Scali acquired Plush Sofas at the end of 2021, a..

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Atlam Group

Sales Representative - Industrial Sheet Plastic Fabrication

Full-time

Perth, Western Australia

Sales / Marketing

9 months ago

RETAINED SEARCH About the ClientOur client is a West-Australian owned and operated organisation that has been servicing the agricultural and mining se..

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Atlam Group

Parts Sales Coordinator

Full-time

Ingleburn, New South Wales

Sales / Marketing

9 months ago

Posted: 31/01/2024 Closing Date: 01/03/2024 Job Type: Permanent - Full Time Location: Ingleburn NSW Job Category: Other ABOUT VOLGREN: Volgren was est..

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Atlam Group

Showroom Sales Consultant

Full-time

Prospect, New South Wales

Sales / Marketing

9 months ago

Showroom Sales Consultant Prospect, NSW Plush is an Australian-owned and operated business, the first showroom opened more than 10 years ago and since..

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Atlam Group

The Athlete-s Foot Full Time Sales Assistant - Hornsby

Full-time

Hornsby, New South Wales

Health / Beauty / Fitness

9 months ago

At The Athlete’s Foot, our team members are highly passionate about inspiring, motivating and empowering our customers to better their best. We beli..

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Semios

In-Country Marketing Manager, Australia

Full-time

West Leederville, Western Australia

Sales / Marketing

10 months ago

Who We Are:Semios/Agworld is a market leader in leveraging technology, IoT, big data and AI to improve the sustainability and profitability of special..

Who We Are:

Semios/Agworld is a market leader in leveraging technology, IoT, big data and AI to improve the sustainability and profitability of specialty crops. We want to initiate changes that are positive in the agricultural industry with solutions that drive sustainable food production.

Our innovative work has received several industry awards:

AgTech Breakthrough Awards Program (2023) - Selected as winner of the “Overall Smart Irrigation Company Of The Year” award.
Sustainability Changemaker by SDTC (2022) - Named as one of the companies which recognize homegrown innovation in sustainable technologies in Canada.
AgTech Breakthrough Awards Program (2021) – Selected as winner of the "Pest Management Solutions of the Year" award.
Google Accelerator (2020) – Selected as 1 of 9 companies for the inaugural Google for Startups Accelerator Canada cohort, who are all using technology to solve complex challenges.
Global CleanTech Top 100 (2020) – Identified as one of the companies best positioned to solve tomorrow’s clean technology challenges.

One of our partners produced this short video which shows what we do and our positive environmental impact.

We know our journey is only achievable by having a great team who shares ideas, tries new things and learns as we go.

Who you are:

We are seeking a dynamic In-Country Marketing Manager for Australia to lead and execute our marketing initiatives within the region. This role involves developing and implementing strategic marketing plans that align with our global objectives while catering to the unique needs of the Australian agricultural sector.

Key Responsibilities:

Develop and implement a comprehensive marketing strategy specific to the Australian market.
Oversee local market research to understand customer needs, market trends, and competitive landscape.
Tailor global marketing campaigns to resonate with the Australian audience, ensuring brand consistency.
Collaborate with the global marketing team to share insights and align strategies.
Manage and optimize local digital marketing efforts, including SEO, SEM, and social media marketing.
Establish and maintain relationships with key Australian media, influencers, and partners within the agricultural sector.
Organize and participate in local agricultural events, trade shows, and conferences.
Oversee the production of local marketing materials, ensuring they comply with brand guidelines.
Manage the Australian marketing budget, ensuring effective allocation of resources.
Analyze the effectiveness of marketing campaigns and provide reports with actionable insights.

We want you to succeed, so you will need:

Bachelor’s degree in Marketing, Business Administration, or a related field
Minimum of 5 years of marketing experience, with at least 2 years in a managerial role
Minimum of 2 years experience in digital marketing
Proven track record in developing and executing successful marketing strategies
Strong understanding of the Australian agricultural market and its dynamics
Excellent communication and interpersonal skills
Proficiency in digital marketing tools and analytics
Ability to work collaboratively with a global team and adapt to an international corporate culture
Strong organizational and project management skills

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AtlamGroup

Business to Business Sales Trainee Job ID: 32415 Franklin Offshore

Full-time

Henderson, Western Australia

Business Management / Project / Planning

10 months ago

Franklin Offshore Australia are based in Henderson we manufacture rigging for the installation of offshore gas pipelines, design, manufacture and test..

Franklin Offshore Australia are based in Henderson we manufacture rigging for the installation of offshore gas pipelines, design, manufacture and test lifting, mooring and rigging equipment for mining, construction and offshore industries. The business undertakes a wide range of projects and works with key organisations including: Shell, Woodside, Subsea7, Technip, BHP and Rio Tinto along with undertaking offshore support vessel work. An exciting opportunity has arisen for a Trainee Sales Representative to join the business and although the position is mainly office based the successful applicant will be required to work for a minimum period of 3 months in the site workshop. This workshop exposure will help gain a stronger understanding of the products being manufactured and will assist you to be more knowledgeable not only about the business but the client based and products before starting your sales journey. Therefore a genuine interest in engineering and manufacturing would be highly advantageous. Due to the location of the business a drivers licence (red or green p's or full) would be preferred. A forklift licence and some previous business or admin experience would be highly desirable, however, not essential if you can demonstrate a genuine interest in engineering. As part of your role you will be supported to complete a Nationally recognised qualification in Business to Business Sales. To be successful you will possess: A strong customer focus. Excellent communication skills (in person and over the telephone). Organisation skills A flexible attitude. Good IT/system skills. The ability to manage self, time and priorities. An interest in engineering and manufacturing. Position Objectives: To sell and promote Franklin Offshore Australia range of products and identify Business Development opportunities for Franklin Offshore Australia Pty Ltd. To provide accurate and timely reporting on sales and market/client feedback. Assist to prepare and submit orders for processing. Project a professional image to effectively represent the company. Contribute to the team’s ability to meet business goals and objectives. If you wish to apply, please attach a resume and cover letter addressing why you would be the perfect candidate to join the team. NOTE: All applications must be submitted via the MEGT Career Hub, do not contact the business directly. To be eligible for an apprenticeship or traineeship you must be an Australian Citizen, Permanent Resident or have full working rights. Career Hub Visit Career Hub to get career advice, complete Skill Assessments and access your free Job Seeker Toolkit. ?? » Find out more MEGT respectfully acknowledges the Traditional Custodians of the various lands and seas. We pay our respects to their Elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples.

Click here to view more detail / apply for Business to Business Sales Trainee Job ID: 32415 Franklin Offshore

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AtlamGroup

Sales Intern Partner Management

Full-time

Kings Park, New South Wales

Sales / Marketing

10 months ago

Australian Citizen or Permanent ResidentStudying towards a business degree or similar in office administration or newly graduatedStrong motivation and..

Australian Citizen or Permanent ResidentStudying towards a business degree or similar in office administration or newly graduatedStrong motivation and driveConfident communication, relationship buildingStrong command of MS OfficeAbility to work under pressure and resolve problemsWhat we offer:Ongoing training and supportEmployee Assistance ProgramSocial Club, events and team buildingStaff discounts on Bosch and affiliated-brand productsStrong company culture and values.Agency Applications will not be accepted for this position.Bosch Rexroth is a market leading manufacturer and supplier of hydraulic components, power units and systems, factory automation components and software that cater to the diverse and individual needs of multiple industrial sectors. A career at Bosch Rexroth is an opportunity to gain valuable experience within an exceptionally accomplished manufacturing company, for individuals who are driven and passionate.Bosch is a forward thinking organisation that believes firmly in Diversity, Equity and Inclusion. A global company with over 400 locations and 400,000 employees worldwide. We have been carbon neutral since 2020 and continue to implement measures that will see this reduce even further.As a multi million dollar organisation we see ourselves as a corporate citizen and take an active stance in society beyond the scope of our own business activities. In 2022 we donated over 27.4 million euros worldwide to charitable purposes and continue to work towards sustainable living, education for socially disadvantaged children and social cohesion. Support sales team with customer management and development.Support the sales team with project/daily tasks and initiatives.Assist in partner & IAM processes and key account management.Assist in sales initiatives roll out and training.Process, administer and review implementation of new strategies.Assist in identifying new business development opportunities in these areasTraining preparation and documentation of these programs.Promote solutions to potential clients in the sales network.Assist with coordination of strategies for the delivery of successful customer solutionsAssist in managing customer relationships, including after sales supportAssist in maintaining customer database CRM & GDC - Work-ons.Assist in reporting on sales matrix and preparing power point presentations.

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AtlamGroup

Sales Representative - Recycling

Full-time

Chipping Norton, New South Wales

Sales / Marketing

11 months ago

Posted: 07/12/2023 Closing Date: 07/01/2024 Job Type: Permanent - Full Time Location: Chipping Norton Office Job Category: Construction, Architecture ..

Posted: 07/12/2023 Closing Date: 07/01/2024 Job Type: Permanent - Full Time Location: Chipping Norton Office Job Category: Construction, Architecture & Interior Design Company Overview: The Benedict Group of Companies was established in 1966. Benedict is an Australian family owned and operated recycling and quarrying company committed to delivering high-quality materials for construction and infrastructure projects. We take pride in our commitment to safety, sustainability, and innovation in the recycling and quarrying industries. For additional information about the company, kindly visit our website at . Job Description The Role: Due to growth within the business, we are currently seeking a Sales Representative to join the Benedict Recycling Team. The Sales Representative will play an integral part in identifying, targeting, and securing new business opportunities across the Sydney region, while maintaining existing accounts. If you are looking for a fast-paced challenge, enjoy wheeling and dealing and have a personality that can deal with all types of people then this may be the job for you. You will be based in our Chipping Norton office, and will be required to travel to our recycling sites across the Sydney Metropolitan area. A fully maintained company vehicle will be provided to the suitable applicant. Key responsibilities: Work proactively to identify opportunities, target, and secure new business for our recycling sites, whilst working within company policies and procedures. Identify and prospect potential clients, build and maintain strong relations with new and existing customers Foster long term customer relationships through customer contact and strict attention to detail regarding customer quoting and reporting. Coordinate and manage a diverse customer portfolio Contribute to the planning and coordination of all tender proposals as and when required by the Sales Manager. Develop and analyse sales reports on a weekly basis. The analysis of these reports will provide a abasis for the adjustment of sales strategies in accordance with customer and competitor activity. Desired Skills and Experience The successful candidate will: Have strong organisational skills Effective time management skills, including the ability to meet deadlines Have prior sales experience, OR have worked in a customer focused role and would like to make the transition to a sales role Strong administrative skills, including the ability to complete spreadsheets and reports Be a motivated self-starter who can manage their own workload and achieve sales targets Have excellent interpersonal skills, including the ability to influence others and negotiate with customers Hold an unrestricted Driver’s License. What we offer: Competitive salary Fully maintained company vehicle Laptop and mobile phone Access to Employee Benefits Scheme Health and Wellbeing Program. Note: We promote a safe work culture; therefore, we have a process of reference checking and pre-employment medicals, including a drug and alcohol screen for the successful applicant. To apply, please hit 'apply now' or…

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Jordan Lomas

Sales Engineer

Full-time

Wetherill Park, New South Wales

Sales / Marketing

11 months ago

Sales Engineer | Global leader in construction and infrastructure technology Your new company A global leader in the construction space. With ..

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AtlamGroup

Sales Associate

Full-time

Narellan, New South Wales

Sales / Marketing

11 months ago

WOW Recruitment is currently seeking a driven Sales Associate for our client based in South West Sydney. This is a great opportunity for someone pass..

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AtlamGroup

Sales Development Representative

Full-time

Parramatta, New South Wales

Sales / Marketing

11 months ago

$65k - $70k Base Super OTE $90kFlexible working hoursOpportunity to make an impact on individuals lives' WOW Recruitment is seeking an energetic an..

$65k - $70k Base Super OTE $90kFlexible working hoursOpportunity to make an impact on individuals lives' WOW Recruitment is seeking an energetic and outgoing Sales Representative to join a dedicated care agency who provide top-quality support services for individuals with disabilities and mental health conditions! You will be selling a variety of care packages to empower individuals to lead independent and fulfilling lives while catering to their unique needs and be rewarded with high bonuses! About the role: Manage a portfolio of NDIS clients, building and maintaining solid relationships.Find the referrals for the supports and services required by participants and their families individually.Develop and implement marketing strategies to increase client engagement and retention.Identify and pursue new business opportunities to grow client base.Stay up-to-date with industry trends and best practices to ensure the agency's services remain competitive.Maintaining direct interactions with NSW Public Health, Social workers, Support coordinatorsMaintain positive working relationships and linkages with community agencies, clinical services, and all other relevant providers to ensure effective communication, referrals and support coordination can occur Job Perks & Benefits: Strong career progression opportunitiesWarm deskExtensive sales training & ongoing mentorship and support.Full-time permanent position | Base salary Super Commission.Get generously compensated whilst fast-tracking personal and career development. About You: Passionate and ambitiousA customer-focused approach and a strong communicator, able to build and communicate a clear value proposition.Motivated by goals and targets, with a focus on company and team values.Must have a hunter mentality and ability to build strong relationships.Excellent communication and interpersonal skills. Does this sound like you? Click APPLY to reach out to Charlotte today! We are currently shortlisting!

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AtlamGroup

Sales Team Leader

Full-time

Perth, Western Australia

Sales / Marketing

11 months ago

Job Description The Company Business Desking and Seating Systems (BDSS) is a market leader in the WA workspace industry and has been a key player on t..

Job Description The Company Business Desking and Seating Systems (BDSS) is a market leader in the WA workspace industry and has been a key player on the national scene for over 2 decades. At the forefront of innovation, BDSS create and deliver efficient and productive environments for government bodies, educational, hospitality and commercial spaces and is a collection of world-class ergonomic designs and styles. Their highly experienced design and production teams use modern technology and machinery to carry out creative and innovative work. The Role An opportunity has become available for a Sales Team Leader to join BDSS's exciting journey towards success! The Sales Team Leader will lead the Sales team focusing on improving sales and ensuring the team continues to provide excellent service and knowledge to their customers. This role is based in Canning Vale, WA. Key Responsibilities include: Lead, coach, and support team members Ensure the team continue to provide excellent customer service Set sales goals and evaluate team performance Build and maintain strong relationships with key customers Stay up-to-date with industry trends, market conditions, and competitors' activities What we are looking for: *Experience within the furniture industry is preferred. Prior experience in a sales role or role within the furniture industry Ability to motivate a sales team to achieve and exceed targets Excellent communication and interpersonal skills Demonstrated ability to build and maintain strong customer relationships What is in it for you? Full-time, permanent opportunity to establish a long-lasting career Highly competitive salary package Be a part of a positive, vibrant work culture that radiates with friendliness Long term career opportunity - Personal training and mentoring to progress into a Sales Manager role Join a values-based organization where your well-being is paramount and where staff are genuinely cherished. Apply today for immediate consideration of your application!

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AtlamGroup

Pre-Sales Consultant

Full-time

Perth, Western Australia

Others

11 months ago

Job description About the Client: Elevate your career with a global tech leader, forging key partnerships with other industry giants! Our award-winnin..

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AtlamGroup

Internal Sales

Full-time

Perth, Western Australia

Sales / Marketing

11 months ago

Job Description Join our dynamic team as an Internal Sales Representative.Make a positive change before Christmas and the New Year! Are you a customer..

Job Description Join our dynamic team as an Internal Sales Representative.Make a positive change before Christmas and the New Year! Are you a customer-focused go-getter with a passion for delivering exceptional service? We have an exciting opportunity for you to become a vital part of our energetic and growing Acura sales team based in Bayswater, WA. About ACURA Group: ACURA Group takes pride in serving as a reliable supplier to the construction industry throughout Western Australia, South Australia, and the Northern Territory. Renowned for providing top-notch products and personalised solutions for intricate commercial projects, we engage in partnerships with leading manufacturers and contribute to the creation of iconic architectural landmarks. Fueled by a dedication to excellence, innovation, and customer satisfaction, we transcend the role of a mere vendor, positioning ourselves as a strategic partner within the construction sector. Your Role: As an integral part of our team, you will collaborate with the Sales Director on sales and procurement requirements, acting with urgency to surpass customer expectations. Key responsibilities include managing inbound and outbound calls, assisting with customer interactions, processing quotes, orders, invoices, credits, and payments, and maintaining open quotes. You'll also liaise with distribution and supply chain teams to ensure customer needs are met and provide support for new projects and opportunities. Meeting and exceeding daily and monthly targets and KPIs is a crucial aspect of this role which is met with huge rewards! Your Profile: We're seeking individuals who thrive in a fast-paced and vibrant environment, bring expertise in customer engagement and growth, and boast proficiency in Microsoft Office. We especially value self-motivated individuals who excel both independently and as part of a collaborative team. Someone who has experience in a sales role and a track record of delivering exceptional customer service. Ideally you will be at a point in your careerwhere you know you can achieve excellence and are genuinely interested in developing further! What's in it for you? Competitive Salary Packages:Our company offers attractive and competitive salary packages, ensuring that your hard work and dedication are rewarded with financial success. Vibrant Culture:We foster a collaborative environment where your unique skills and perspectives are not only welcomed but celebrated. Fantastic Work Environment:Experience the joy of coming to work every day in a dynamic and positive setting. Our workplace is designed to inspire creativity, innovation, and a strong sense of camaraderie among team members. Clear Career Progression Paths:We believe in investing in our employees' growth. With structured career progression plans in place, you'll have the opportunity to climb the professional ladder and achieve your career goals within our organization. Ongoing Learning and Development Opportunities:As part of our commitment to your success, we provide access to continuous learning and development programs. Stay ahead in your…

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AtlamGroup

Insurance Clerk / Sales Assistant

Full-time

Joondalup, Western Australia

Finance / Banking / Insurance

11 months ago

Insurance Clerk / Sales Assistant Apply now Job no: 558230 Work type: Full Time Location: Joondalup Categories: Sales, Administration · Full Time Po..

Insurance Clerk / Sales Assistant Apply now Job no: 558230 Work type: Full Time Location: Joondalup Categories: Sales, Administration · Full Time Position· Guaranteed base earnings· Paths for career progression with a trusted national brand Discover a great place to work at Harvey Norman - an Australian Retail icon in the home and lifestyle space. The Harvey Norman Joondalup Flooring Clearance Centre Team is seeking a passionate, customer service focused Insurance Clerk / Sales Assistant to join them in delivering Great Service, Always! to their customers. In this role, you will have a good understanding of purchasing processes, general retail operations and liaising with customers providing exceptional customer service. To be successful you must:· Have a passion for retail· Be highly motivated and results driven person with outstanding customer service and communication skills· Enjoy working in a team environment What we require:· Excellent communication skills in both verbal and written English· To be highly organised and possess great time management skills· Experience in filing, creditors, debtors, banking, reconciling and general Adhoc· Must be motivated and have a great eye for detail· Able to work with minimal supervision· Competent computer skills with sound knowledge in Excel and Word· Experience of resolving customer complaint and making quick decisions to ensure happy customers and timely accurate services· Enthusiasm and willingness to learn with a 'can do' attitude· Have the ability to prioritise workload and meet deadlines· Flexibility across retail trading hours including weekends, public holidays and late night trades What we offer:· Generous staff discounts· Harvey Norman is a strong advocate of career progression with a wide support network for professional development· An environment where good performance is recognised and rewarded· A flexible and positive work environment If this role exhilarates your passion for a new opportunity then please submit your application for consideration. Advertised: 11 Dec 2023 W. Australia Standard Time Back to search results Apply now

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AtlamGroup

Showroom Sales Manager

Full-time

Bankstown, New South Wales

Sales / Marketing

11 months ago

Showroom Sales Manager Bankstown Nick Scali has been a nationally recognised household name for over 60 years. Nick Scali acquired Plush Sofas at the ..

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AtlamGroup

Showroom Sales Consultant

Full-time

Midland, Western Australia

Sales / Marketing

11 months ago

Showroom Sales Consultant Midland, WA Nick Scali has been a household name for over 60 years. Nick Scali acquired Plush Sofas at the end of 2021, and ..

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