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October - December 2015

Hungry sales professionals and business development managers are in high demand across Australia. Employers usually look for permanent candidates with a similar industry background, although some recognise that technical proficiency or knowledge may not impact bottom line results as quickly as expertise in sales can. Employers also want candidates with existing contacts and relationships to help them win new business or major projects.

The IT industry continues to create more sales roles, especially permanent opportunities with SaaS technology start-ups as overseas companies open local operations. The building, construction and civil engineering industries are also adding sales staff.

Skills in demand

In terms of skills in demand for the October to December 2015 quarter, we’re seeing high demand for Sales Representatives. Employers look for candidates with a ‘hunter’ mentality and strong business acumen. They are also looking for sales professionals with strong account management skills and strong relationship development skills who can close a sale.
Businesses will always be looking for good, reliable sales professionals to promote and sell the goods and services of their organisation.

We’re also seeing demand for Field Sales Representatives in construction tools and hardware businesses. Employers want hungry sales professionals who are happy to be out on the road promoting brands and securing sales to keep ahead of competition.

Senior FMCG Sales Representatives are needed too. Following restructures, top senior candidates are viewed as critical.

Sales Managers with strong leadership and talent development skills are another area of demand.

Meanwhile Business Development Managers are in high demand to grow an organisation’s client portfolio. In the construction industry, employers want BDMs who are well networked with engineers and architects in order to target upcoming projects. BDMs are also highly sought in sales-based IT teams.

Account Managers are another area of demand. They are sought to build relationships and develop business through established networks. However candidates with extensive client relationship management experience as well as an understanding of how to deal with the contracts side of the business and experience within the industry are in short supply.

In the IT industry we are seeing high demand for Senior BDMs, National Sales Managers, Country Managers and Strategic Partner Managers with enterprise software sales experience and cloud software ERP. Employers are looking for dynamic software experts who are passionate and willing to work in an 'all-hands on deck’ environment.

Candidate trends

In terms of candidate trends, the top sales professionals look for a role in an organisation offering a modern working environment.

Finally, candidates with eight to 10 or more years of experience in one industry are often looking for a change, particularly in specialist businesses such as glass, steel or paint within wholesales areas.


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