Sales Capability Coach | Melbourne | Part time 3 days (closed)

Australia Post
  • Post Date: December 10, 2018
  • Views 882
Job Overview

Over our long history, Australia Post’s social purpose and commitment to the community has remained the same: to create connections and opportunities that matter to every Australian. At the heart of every Australian community, our people are a regular presence to rely on. We’ve always looked for ways to link communities together and listen to what matters to them. We’ll always be there for Australians in need.


It’s an exciting time to be at Australia Post. As the world rapidly changes, we’ve had to change too – to ensure our future is even greater than our past. This is an opportunity to be part of an iconic and dynamic organisation that touches the lives of every Australian.


We do incredibly interesting and progressive work at Australia Post. Did you know?

  • Our self-funded government business enterprise is owned by all Australians and receives $0 tax funding. In the past decade, we’ve paid over $1.5 billion in dividends to the Australian Government.

  • We’re proud to be one of Australia’s most diverse workforces. Our people represent 160 nationalities, 1.9% are Aboriginal and Torres Strait Islander and 4.3% have a disability. We also have a thriving LGTBI+ community, and maintained gender pay equity last year.

  • We’ve cut carbon emissions by over 20% since 2010 and are on track to reach a 25% reduction by 2020, through activities such as increasing the use of electric bikes and vehicles within our fleet.


Be a part of a proudly progressive, customer-centric sales and marketing team at one of Australia’s oldest businesses.


On top of the satisfaction you’ll get from being able to impact the lives of everyone in your community, there are some unique additional benefits that ensure we attract the best talent:

  • Your future and finances: We believe that investing in the development of our staff is good for business, and offer dedicated career coaching and support for Award staff, plus development programs across the organisation.

  • Your health and wellbeing: The safety and wellbeing of our employees is our #1 priority. As well as our practices and training inside the workplace, we have generous paid primary carer leave policies,  and the ability to purchase extra annual leave (1-4 weeks, AP only), to ensure you have a good work-life balance. We also offer benefits such as discounts on health insurance, gym memberships and more.

  • Our community: We play a significant role in the community – not only through our services, but our support of various organisations and events; from the Big Issue and Midsumma, to sports and technology startups. And we encourage our staff to do the same, offering programs around workplace giving and volunteering, blood donations and recycling.


Our Values

  • Being safe everywhere – There’s nothing more important than our safety, health and wellbeing.

  • Respecting everyone- We care about people and value diversity.

  • Helping each other – We’re at our best when we work together.

  • Improving everyday – A better tomorrow starts with the changes we make today.

  • Delighting our customers – A great customer experience creates a better future.


It’s really important that your values align with ours and that you connect with our community focus.

Purpose of the role


The Capability Coach is a new role whose purpose is to build capability in our sales leaders, in order to accelerate business performance. You’ll coach the senior sales managers within the Business and Government commercial team to improve their own management capabilities to drive better sales outcomes for the group.


This role reports in to the Head of Sales & Service Capability. You will work closely with sales managers and leaders to build their own coaching capability. You’ll also need to  identify and analyse capability needs and gaps that will deliver high performance, and create the strategies and tactics to develop these capabilities.


You’ll bring experience in sales management, with sales process discipline and technical skills. You’ll be able to determine what is going to drive high performance for teams and then coach to those outcomes.




  • Conduct coaching activities for the sales management team to drive high performance, enable sales managers to coach their team more effectively and therefore subsequently enhance the capability of the sales teams.

  • Use best-in-class sales coaching skills to ‘coach the coach’.  Coach our sales managers and leaders across the Miller Heiman Methodology and other core sales methodologies, and enable them to have established clear coaching strategies for each of their sales people that focuses on the individual capability needs that will move more opportunities to contract and close.

  • Design and implement a clear sales coaching rhythm across all sales teams that complements the needs of our diverse segment teams.

  • Plan, conduct and coordinate studies to analyse the training and development needs of the sales management team.

  • Leverage sales management experience, internal and external sales management development methodologies, and market best practice to design and develop practical and effective coaching resources.

  • Promote and encourage a greater focus on outcomes across the sales teams and sales management to enable a shift to a high performance culture.

  • Counsel sales team leaders on the placement and development of sales managers to best serve Australia Post’s interests.


Capability you’ll bring


Industry and Functional experience in:

  • Sales leadership roles within a large corporate environment

  • Similar customer segments: large enterprise, key accounts and government

  • Coaching sales leadership and sales teams

  • Managing capability development in sales teams

  • Managing projects with changing priorities

  • Working with Miller Heiman, SPIN or other sales methodologies

  • Note: a coaching qualification is welcome but not required


Strong Relationship Management experience, with:

  • Significant experience in the coordination of relationships with and between key stakeholders, during the design, management and implementation of coaching activities

  • Extensive experience in senior stakeholder management



  • Permanent part time: 3 days or equivalent across the week

  • Location: Melbourne CBD



Please apply here soonest through Beam, with your Cover Letter addressing your experience as a sales leader and the contribution you can make through this role.