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Sales

Jobs Report Sales NZ - Jul to Dec 2018


 

July – December 2018

Hotspots of skills in demand 


Over half (53 per cent) of employers in New Zealand expect to increase permanent staff levels in the next 12 months, exceeding the 8 per cent who say they’ll decrease. According to the 2018-19 Hays Salary Guide, 18 per cent also expect to increase their use of temporary and contract staff, exceeding the 11 per cent who anticipate decreasing in this area. Meanwhile, 21 per cent now employ temporary and contract staff on a regular ongoing basis, with another 41 per cent employing them for special projects or workloads.

Given vacancy activity, hotspots of skills in demand are emerging. Demand will be high for sales professionals with local market knowledge and an existing network of contacts. There is however a shortage of such candidates.

Those who can increase sales rather than solely build relationships are in high demand too.

Sales professionals with strong communications skills are also increasingly sought. While technology allows greater access to potential prospects, it can also lead to a less personalised service if potential customers are only approached via email or social media. As a result, employers now request sales candidates with a track record in not only winning new accounts but also building and developing long term relationships. Crucially, employers want to see evidence of a candidate’s ability to do so in person or over the telephone rather than relying on email or social media.

Sales Managers and Business Development Managers with experience in the construction, civil engineering, marine, HVAC and security industries are required. Employers in these industries look for salespeople with relevant experience and a strong network.

Similarly, salespeople with engineering trade qualifications are sought since they typically possess a comprehensive understanding of what a customer needs and can design solutions to suit.

Territory Managers with realistic salary expectations are in demand, as are Key Account Managers.

Salary trends
 

Almost two-thirds (64 per cent) of employers will give skilled professionals a pay rise of less than 3 per cent in their next review while 8 per cent will not increase salaries at all. According to the 2018-19 Hays Salary Guide, a further 22 per cent will give staff an increase of 3 to 6 per cent. Just 6 per cent will increase by 6 per cent or more.

Employees however have higher expectations for a salary increase. Over two-thirds (69 per cent) say a salary increase is their number one career priority this year. 26 per cent expect an increase of 6 per cent or more. A further 22 per cent expect an increase of between 3 to 6 per cent. At the other end of the scale, 19 per cent do not expect any increase and 33 per cent expect less than 3 per cent.

For more, see our Hays Salary Guide

Jobseeker advice
 

Highlight your niche on your CV as employers look for salespeople who are experts in their field.

In addition, upskilling has become a constant requirement to remain employable in today’s rapidly changing world of work. Research from management consulting firm McKinsey suggests about 60% of occupations could see at least a third of their job tasks automated. Meanwhile, a report published by Deloitte claims the half-life of learned skills is now about five years.

To find out how to stay relevant and employable in the face of all this rapid change, see our upskilling advice here.

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