HR-PD-#

Position: Sales Analyst

Department: Head office Prepared By:

Jes Wolfe

Location: Head Office Authorised By:

Robert Wormald

Reports to: General Manager – Sales

Direct Reports: Nil

Working Relationships: Area Managers, Business Development Managers, Branch Managers, Sales Reps, Internal Sales, National Hire Admin, Marketing department

Date: 1 December 2014

PURPOSE: Support GM – Sales in the setting of prices using analysis. Aid in the implementation of a national Duration Based Pricing management

system. Lead the analytics to better understand the setting and changing of prices

across the various dimensions of price. Analyze pricing performance across Australia to identify opportunities for

improved profitability. Coordinate process for obtaining and tracking competitive intelligence on

pricing in the market, within the regulatory code, to better understand our value/price offer relative to the market.

Work with colleagues in other parts of Algeco Scotsman to improve pricing globally and within Australia

KEY RESULT AREAS: Hire revenue “Internal” customer service

KEY PERFORMANCE MEASURES: Enhanced financial return from hire fleet asset base Effective design and implementation of all duration based pricing models

including initial launch and on-going monitoring. Established National price lists by geography, duration, and product Established National price lists for national accounts DSR by product vs budget Collaborative working relationships with branches

GENERAL DUTIES, RESPONSIBILITIES AND AUTHORITIES: Build and own all duration based pricing models including DBP for units,

bundled products and VAPSHR-PD- Version 1.0Page 1 of 3 Approval Date: 29 October 2012

HR-PD-# Maintain national and regional price lists, track and communicate price

changes and impact

Produce monthly reports for all branches at month close including: average price realized by product, price variance by product, Rolling 3 Month and Rolling 6 Month price trends by product, Order Conversion Rate by product, geography, duration and discount level, rep price performance and average discount rate by branch, lost deal intelligence, number and detail behind “loss making” deals

Aid in initial customer segmentation through analytics on segment profitability and customer profitability; produce quarterly updates; monitor revenue per customer and top customer wallet share

Review reports and analysis of data on sales pipeline, Project WIP, customer channels & market trending to assist in the development of models in pricing and competitor analysis at a national and regional level.

Maintain models analysing life cycle economic returns of current leasing fleet.

Monitor and analyse economic, customer, and competitor activity

Provide reports and analysis of data on sales pipeline, customers, channels to markets, customer spend, Hire ROI, Hire utilisation rates, cost of sales, trends, pricing and competitor analysis and other operational KPIs at a national and regional level.

Provide reports and analysis of price achievement and discount levels by branch, product, duration and segment including pricing performance by sales rep.

Identify opportunities to improve Order Conversion Rate and profit

Develop trending analysis to forecast effect of potential price moves on anticipated revenue or potential shortfalls

Transfer/Gaining of Knowledge

Work with AS colleagues to transfer best practice to Ausco

CORE COMPETENCIES: Bachelor’s degree in quantitative field (commerce, finance, engineering,

statistics, etc) Strong financial skills Proficient in Microsoft products and advanced Excel skills Experience working with SQL / Access / other statistical programs desired An ability to relate business strategy and operational requirements to the

analytics required to drive greater insight and decision making. Highly capable quantitative analytical skills coupled with a pragmatic, fact-

based problem solving approach. Strong financial accounting and analytical skills to complement those focused

HR-PD- Version 1.0Page 2 of 3 Approval Date: 29 October 2012

HR-PD-#on pricing.

Commercial acumen with highly developed analytical and interpersonal skills. Ability to work collaboratively across geographies and functions Effective written and oral communication skills Results Driven Entrepreneurial drive: willingness to experiment and a sense of urgency High degree of intellectual curiosity; consistently strives for second order

insights

SIGNATURE OF ACCEPTANCE OF THE POSITION DESCRIPTION BY THE EMPLOYEE:

Date:

HR-PD- Version 1.0Page 3 of 3 Approval Date: 29 October 2012