Product Sales Specialist

About the Company

ABC Software develops both SaaS and on-premise software tailored for horticultural growers and packhouses throughout New Zealand and Australia. As a well-established and growth-oriented company, ABC Software boasts a strong reputation within the horticulture industry, offering practical software solutions supported by excellent service and long-term customer support. The team values close collaboration, with many employees demonstrating long tenure, emphasizing quality and trusted customer relationships.

Role Overview

Reporting directly to the Growth Manager, this role concentrates on driving new business primarily in the Australian region. While most leads stem from incoming inquiries and referrals, the candidate must be confident initiating contact and generating new opportunities when necessary. Your key responsibility is to establish rapport, identify customer requirements, and determine how ABC’s software products can add value to their operations.

You will learn and fully understand the software to confidently discuss and demonstrate relevant products, tailoring demonstrations to match client needs. For SaaS offerings, you will shepherd qualified prospects through the sales process from initial contact to closing. Our SaaS provides solutions for various produce types and business workflows, and you will be expected to customize software processes to suit each client.

For on-premise products, you will qualify opportunities, develop comprehensive prospect profiles, and then coordinate with ABC’s specialist teams responsible for detailed analysis, solution architecture, scoping, and pricing.

Key Responsibilities

• Lead generation, responding to inbound inquiries and referrals, and advancing suitable opportunities
• Establishing and nurturing relationships with horticultural enterprises
• Conducting face-to-face meetings for discovery and designing solutions
• Preparing and delivering clear, customer-focused software demonstrations
• Managing qualified prospects through the sales cycle to closure
• Qualifying packhouse leads and coordinating with specialist teams
• Proactively seeking new business opportunities as appropriate
• Maintaining accurate CRM records, prospect profiles, and follow-up activities
• Representing ABC at industry events and developing relevant business relationships
• Collaborating closely with the product development team by providing market insights
• Assisting in seamless handover of new customers to implementation and service teams

Candidate Profile

The ideal candidate will have a commercial mindset, strong interpersonal skills, and the ability to learn software quickly. Background experience could come from SaaS, business software, horticulture, agribusiness, or other client-facing roles involving complex operational technologies.

Essential attributes include:

• Comfortable communicating via phone, email, in-person meetings, and Teams
• Active listening and effective questioning skills
• Building authentic customer relationships
• Confidence in advancing sales opportunities and asking for business
• Aptitude for mastering and demonstrating complex software solutions
• Understanding of horticulture roles such as owner-operators, supervisors, managers, and executives
• Strong organizational skills, thorough preparation, and diligent record-keeping
• Good judgment in knowing when to provide direct assistance versus involving specialized experts
• Avoiding premature commitments without confirmation

While experience in horticulture or business software is beneficial, it is not mandatory.

Travel Requirements

This position is based in Napier, Hawke’s Bay. Initial travel will be required during the first year to gain product knowledge and hands-on experience with horticulture clients. Over time, travel to Australia will increase, with an expected commitment of approximately 90 days annually in that market.

What We Offer

This role suits someone who values variety, enjoys customer engagement, and prefers a dynamic work week. You will join a close-knit and knowledgeable team that encourages knowledge sharing and collaboration. ABC Software provides comprehensive product training and ongoing support to deepen your expertise in software and the horticulture sector.