Business Development Managers – Candidates with a proven ability to grow businesses or enter into new markets are highly sought. There is particular demand for Business Development Managers in blue collar industries in the Northern Territory. Employers are looking for managers who can start building client relationships in order to grow their business in the region.
Sales Representatives – Businesses that are growing have a need for more counter sales and on the road sales representatives. We are also seeing demand for ‘hunter’ style sales professionals, or in other words, candidates who can go out and win new business rather than solely manage existing accounts. Demand is particularly high in remote areas. Sales professionals with proven success in targeting tier 1 businesses are highly sought.
Sales Managers – Managers with a mix of account management and business development skill are sought. Employers are finding it increasingly difficult to find good sales professionals with a passion and proven success on both sides of the spectrum.
Not-for-Profit specialists – The not-for-profit space has recognised the importance of a solid sales force and so is investing heavily in bringing on sales professionals with experience selling both B2B (business to business) and B2C (business to consumer).
Strategic Sales Managers – Managers with the ability to map a market and design and implement a business/sales strategy are sought. Demand is particularly strong for emerging technology products.
There has been an increase in employers recruiting permanently to expand their sales force and grow market share. The sales industry is primarily driven by permanent positions and employers have been restructuring roles to suit more senior candidates.
However, employers are finding that quality candidates are hard to come by in a competitive market. Employers are increasingly seeking strong sales staff with a good reputation and a list of contacts. We have noticed that employers are looking for ‘hunters’ with local contacts and networks as there is a strong emphasis on new business development and new client acquisition.
We have recently seen an increase in sales vacancies but employers require candidates with specific industry experience, otherwise they will not be considered. We are also seeing downward pressure on base salaries but in many cases commissions can compensate for this.
Generally recruitment processes are moving slower with it taking up to six weeks from first interview for an offer to be made. But employers need to move quicker for exceptional sales professionals if they are to avoid missing out on their preferred candidates.