Sales & Product Specialist
Salary: Competitive base salary + commission + training
About the company
ABC Software develops SaaS products and on-premise software solutions for horticultural growers and packhouses across New Zealand and Australia. It is an established, growth-focused business with a strong reputation in the horticulture industry. ABC helps its customers improve their operations through practical software, backed by a high level of service and long-term support.
The team is close-knit, with many people having been with the business for a long time. Quality and customer service matter, and ABC puts a lot of value on building trusted relationships with its customers.
About the role
Reporting to the Growth Manager, you’ll focus on developing new business, primarily in the Australian market. Most opportunities will come through incoming enquiries and referrals, but you’ll also need to be comfortable making the first approach and creating new opportunities when needed.
Your job is to build rapport and discover what the customer needs and identify where ABC’s products would add value to their business. You’ll need to learn and understand the software to talk about it confidently and demonstrate the relevant products in a way that makes sense to the customer.
For SaaS opportunities, you’ll manage suitable prospects through the sales process from initial conversation through to decision and close. Our SaaS products cater for multiple produce types and multiple business processes. You will be expected to be able to design a process within the software to fit the client.
For on-premise, you’ll qualify the opportunity and build a prospect profile, then bring in ABC’s specialists to lead the more detailed discovery, analysis, solution design, scoping and pricing.
What you’ll be doing
Lead generation, responding to incoming enquiries and referrals, and progressing suitable opportunities
Building relationships with horticulture businesses
In person prospect meetings for discovery and solution design
Preparing and delivering clear, relevant software demonstrations
Progressing suitable grower opportunities through to decision and sale
Qualifying packhouse opportunities before bringing in ABC’s specialist team
Making proactive approaches and creating new opportunities where appropriate
Keeping CRM records, prospect information and follow-up actions up to date
Building industry relationships and representing ABC at relevant events
Working closely with ABC’s product development team and providing useful market feedback
Supporting the handover of newly won customers into implementation and ongoing service.
What we’re looking for
We’re looking for someone commercially minded, good with people and comfortable learning software. You may already work in SaaS or business software. You could come from horticulture or agribusiness, or from another customer-facing environment involving operational software or complex business technology.
What matters most is your ability to understand what a customer needs, build credibility and confidently progress suitable sales opportunities.
You’ll need to be someone who:
Is comfortable interacting with people by phone, email, in-person and Teams.
Listens well and asks good questions
Enjoys building genuine customer relationships
Is comfortable progressing an opportunity and asking for the business
Can learn reasonably complex software and demonstrate it confidently
Can relate to horticulture owner-operators, supervisors, managers and executives
Prepares properly, follows things through and keeps good records
Knows when to help directly and when to bring in someone with deeper product or technical knowledge
Uses good judgement and doesn’t make commitments before they have been confirmed
Experience in horticulture, operational software or another complex business-software environment would be useful, but it isn’t essential.
About the travel
The role is based in Napier, Hawke’s Bay. There will be some travel during your first year as you learn ABC’s products and gain practical experience with horticulture businesses. As your knowledge and experience grow, the amount of Australian travel will increase, with the expectation that you’ll eventually spend around 90 days each year in Australia.
What’s on offer?
This will suit someone who likes variety, enjoys meeting customers and doesn’t want every week to look the same. You’ll be joining a close-knit, experienced team where people share knowledge, ask questions and work together. ABC will provide thorough product training and ongoing support to build your knowledge of both the software and the horticulture industry.
Keen to learn more?
If you enjoy sales, technology and working closely with customers, we’d like to hear from you.
Apply online with your CV and cover letter. For a confidential chat, contact Louise from Engage Recruitment Support: 027 205 8356 | louise@engagers.co.nz
Please note: This role has been advertised previously, if you submitted an application, we do have it on file and you won't need to re-apply.