National Sales Manager - Key Accounts

We're reimagining the way Australians live, work, and play. We own and manage some of the most recognisable and loved retail destinations across Australia.

 
We’re evolving our portfolio into destinations that offer a broad selection of retail, residential, and office spaces. Through our diverse portfolio, data-led decision-making, and nationwide development pipeline, we do things differently.

We are Vicinity.

Role purposeThe key role purpose of the National Sales Manager - Key Accounts is to lead, develop and manage a successful team of Media Sales Executives, with a focus to drive media sales income and implement campaigns across the national shopping centre portfolio. The National Sales Manager - Key Accounts is responsible for overseeing the day-to-day sales activities of Media Sales Executives who may have an agency, direct and key account management focus. This role executes the sales strategy set by the Head of Media and actively engages with advertising agencies and direct clients, guiding the team to develop strong relationships and plans that ensure income opportunities are identified, and revenue targets are achieved. The National Sales Manager - Key Accounts coaches and motivates the team to develop, enhance and drive the sales pipeline from insight led presentations and responses.

Key Accountabilities 

People Leadership

• All elements of the annual performance cycle are completed by the due date (including goal setting, mid-year reviews, EOY conversations).
• Regular 1:1’s, team meetings and development conversations conducted - minimum monthly cadence.
• Performance issues are managed in an effective and timely manner.
• Quarterly development conversations conducted with all team members.
• 100% of compliance training is completed on time for team.
• All health and safety, risk and compliance requirements are delivered across the team.
• Effective management of budgets as per forecast with demonstrated focus on managing cost.
• Demonstrated commitment to building own capability as a people leader.

Sales Management & Market Insights

• Ensuring the team meet and exceed targets each year through business development, new business and innovation.
• Conduct research to identify new market opportunities and potential clients.
• Create and implement effective sales strategies to achieve national sales targets.
• Support the team to understand market trends and how we build the relationships.

Sales & Client Responsibilities

• Negotiate and close agreements with large customers to secure advertising space or time.
• Monitor and analyse sales performance metrics, suggesting improvements where necessary.
• Manage sales budgets and allocate resources optimally to maximise revenue.
• Support and enable to team to drive results through coaching, growth opportunities and fostering team collaboration.

Relationship Management & Collaboration  

• Support the team with building relationships with key stakeholders including agencies, direct clients and internal relationships.
• Collaborate with diverse teams and departments to drive initiatives and ensure smooth integration across the organisation.
• Assist in cultivating the relationship with external stakeholders and experts to leverage external knowledge, technologies, and resources.
• Build and maintain strong relationships with key clients and industry influencers.

Key Role Relationships

• Property Management Leadership Team
• National Operations
• National Asset Management Teams
• Centre Management, Operation and Administration Managers
• Risk & Compliance Teams
• External Partners

Experience & Capabilities

ESSENTIAL EXPERIENCE (what you have done)

• An experienced media professional with core understanding of sales.
• A bachelor's degree in business, marketing, communications, or a related field is desirable.
• Approx. 5 years of experience in sales, with a proven track record in media sales and managing high-performance sales teams.

CRITICAL KNOWLEDGE (what you need to know)

• Strong familiarity and understanding of Media and digital landscape and operating environments.

CAPABILITIES (what you can do)

• Abilities to guide and collaborate with cross-functional teams.
• Strong communication and presentation skills to convey ideas, proposals, and project updates effectively to stakeholders at all levels.
• Influence others to find solutions, improving customer interactions and promoting better outcomes for all.
• Networking skills to contribute to working with internal and external partners.
• The ability to collaborate across teams.
• The capacity to assess and manage risks associated financial, technological, and market risks.

PERSONAL ATTRIBUTES (who you are)

You consistently demonstrate and role model the behaviours that bring the Vicinity values to life: 

Respect: 

• We listen to and acknowledge each other's views 
• We have difficult conversations with care 

Integrity: 

• We back our words with the right actions
• We do the right thing, no matter the situation 

Customer Focus: 

• We nurture a genuine connection with our customers 
• We consider customer needs when making decisions 

Collaboration: 

• We invite the right people to the table 
• We balance consensus with decisive actions 

Excellence: 

• We always strive to improve
• We share our challenges and celebrate the wins

Why Vicinity?

Our benefits program focuses on creating an awesome place to work in which our people are rewarded and recognised. This includes:

• Flexible working options 
• Birthday leave & purchased additional leave
• $1,000 worth of VCX securities rewarded for eligible team members
• Internal mentoring program
• Generous Parental Leave

We live and work by our values of Respect, Integrity, Customer Focus, Collaboration and Excellence.  They are the foundation to everything we do and provide us a north star with which we can shape meaningful places where communities connect.

At Vicinity we embrace and celebrate diversity and are committed to creating an inclusive work environment where we attract, retain and develop our people regardless of gender identity, ethnicity, sexual orientation, disability and age. Applications are encouraged from all sectors of the community and we strongly encourage applications from the Aboriginal and/or Torres Strait Islander community.

Our people and our Employee Advocacy Groups (Gender Balance, Cultural Diversity, Disability & Access and Pride & Allies) actively build community and provide allyship within Vicinity. If you’d like to speak to someone to understand what it’s like firsthand to work here, please reach out to our Talent Acquisition team.

We are aware of current limitations with our website accessibility and are working towards improving this. Should you experience any issues accessing information in this job advertisement or the application form, and require this in an alternate format, please contact our Talent Acquisition Team. Similarly, if you would like to discuss workplace accessibility, any reasonable adjustments we can make to better support you during the recruitment process, or your potential future role please reach out to our Talent Acquisition team:

Email: [email protected]

Phone: +61 3 7001 4000 (request to speak to our Talent Acquisition team)

Note: To be eligible to apply for this position, you must have existing, relevant Australian work rights. At the later stages of the recruitment process the shortlisted candidate/candidates will be required to undergo a Criminal History Background/Police Check as a mandatory part of the process. Additional qualification checks may also be required dependant on role and level.