Position Description
Title / Relationship ConsultantDivision / Membership and Engagement
Department / Membership and Business Sales
Reports to / Team Leader, Business Development and Relationships
About the organisation
The Victorian Chamber is Victoria’s largest and most influential business organisation, informing and servicing more than 15,000 members, customers and clients throughout Victoria.
An independent, non-government organisation, the Victorian Chamber was founded in 1851 by the business community to represent all Victorian businesses. The Victorian Chamber is Victoria’s largest and most influential business organisation. The Victorian Chamber supports businesses to succeed on two fronts. Firstly, through our successful and influential policy and advocacy activities we work hard to ensure that the political, regulatory and business environment in Victoria is conducive to attracting investment and establishing, operating, regulating and growing a business in Victoria, and second, we support individual businesses on a daily basis through our extensive range of services across workplace relations, health, safety and environment, training and apprenticeship services, career development, and international trade and development.
As the peak body for Victorian business, the Victorian Chamber helps ensure that Victorian businesses remain at the forefront of the issues pertinent to driving their business forward.
Our values
As a member of the Victorian Chamber team, you commit to demonstrating our values at all times. In addition, as part of the performance review process, you will be formally assessed against the contribution you have made to our values through the defined expected behaviours.
Member First
• We are the voice of our members. We stand up for them and represent their interests.
• We exceed member expectations through thought leadership, influential advocacy and practical, competitive business solutions.
• We truly understand their businesses, needs and ambitions, so that we can serve and support them.
• Every interaction with our members is characterised by our standard of excellence.
• Our credibility as an organisation strengthens with every member we support.
One Team
• We build strong networks across the business and make it our priority to know what’s going on (in and outside our teams).
• Our teams talk to each other regularly, make decisions collaboratively and work together.
• Everything we do has the organisation’s best interests at heart and at all times we act with integrity.
• Due to the interdependence of our teams, we understand the importance of being able to rely on each other to achieve success.
• We share and celebrate success across the whole organisation and are consistent in the way we reward and recognise achievements.
Inspire and earn trust
• We can trust and rely on each other to get things done. We know our roles and are accountable for our actions.
• We can confidently ask our members to trust us, because we trust each other.
• We constructively challenge each other and welcome direct conversations.
• We don’t accept mediocrity and offer help where needed.
• We openly acknowledge when we’ve made an honest mistake, and learn from our mistakes so that we don’t repeat them.
• We regularly seek and give honest and constructive feedback.
Challenge the status quo
• We strive to be nimble, agile and responsive to business needs.
• We challenge ourselves and each other to think differently about our role and how we can change to better support our members.
• We anticipate the challenges our members face and offer creative solutions that meet their evolving needs.
About the position
This role is responsible for growing new members, the growth and effective account management of Victorian Chamber members. This position will also represent the Victorian Chamber at networking events, build relationships with business groups and other internal stakeholders to ensure seamless delivery of products and services to members.
Performance objectives / Performance measures
1. Business Development and Relationship Management
· Acquire new members through a combination of phone, email and F2F engagement
· Implement acquisition campaigns utilising Victorian Chamber events, briefings and other activities.
· Develop sources and initiatives for targeting new business, and match the engagement approach and benefits sell to the target business/s.
· Utilise existing business groups to generate new business leads.
· Create regular opportunities to present the Victorian Chamber membership to business groups.
· Source new leads through prosecting and cold calling.
· Manage the new member join process through to payment receipt.
· Provide strategic input into the management and development of Victorian Chamber members, with a key focus on retention and revenue generation
· Conduct visits with Victorian Chamber members to increase their account spend through the upselling of WPR Consulting, onsite or customised training, Events, Victorian Chamber Global services
· Develop and implement account management plans
· Work with relevant Victorian Chamber business units to ensure service delivery commitment are met and that there is awareness of the full suite of products and services
· Maintain expert knowledge of how Victorian Chamber membership and Victorian Chamber Business Services can support business.
· Maintain an understanding of key policy issues facing business within Victoria
· Provide regular progress and performance reports
· Enter all customer interactions into Salesforce
· Perform project tasks as directed as an ongoing requirement of the role / · Achieve a minimum number of 12 face to face visits each week
· Achieve 8 new Victorian Chamber members each month
· Achieve a minimum monthly new member spend of $6,000
· Achieve a minimum monthly new member spend of $25,000
· Achieve 2 Workplace Assured sale per quarter
· 100% adherence to the Victorian Chamber’s Customer Service Charter at each interaction.
· Salesforce entries entered with 100% accuracy and within 24 hours of the customer interaction.
Key Selection Criteria
· Demonstrated experience in managing multiple accounts
· A demonstrated ability to identify and understand different business requirements and provide product and service solutions
· Proven ability to upsell, meet tangible targets and achieve results
· The ability to communicate easily with all levels of a business
· Excellent relationship building and interpersonal skills
· An understanding of the key issues facing businesses in Victoria
· Excellent organisational and time management skills
Other information
· A satisfactory police record check is a pre-condition of employment.
· A current and valid driver’s licence is a mandatory requirement of this position for the term of employment.
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