ABOUT GOTERRA
Goterra is an innovative Australian startup revolutionising food waste management through cutting-edge biotechnology and engineering. Our modular, autonomous systems use insects to process food waste sustainably and at scale. We’re on a mission to change the way the world thinks about waste, and we’re growing fast.
ABOUT THE ROLE
The Growth Manager is a key customer position, responsible for building and managing Goterra’s sales pipeline across our three verticals – waste, protein and frass. The Growth Manager ensures a growing demand pipeline whilst pushing supply of orders internally to build ongoing customer relationships based on trust and ability to deliver.
The main objective for the growth manager is to significantly increase Goterra’s business’ revenue year on year and work to improve our product and product delivery to help increase the customer base and value of accounts.
The Growth Manager also manages the growth team and liaises with Customer Success Manager and Marketing Manager to collaborate on critical customer initiatives and ensures customer feedback is captured to help improve our product and service.
MAIN RESPONSIBILITIES
- End to end sales across our three main verticals
- Expand our customer base and demand to secure a strong pipeline of customers
- Collaborate with internal teams to understand ability to deliver to customer demand
- Deal with customer escalations to mitigate risks with customer retention
- Nurture customers to enable long-term relationships and enhance customer loyalty
- Work with market and industry specialists to understand need for various products and identify other potential revenue streams
- Manage and update CRM with accurate customer data and information
- Provide reports and updates on revenue and opportunities for growth
- Build a sales strategy aligned with Goterra’s quarterly and annual goals
- Communicate the sales strategy across the organisation and get all stakeholders onboard with key initiatives required to realise the revenue
- Strengthen communication with internal operations for clarity on expectations and drive a customer centric attitude across teams
- Manage the growth team and provide guidance on customer excellence and key priorities
- Onboard and upskill new team members as required
- Implement and manage sales process and procedures and update SOPs relevant to the growth team to guarantee consistency and excellence
- Liaising across departments to ensure practices and procedures are in place to facilitate quality service delivery through the entire roll out chain
- Preparing and managing contract documentation for new and existing customers.
- Developing and supporting processes for contract renewal to ensure existing customers are retained, and establishing clear customer retention goals with organic growth / price improvement strategies.
- Working with the Customer Success Manager to manage the onboarding and implementation of new customers
- Liaising with the Finance function to monitor and manage billing procedures and the issuance of client invoices, plus managing account plans for key flagship accounts
- Developing and delivering customer reports to highlight value, identify gaps and educate customers
- Anticipating and identifying customer needs, requirements and market trends, and developing contacts and relationships within existing accounts and the customer group
- Demonstrate your value to customers through a thorough knowledge of Goterra’s business, the customer business and wider market
ESSENTIAL REQUIREMENTS AND SKILLS
- A strong sales background with a hunter mentality and proven track record of revenue growth
- Strong communication skills with the ability to present and negotiate with stakeholders on different levels
- A natural influencer with the ability to motivate and drive internal stakeholders to deliver
- Proven leadership experience with the ability to manage a small team to success
- Experience working with customers in agriculture, sustainability, organic waste management or similar is advantageous
- A thirst for knowledge, the ability to learn quickly, and easily able to grasp new concepts
- A data driven approach to sales and customer management with the ability to translate data into actionable insights
- Proven ability to communicate clearly with customers to create strategies that grow Goterra’s customer base and foster positive business relationships
- A track record for maintaining and developing relationships with high level stakeholders and building a wide and effective network of internal and external contacts
- Ability to travel to various customer sites and events when required
- A proactive self-starter with the ability to juggle multiple projects simultaneously, effectively prioritise tasks, and meet deadlines while driving results
- Passionate about sustainability and Goterra’s purpose driven mission
DESIRABLE BACKGROUND
- Ideally competent in G-Suite and CRM (Hubspot)
- Sales in agriculture or similar environment
- Pipeline management experience and skills
- Negotiation skills trained.
REMUNERATION
- Competitive base salary + Commission and Bonus
We pride ourselves on being an inclusive organisation and encourage applications from anyone with passion for our mission, particularly women, veterans, people with disability, the LGBTIQ+ community, and people from culturally and linguistically diverse backgrounds.
