Job Description POSITION DESCRIPTION POSITION TITLE: Either Account or New Business Based Sales Representative. TEAM: Sales Team. EMPLOYMENT TYPE: Full-time role based in Canberra. LOCATION: Qirx Headquarters; Unit 3/19 Tooth Street, Mitchell ACT 2911. REPORTS TO: Revenue Manager. POSITION OVERVIEW: The Sales Representative in Qirx is responsible for identifying and acquiring new clients, nurturing existing customer relationships, and driving sales of Qirx products, solutions, and services. This role requires a combination of technical knowledge, excellent communication skills, and a results-driven attitude to meet and exceed sales targets. MAIN RESPONSIBILITIES: • Identify and qualify potential clients through market research, networking, and CRM tools by assessing their business needs and IT challenges. • Cold-call or email prospects to introduce IT solutions, schedule meetings, and prepare customised sales presentations or demonstrations. • Build and maintain strong relationships with current and prospective clients through regular follow-ups to nurture leads and build trust. • Prepare tailored proposals and quotations, and negotiate pricing, contracts, and terms to secure agreements beneficial to both parties. • Collaborate with pre-sales teams to understand product features and specifications and address complex client requirements. • Partner with the marketing team to align sales strategies with campaigns, promotions, or events. • Act as a liaison between clients and internal teams to ensure seamless implementation and provide post-sale support to ensure client satisfaction. KEY COMPETENCIES: • Self-management: Reports fortnightly to their manager on sales efforts, activities closed, opportunities won, meetings, cold calls/contacts, and business won through solutions, products, or services sold. • Communication: Clear and persuasive verbal and written communication; active listening to understand client needs and concerns. • Relationship Building: Building rapport and maintaining positive relationships with clients; ensuring long-term client loyalty through follow-up and support. • Client Needs and Solutions: Proficiency in identifying client pain points and providing suitable solutions; understanding client needs and prioritising their satisfaction. • Negotiation and Objection Handling: Strong negotiation skills to close deals effectively; handling objections professionally and staying persistent in turning challenges into opportunities. • Product Knowledge: Deep understanding of the company’s products, services, and value propositions; ability to explain complex solutions in simple, relatable terms. • Industry Awareness: Awareness of industry trends, competitors, and emerging technologies. • Problem-Solving: Quickly identifying problems and proposing actionable solutions; customising offerings to address unique client challenges. • Sales Performance: Setting and achieving measurable sales targets and KPIs; staying motivated to pursue leads and close deals consistently. • Initiative and Results-Orientation: Taking initiative to exceed quotas and deliver outstanding results. • Continuous Learning: Learning and growing with new products, markets, and tools. • Data Utilisation: Leveraging data to track performance and forecast opportunities; using CRM tools to manage pipelines and monitor client interactions. • Organisational Skills: Planning and prioritising sales efforts for maximum efficiency. • Team Collaboration: Working with internal teams, such as pre-sales and marketing, to align strategies; sharing insights and feedback to improve overall sales processes; assisting with documenting sales processes. • Ethical Conduct: Demonstrating honesty and transparency in all interactions; respecting client confidentiality and adhering to ethical sales practices. QUALIFICATIONS AND EXPERIENCE: Qualifications: • Bachelor’s degree in Business Administration, Information Technology, Computer Science, or a related field (or equivalent experience). Experience: • 2-3 years of experience in sales with a proven track record of success in sales, ideally within the IT industry. • Experience which is desired but not required; o Basic understanding of IT solutions like software, cloud computing, hardware, and cybersecurity. o Ability to grasp and explain technical concepts to non-technical audiences. SECURITY CLEARANCE: • Obtain and maintain the eligibility for baseline clearance. PERFORMANCE GOALS: • Total contract value – The total value of the contracts sold that will transform into revenue for the upcoming years. • Annual contract value – The total value of contracts that will transform into revenue over the next 12 months. • Professional Service and Managed Service Agreement sales. • Product sales. • Account/acquisition plans. • Pipeline coverage – Indicates the pipeline volume the company can use to cover the signings target based on the historical performance of the win rate. • Average close rates – Measures the sales success of converting opportunities into won deals. • New work acquisition. • Accuracy of sale – Measures the quality of deals sold. • Sales tool utilisation – The accuracy and completeness of information in the tracking system are key to future success that feed into tracking deals and reliable forecasting. • Forecasting accuracy – Knowing what, when, and how many deals are in coming, in terms of deals won, timeliness of deals, closed deals, and value booked. • Customer time – Average number of hours spent interacting with customers. • Deal quality – Are sold accounts renewing or upgrading their contracts. • Customer satisfaction. • Learning – continued self-learning by means of meeting sales enablement training requirements. BENEFITS: • A supportive team environment. • Additional leave entitlements with no minimum service period. • Employment Benefit Program. • Professional development opportunities. • Flexible work arrangements. • Paid training opportunities. • Paid travel for conferences and networking events. • Paid parking for client meetings. • Large technical vendor portfolio. • Competitive OTE remuneration package. SALARY: • Junior- mid level candidate – $60-$80k plus super plus OTE. • Senior candidate - $90- $120k plus super plus OTE. KEEP A COPY OF THIS POSITION DESCRIPTION FOR YOUR RECORDS