SALES. Sales /16 NEW ZEALAND SALARY & EMPLOYMENT OUTLOOK

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1 Sales /16 NEW ZEALAND SALARY & EMPLOYMENT OUTLOOK

2 OVERVIEW Industry confidence has remained at high levels over the past 18 months, and as a result employers continue to invest in front line revenue generating sales positions. Sales professionals who possess a demonstrated track record of exceeding their revenue targets and budgets remain in highest demand, and as organisations continue to invest in new products and services, new channels to market, and new markets, those with new business development and consultative solutions sales experience are highly sought. As competition heightens for the best sales professionals, we are seeing a large number of buy backs being offered to candidates as a means of retaining talent than we had seen over the previous five or so years. While this might stem attrition temporarily, we advise against it as a long term strategy because it does not tend to address the root causes of why an employee is considering moving roles. Strong domestic demand for goods and service has been driven by higher net migration, increased business investment and low domestic inflation. This in turn has driven growth in the professional and business services, financial services and fast moving consumer goods (FMCG) areas, and hiring activity for sales roles has been busiest in these areas as companies look to maintain this growth trajectory. We continue to see a trend of companies investing in increased sales headcount as a means of gaining a competitive edge. As the market remains strong and organisations win more business, companies are also introducing new functions to support their account base. As a result we have witnessed an increase in the establishment of Internal Sales & Account Management teams tasked with providing both greater levels of customer service to clients, and business development up sell/cross sell leads to the field sales teams. Short-term or temporary sales placements - which are regarded as a poor option for building and maintaining sales relationships - have decreased over the past 12 months, but this has been offset by an increased number of permanent roles /16 NEW ZEALAND SALARY & EMPLOYMENT OUTLOOK

3 KEY INSIGHTS We continue to see a trend of companies investing in headcount as a means of gaining a competitive edge. As the market remains strong and organisations win more business, companies are introducing new functions to support their account base. Are you expecting to increase headcount in your team over the next 12 months? Do you expect staff turnover within your team over the next 12 months? 4 % Unsure 23 % Yes 11 % Unsure 74 % No 35 % 54 % No Yes Do your direct employees receive bonuses as part of their remuneration package? 9 % NO How do you rate the overall confidence in your industry? 16 % Very good 11 % Poor 91 % YES 43 % Good 30 % Fair /16 NEW ZEALAND SALARY & EMPLOYMENT OUTLOOK

4 KEY INSIGHTS As competition heightens for sales the best sales professionals, we are seeing a large number of buybacks being offered in addition to investment in non-financial benefits and incentives. What options does your company offer to support employees' work/life balance? * What will the average percentage bonus be? Increased maternity/paternity leave Flexible working arrangements Alternative leave options Team building/offisite activities 8% 73% 2% 16% 1-5% 6-10% 11-15% 16-20% 21-30% 20% 47% 22% 4% 4% Other 4% 31-40% 2% * Respondents could select more than one answer. Above 40% 2% Will your direct employees receive salary increases over the next 12 months? Would you consider hiring expats living/relocating in New Zealand? 2 % NO 9 % NO 98 % YES 91 % YES /16 NEW ZEALAND SALARY & EMPLOYMENT OUTLOOK

5 SALARY TABLES FINANCIAL SERVICES Internal Sales Representative Relationship Manager Business Development Manager National Sales Manager Head of Distribution CONSUMER GOODS Category Executive/Analyst Category Manager Territory Manager/Sales Representative Key Account Manager National Account Manager Regional Sales Manager National Sales Manager Sales Director IT&T Sales Executive/Account Manager Pre Sales Senior Account Manager Channel Manager Technical Sales Manager Business Development Manager National Sales Manager Sales Director Please note: 1. Salaries indicated are in New Zealand dollars and based on annual basic salary, excluding bonus/incentive schemes. 2. OTE (On Target Earnings) refers to the expected earning capacity of the employee, based upon achievement of KPI s. 3. Small to medium companies are defined as having a turnover of less than $100 million. Large companies are defined as having a turnover of more than $100 million. 4. Roles marked N/A in this report are not commonly found in the area specified. 5. Market rates are becoming much less uniform. While we have taken great care, these salary ranges can only be approximate guides, as there are often specific circumstances relating to individual companies. Please call us for additional information /16 NEW ZEALAND SALARY & EMPLOYMENT OUTLOOK

6 SALARY TABLES B2B Internal Sales Representative Account Manager Business Development Manager Channel Manager Regional Sales Manager National Sales Manager MEDIA & ENTERTAINMENT Sales Coordinator N/A N/A Sales Analyst N/A N/A Distribution/Circulation Analyst N/A N/A Sales Executive Account Manager Business Development Executive Business Development Manager National Key Account Manager Regional Sales Manager National Sales Manager Sales Director Please note: 1. Salaries indicated are in New Zealand dollars and based on annual basic salary, excluding bonus/incentive schemes. 2. OTE (On Target Earnings) refers to the expected earning capacity of the employee, based upon achievement of KPI s. 3. Small to medium companies are defined as having a turnover of less than $100 million. Large companies are defined as having a turnover of more than $100 million. 4. Roles marked N/A in this report are not commonly found in the area specified. 5. Market rates are becoming much less uniform. While we have taken great care, these salary ranges can only be approximate guides, as there are often specific circumstances relating to individual companies. Please call us for additional information /16 NEW ZEALAND SALARY & EMPLOYMENT OUTLOOK