1 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

OUTLOOKS A L A R Y & E M P L O Y M E N T

2015/16 AUSTRALIAN

SALES

Sales

Hiring activity for sales in Australia has shown moderate levels of improvement, with the exception of Victoria which has seen a significant uplift over the past 12 months. The focus for most businesses has been to hire strong business development managers to drive business and expansion, whereas in previous years the focus has been on account managers to manage relationships and retain business. Areas in which we have seen the strongest recruitment levels are healthcare, pharmaceutical, IT and industrial service providers. Consumer goods at the mid-year point were just starting to show positive growth.

Job types in highest demand are:

• Business development managers – to drive new business opportunities

• Category managers – this job type is candidate short due to the niche skill set

• GP reps/HSRs – strong need for medical sales specialists

In Western Australia, the top skill sets in demand are those that can outperform the market and sell in a contested environment, such as strong influencing and communication skills. Similar to Victoria and New South Wales, employers want candidates who can expand into new revenue streams.

The executive job market has remained constant for most states. The exception is Queensland, where it has become weaker due to a drop off in sales roles in the mining, oil and gas industries. In Western Australia there is a higher focus on meaningful roles where an executive level candidate can add value, rather than a focus on salary.

We expect to see further investment in growing headcount over the next 12 months and the demand for account managers to increase again once companies have won business from their front line sales teams. An emerging trend, which can have a negative impact, is to offer a sales role with remuneration and benefits but no commission. Companies believe they can get increased levels of sales with higher customer confidence and trust. It can mean, however, that talented sales people will look to companies who do offer commission for higher overall remuneration and this can be seen as a counter-productive idea.

“ COMPANIES BELIEVE THEY CAN GET INCREASED LEVELS OF SALES WITH HIGHER CUSTOMER CONFIDENCE AND TRUST. “

2 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

SALES OVERVIEW

KEY INSIGHTS

“ Permanent recruitment has increased in Western Australia, with the exception of the mining sector where it has decreased. We have seen a decrease in New South Wales and Queensland but consistency in Victoria. Confidence levels vary by industry but will pick up as the economy improves. Levels of experience in demand vary by state; Queensland and Victoria are mainly focusing on mid-level and management roles, whereas New South Wales and Western Australia have a higher focus on specialists. ”

YES

45%

UNSURE

10%

NO

45%

Do survey respondents expect to grow their teams

this year?Current national economy rating

Poor

Fair

Very goodGood Very poor5%17% 1% 20%

58%

Very poorGood3%

Very good14%23%

Fair40%

Overall confidence in sales

Poor20%

Mid level

Senior Management

5%

57%

Specialists18%

Entry level8%

Management12%

Levels of experience in highest demand

SALES

3 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

KEY INSIGHTS

“ Strong business development professionals may be able to command an above average salary increase, as well as IT sales professionals where there is a skills shortage. Financial rewards are always expected in sales roles – but we have seen a big increase compared with last year in the trend for career progression opportunities as an attraction and retention method. ”

YES

84%

NO

16%

Do survey respondents expect their direct

employees to receive a bonus?

Financial incentives

Strong company culture

Recognition and rewards

Training and mentoring partnerships

Work/life balance initiatives

27%

72%

46%

23%

42%

Global career opportunities

Other

21%

7%

Broaden experience / opportunity to learn

Top talent attraction methods used *

* Respondents could select more than one answer.

Top talent retention methods used *

* Respondents could select more than one answer.

Financial incentives

Strong company culture

Recognition and rewards

Training and mentoring partnerships

Work/life balance initiatives

40%

62%

57%

42%

43%

Global career opportunities

Other

19%

7%

YES

73%

NO

27%

Do survey respondents expect their direct

employees to receive a salary increase?

SALES

4 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

SALES

SALARY TABLES

Please note:

1. OTE (On Target Earnings) refers to the expected earning capacity of the employees, based upon achievement of KPI’s. This is in Australian dollars, and includes base salary, superannuation of 9.5%, car allowance and bonus/incentive schemes. 2. Small to medium companies are defined as having a turnover of less than $50 million. Large companies are defined as having a turnover of more than $50 million. 3. 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.

HEALTHCAREState NSW/VIC/WA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

GP Sales Representative – Pharmaceutical 55–65 90–100 65–75 100–110

Hospital Specialist Representative – Pharmaceutical 80–100 120–130 90–120 130–140

Key Account Manager – Pharmaceutical 90–120 130–140 100–130 140–150

Territory Manager – Device 85–95 120–130 90–110 130–140

Clinical Specialist – Device 65–85 100–110 70–95 110–120

Regional Manager 110–125 150–160 115–135 160–180

State Manager 130–150 180–200 150–180 190–210

National Sales Manager 140–160 210–230 150–200 230–250

Sales Director 200–250 240–290 250+ 290+

State QLD

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

GP Sales Representative – Pharmaceutical 55–65 90–95 65–75 95–105

Hospital Specialist Representative – Pharmaceutical 80–95 115–125 90–115 125–135

Key Account Manager – Pharmaceutical 90–115 125–135 95–125 135–145

Territory Manager – Device 85–95 115–125 90–105 125–135

Clinical Specialist – Device 65–85 95–105 70–95 105–115

Regional Manager 105–120 145–155 110–130 155–175

State Manager 125–145 175–190 145–175 185–200

National Sales Manager 135–155 200–220 145–190 220–240

Sales Director 190–240 230–280 240+ 280+

State SA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

GP Sales Representative – Pharmaceutical 50–60 85–90 60–70 90–100

Hospital Specialist Representative – Pharmaceutical 75–90 110–120 85–110 120–130

Key Account Manager – Pharmaceutical 85–110 120–130 90–120 130–135

Territory Manager – Device 80–90 110–120 85–100 120–130

Clinical Specialist – Device 60–80 90–100 65–90 100–110

Regional Manager 100–115 135–145 105–125 145–165

State Manager 120–135 165–180 135–165 175–190

National Sales Manager 130–145 190–210 135–180 210–225

Sales Director 180–225 220–265 225+ 265+

SALES

5 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

SALES

SALARY TABLES

Please note:

1. OTE (On Target Earnings) refers to the expected earning capacity of the employees, based upon achievement of KPI’s. This is in Australian dollars, and includes base salary, superannuation of 9.5%, car allowance and bonus/incentive schemes. 2. Small to medium companies are defined as having a turnover of less than $50 million. Large companies are defined as having a turnover of more than $50 million. 3. 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.

CONSUMER GOODSState NSW/VIC/WA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Category Executive/Analyst 50–65 60–75 60–75 75–90

Category Manager 80–110 100–120 100–140 110–140

Territory Manager/Sales Representative 55–70 85–95 55–80 85–100

National Account Executive 70–85 100–110 80–100 110–120

Key Account Manager 70–85 100–110 80–110 110–130

National Account Manager – 4 years 110–130 130–150 120–160 160–180

State Manager – 7 years 130–160 160–190 150–180 180–210

National Business Manager 150–180 180–210 170–200 200–240

National Sales Manager 170–200 200–240 190–220 230–270

Head of Category 170–200 200–240 190–220 230–270

Sales Director 200–250 240–300 250+ 300+

State QLD

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Category Executive/Analyst 50–65 60–75 60–75 75–90

Category Manager 80–105 95–115 95–135 105–135

Territory Manager/Sales Representative 55–70 85–95 55–80 85–95

National Account Executive 70–85 95–105 80–95 105–115

Key Account Manager 70–85 95–105 80–105 105–125

National Account Manager – 4 years 105–125 125–145 115–155 155–175

State Manager – 7 years 125–155 155–185 145–175 175–200

National Business Manager 145–175 175–200 165–190 190–230

National Sales Manager 165–190 190–230 185–210 220–260

Head of Category 165–190 190–230 185–210 220–260

Sales Director 190–240 230–285 240+ 285+

SALES

6 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

SALES

SALARY TABLES

Please note:

1. OTE (On Target Earnings) refers to the expected earning capacity of the employees, based upon achievement of KPI’s. This is in Australian dollars, and includes base salary, superannuation of 9.5%, car allowance and bonus/incentive schemes. 2. Small to medium companies are defined as having a turnover of less than $50 million. Large companies are defined as having a turnover of more than $50 million. 3. 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.

CONSUMER GOODSState SA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Category Executive/Analyst 45–60 55–70 55–70 70–85

Category Manager 75–100 90–110 90–130 100–130

Territory Manager/Sales Representative 50–65 80–90 50–75 80–90

National Account Executive 65–80 90–100 75–90 100–110

Key Account Manager 65–80 90–100 75–100 100–120

National Account Manager – 4 years 100–120 120–135 110–145 145–165

State Manager – 7 years 120–145 145–175 135–165 165–190

National Business Manager 135–165 165–190 155–180 180–220

National Sales Manager 155–180 180–220 175–200 210–245

Head of Category 155–180 180–220 175–200 210–245

Sales Director 180–225 220–270 225+ 270+

SALES

7 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

SALES

SALARY TABLES

Please note:

1. OTE (On Target Earnings) refers to the expected earning capacity of the employees, based upon achievement of KPI’s. This is in Australian dollars, and includes base salary, superannuation of 9.5%, car allowance and bonus/incentive schemes. 2. Small to medium companies are defined as having a turnover of less than $50 million. Large companies are defined as having a turnover of more than $50 million. 3. 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.

IT&TState NSW/VIC/WA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Sales Executive 55–75 100–120 65–85 110–130

Account Manager 60–80 100–120 65–90 110–130

Senior Account Manager – 5 years 90–120 120–140 100–140 130–150

Channel Manager 120–140 150–180 130–150 160–190

Technical Sales Manager 100–130 150–180 110–150 160–190

Business Development Manager 110–130 150–180 120–160 160–190

National Sales Manager 150–180 190–220 180–200 220–250

Sales Director 180–240 230–310 240+ 310+

State QLD

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Sales Executive 55–75 95–115 65–85 105–125

Account Manager 60–80 95–115 65–90 105–125

Senior Account Manager – 5 years 90–115 115–135 95–135 125–145

Channel Manager 115–135 145–175 125–145 155–185

Technical Sales Manager 95–125 145–175 105–145 155–185

Business Development Manager 105–125 145–175 115–155 155–185

National Sales Manager 145–175 185–210 175–190 210–240

Sales Director 175–230 220–295 230+ 295+

State SA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Sales Executive 50–70 90–110 60–80 100–120

Account Manager 55–75 90–110 60–85 100–120

Senior Account Manager – 5 years 85–110 110–130 90–130 120–135

Channel Manager 110–130 135–165 120–135 145–175

Technical Sales Manager 90–120 135–165 100–135 145–175

Business Development Manager 100–120 135–165 110–145 145–175

National Sales Manager 135–165 175–200 165–180 200–225

Sales Director 165–220 210–280 220+ 280+

SALES

8 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

SALES

SALARY TABLES

Please note:

1. OTE (On Target Earnings) refers to the expected earning capacity of the employees, based upon achievement of KPI’s. This is in Australian dollars, and includes base salary, superannuation of 9.5%, car allowance and bonus/incentive schemes. 2. Small to medium companies are defined as having a turnover of less than $50 million. Large companies are defined as having a turnover of more than $50 million. 3. 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.

INDUSTRIAL SERVICESState NSW/VIC/WA

Company size Small / Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Sales Representative 55–75 90–110 60–80 100–120

Account Manager 65–85 100–120 70–90 110–130

Business Development Manager 80–95 120–130 85–110 130–140

National Key Account Manager 90–110 140–160 120–130 150–160

State Sales Manager 110–140 160–180 120–150 170–190

National Sales Manager 150–180 180–210 170–190 200–230

Sales Director 180–240 210–290 250+ 300+

State QLD

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Sales Representative 55–75 90–105 60–80 95–115

Account Manager 65–85 95–115 70–90 105–125

Business Development Manager 80–95 115–125 85–105 125–135

National Key Account Manager 90–105 135–155 115–125 145–155

State Sales Manager 105–135 155–175 115–145 165–185

National Sales Manager 145–175 175–200 165–185 190–220

Sales Director 175–230 200–280 240+ 285+

State SA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Sales Representative 50–70 85–100 55–75 90–110

Account Manager 60–80 90–110 65–85 100–120

Business Development Manager 75–90 110–120 80–100 120–130

National Key Account Manager 85–100 130–145 110–120 135–145

State Sales Manager 100–130 145–165 110–135 155–175

National Sales Manager 135–165 165–190 155–175 180–210

Sales Director 165–220 190–265 225+ 270+

SALES

9 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

SALES

SALARY TABLES

Please note:

1. OTE (On Target Earnings) refers to the expected earning capacity of the employees, based upon achievement of KPI’s. This is in Australian dollars, and includes base salary, superannuation of 9.5%, car allowance and bonus/incentive schemes. 2. Small to medium companies are defined as having a turnover of less than $50 million. Large companies are defined as having a turnover of more than $50 million. 3. 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.

MEDIA & ENTERTAINMENTState NSW/VIC/WA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Account Manager – Agency 60–80 85–95 85–95 110–120

Account Manager – Direct 70–80 90–120 70–80 110–130

Business Development Manager 75–95 120–130 80–100 120–140

Group Sales Manager 100–110 130–140 110–130 150–170

National Sales Manager 110–130 130–150 130–160 150–170

Sales Director 140–160 150–180 180–220 200+

State QLD

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Account Manager – Agency 60–80 85–95 85–95 105–115

Account Manager – Direct 70–80 90–115 70–80 105–125

Business Development Manager 75–95 115–125 80–95 115–135

Group Sales Manager 95–105 125–135 105–125 145–165

National Sales Manager 105–125 125–145 125–155 145–165

Sales Director 135–155 145–175 175–210 190+

State SA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Account Manager – Agency 55–75 80–90 80–90 100–110

Account Manager – Direct 65–75 85–110 65–75 100–120

Business Development Manager 70–90 110–120 75–90 110–130

Group Sales Manager 90–100 120–130 100–120 135–155

National Sales Manager 100–120 120–135 120–145 135–155

Sales Director 130–145 135–165 165–200 180+

SALES

10 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

SALES

SALARY TABLES

Please note:

1. OTE (On Target Earnings) refers to the expected earning capacity of the employees, based upon achievement of KPI’s. This is in Australian dollars, and includes base salary, superannuation of 9.5%, car allowance and bonus/incentive schemes. 2. Small to medium companies are defined as having a turnover of less than $50 million. Large companies are defined as having a turnover of more than $50 million. 3. 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.

FINANCIAL SERVICESState NSW/VIC/WA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Business Development Executive 60–80 100–110 65–85 110–120

Relationship Manager 80–100 120–130 90–120 130–140

Business Development Manager 75–90 110–120 90–120 120–130

State Sales Manager 120–150 160–170 130–160 170–180

National Sales Manager 130–150 180–200 140–180 200–240

Sales Director 170–200 200–250 200+ 250+

State QLD

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Business Development Executive 60–80 95–105 65–85 105–115

Relationship Manager 80–95 115–125 90–115 125–135

Business Development Manager 75–90 105–115 90–115 115–125

State Sales Manager 115–145 155–165 125–155 165–175

National Sales Manager 125–145 175–190 135–175 190–230

Sales Director 165–190 190–240 190+ 240+

State SA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Business Development Executive 55–75 90–100 60–80 100–110

Relationship Manager 75–90 110–120 85–110 120–130

Business Development Manager 70–85 100–110 85–110 110–120

State Sales Manager 110–135 145–155 120–145 155–165

National Sales Manager 120–135 165–180 130–165 180–220

Sales Director 155–180 180–225 180+ 225+

SALES

11 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK

SALES

SALARY TABLES

Please note:

1. OTE (On Target Earnings) refers to the expected earning capacity of the employees, based upon achievement of KPI’s. This is in Australian dollars, and includes base salary, superannuation of 9.5%, car allowance and bonus/incentive schemes. 2. Small to medium companies are defined as having a turnover of less than $50 million. Large companies are defined as having a turnover of more than $50 million. 3. 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.

TECHNICAL SALESState NSW/VIC/WA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Territory Manager/Sales Representative 60–75 80–100 65–80 80–110

Key Account Manager 70–90 90–110 90–110 110–130

Business Development Manager 90–110 110–135 100–130 120–160

National Account Manager – 4 years 100–130 120–160 110–150 135–180

State Manager 120–150 140–180 130–160 155–190

State Sales Manager 140–170 170–200 150–180 180–220

National Sales Manager 150–180 200–250 170–200 220–270

General Manager 190–220 250–300 240+ 300+

State QLD

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Territory Manager/Sales Representative 60–75 80–95 65–80 80–105

Key Account Manager 70–90 90–105 90–105 105–125

Business Development Manager 90–105 105–130 95–125 115–155

National Account Manager – 4 years 95–125 115–155 105–145 130–175

State Manager 115–145 135–175 125–155 150–185

State Sales Manager 135–165 165–190 145–175 175–210

National Sales Manager 145–175 190–240 165–190 210–260

General Manager 185–210 240–285 230+ 285+

State SA

Company size Small/Medium Large

Salary $’000 $’000 OTE $’000 $’000 OTE

Territory Manager/Sales Representative 55–70 75–90 60–75 75–100

Key Account Manager 65–85 85–100 85–100 100–120

Business Development Manager 85–100 100–125 90–120 110–145

National Account Manager – 4 years 90–120 110–145 100–135 125–165

State Manager 110–135 130–165 120–145 140–175

State Sales Manager 130–155 155–180 135–165 165–200

National Sales Manager 135–165 180–225 155–180 200–245

General Manager 175–200 225–270 220+ 270+

SALES

12 2015/16 AUSTRALIA SALARY & EMPLOYMENT OUTLOOK