SALES PRACTICE

Modern sales leaders are increasingly playing a much broader and more strategic role in the success of a business. Increased competitions, margin pressure, and changing customer behavior and expectations have significant implications for the sales function and organisations as a whole.

High performing sales leaders have never been in more demand as businesses look to move the top line in increasingly challenged economic and market conditions.

Overview

The sales function of a business represents the link between customers and an organisation’s products or services. Whilst the end goal of a sales team will be to drive sales targets, a high performing sales team is responsible for much more than this alone. The foremost objective of the sales function is to identify prospective customers and engage with a view to developing a commercial relationship, identifying a customer’s needs and tailoring the business’ offerings to meet those needs.

Equally, sales teams are critical to retaining a business’ customers, preserving and growing a business’ revenue line. As the direct point of contact, an effective sales team represents the face of a business and ensures a positive long term relationship between an organisation and its customers.

Broadly at an executive level, sales leaders play a strategic role in designing a business’ go-to-market and commercial strategy and are accountable for the revenue performance of the business. Competition for senior roles remains fierce, and proven track records, with tangible examples of projects and commercial results, distinguish performance and capability between sales leaders.

Functional Roles

Our Sales Practice specialises in supporting and sourcing talent for businesses in the following areas:

  • General Manager
  • Chief Customer Officer
  • Sales Director
  • Commercial Director
  • National Sales Manager
  • Regional Manager
  • Business Development Manager
  • Key Account Manager

Practice Lead

Dr Alistair Clark

Alistair leads our sales, marketing and digital practices, as well as leading on legal and other executive leadership appointments. Partnering with many multinational, privately-held, and ASX-listed businesses, Alistair has developed an established network of executive leaders across Australasia and in addition to regular search assignments, readily consults on matters of organisational design, remuneration benchmarking and planning, and other aspects of the talent management life cycle.

Prior to search, Alistair read for degrees in arts and law at the University of Melbourne, and began his career in B2B and B2C sales with the Flight Centre Group in Melbourne. He then relocated to the U.K., where he read for a master’s degree and doctorate at the University of Oxford, before returning to Sydney and joining Pacific Talent Partners.

Please view our introduction to
the Sales Practice by Alistair

Salary Guide Calculator

This Salary Calculator provides an indicative guide of salary packages, base salary and superannuation for executive roles in each of Pacific Talent Partner’s Practice areas. For the Sales Practice, we have also provided an estimate of on-target earnings. Once all options have been selected, the calculator will provide an indicative guide of the minimum, average and maximum salary packages associated with selected executive roles.

See link for the basis upon which this information has been prepared.

To watch our video which provides a guide to Executive Remuneration, please click here.

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