Fulcrum | Sydney | Full time
The business
Their products are in almost every Australian home. You might not know their name.
We've partnered with one of Australia's largest manufacturing groups, a business that has supplied the country for decades without ever putting its name to what it makes. Thousands of employees, operations in every state, and a customer base that includes some of the biggest companies in the country.
The division hiring this role is where the group tests what comes next. It is where the technology gets built and where the digital transformation is happening.
The role
For decades this business sold one way. Representatives on the road, orders taken by phone and paper, relationships built over years of site visits. That is now being rebuilt around digital ordering and campaign marketing, and you are being hired at the start of it.
You report to the Head of eCommerce, not to a sales manager. That placement is deliberate. This role exists to change how customers buy, not only to sell to them.
You take a portfolio of several hundred existing customers who currently get contacted once or twice a year, because the field team cannot physically get to them. You make contact, grow their spend, and where it suits them, move them onto the online ordering platform. How you do that is largely your call. Some accounts need a phone conversation. Others respond better to a well-built campaign. You own both.
The model is already proven. A pilot earlier this year contacted 208 customers, onboarded 115 onto the platform, and converted 55% of those to trading online. A second brought dormant accounts back simply by calling them. There is a documented process and a working script waiting for you.
What you'll do
Run a proactive call cycle across a portfolio of several hundred existing customers
Build and run your own campaigns in Klaviyo, segmenting by buying behaviour, region and opportunity, and writing the copy yourself
Use campaign data to decide where your time goes, so the accounts opening your emails get the call before the ones who never will
Onboard customers onto the ordering platform and walk them through their first orders personally
Prepare quotes using the online quoting tool and follow them through to order
Service by phone the customers who will never buy online, because forcing everyone down one channel is how you lose them
Reignite dormant accounts that have gone quiet through lack of contact
Report on what is working, what is blocking adoption, and where the platform needs to improve
What you'll bring
Two or more years in a commercial role with real time spent on the phone: SDR, BDR, inside sales, account management, customer success or agency account handling all translate
Comfort making outbound calls to warm accounts, and the discipline to do it consistently rather than in bursts
Hands-on experience with an email platform such as Klaviyo, Mailchimp or HubSpot, including building segments and writing copy, or the appetite to own one within your first few months
Commercial instinct: you look at an account and see where the growth is
CRM literacy and the ability to pick up new systems without being walked through them
You do not need industry or product experience. The business has deliberately chosen to hire from outside its own sector. Product training is provided. They are hiring for communication, commercial thinking and customer focus, and candidates from FMCG, SaaS, agency, media or any consultative B2B environment are encouraged to apply.
Who this role is for
Nobody has done this job before, so the way it gets done is partly up to you. That is the appeal, and it is also the catch.
The split is roughly 80% sales and 20% marketing. The marketing is real, but it serves the number.
This role is not for you if:
You want a pure marketing role with no revenue responsibility
You want every process defined before you start
You would quietly avoid the outbound calling
You need a large team around you to stay motivated
Why you'll love working here
A clear growth plan. This function is set to expand as the customer portfolio widens, and it is a recognised route into a much larger organisation
You own the portfolio, the campaign calendar and the tool set outright, rather than working someone else's list
Direct access to the general manager, who is personally invested in this role and progressed through the business himself
A business that builds its own technology rather than buying software and hoping people use it
Engagement scores in this division landed above the group benchmark again this year
Salary
$90,000 to $110,000 plus superannuation, depending on experience.
Ready to apply?
Send us your CV and we will be in touch.
