NATIONALROAD AHEAD SERIES2013 Sales             Specialists in sales recruitment                           www.michaelpage...
Agenda  The Australian Economy & Employment Market      The “Expert” Economic Opinions      • Michael Page Sales ANZ Cover...
Michael Page Sales - ANZ Employment Market  The Australian Economy &Coverage      The “Expert” Economic Opinions          ...
Michael Page Sales - Capability at all levels  The Australian Economy & Employment Market      The “Expert” Economic Opini...
Year in Review  The Australian Economy & Employment Market•	 Continued uncertainty on a global scale across the European, ...
The Australian Economy & Employment Market      Recruitment Landscape•	 Job volumes declined in the second half of 2012 bu...
2013 Salaries Economy & Employment  The Australian& Market Insight Video Market      The “Expert” Economic Opinions       ...
Consumer Goods   The Australian Economy & Employment Market       The “Expert” Economic Opinions 17%                      ...
IT&T  The Australian Economy & Employment Market      The “Expert” Economic Opinions15%                                   ...
Healthcare   The Australian Economy & Employment Market 8% “Expert” Economic Opinions   The                               ...
Industrial Services & Manufacturing 6%                                         12%Job registrations                       ...
Service (Professional, Commercial & Media)   The Australian Economy & Employment Market14% “Expert” Economic Opinions  The...
Financial Services   The Australian Economy & Employment Market       The “Expert” Economic Opinions0%                    ...
Michael Page Sales Market Research  The Australian Economy & Employment Market      Staff Turnover      The “Expert” Econo...
Michael Page Sales Market Research  The Australian Economy & Employment Market      Market Outlook      The “Expert” Econo...
Michael Page Sales Market Research  The Australian Economy & Employment Market      The “Expert”Business Concerns      Per...
Michael Page Sales Market Research  The Australian Economy & Employment Market      Attraction Strategies      The “Expert...
Michael Page Sales Market Research  The Australian Economy & Employment Market      Retention Strategies      The “Expert”...
DiscussionWhat steps are you and yourorganisation taking to retain yourbest people in 2013?                           Spec...
Thank youQUESTIONS?              Specialists in sales recruitment                            www.michaelpage.com.auSales
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2013 National Road Ahead Series - Sales

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In February, the Michael Page Sales team hosted breakfast briefings for clients in Sydney, Melbourne, Perth and Brisbane. As well as reviewing the market over the last 12 months, we discussed current salary and employment market trends across the Consumer Goods, IT&T, Healthcare, Industrial Services and Manufacturing, Services (Professional, Commercial and Media) and Financial Services areas. We also shared the latest candidate and client market research from Michael Page.

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2013 National Road Ahead Series - Sales

  1. 1. NATIONALROAD AHEAD SERIES2013 Sales Specialists in sales recruitment www.michaelpage.com.auSales
  2. 2. Agenda The Australian Economy & Employment Market The “Expert” Economic Opinions • Michael Page Sales ANZ Coverage • Michael Page Sales Capability • Year in Review • The Recruitment Landscape • 2013 Salaries and Market Insight Video • Vertical Breakdown • Michael Page Sales Market Research • Discussion • Questions Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  3. 3. Michael Page Sales - ANZ Employment Market The Australian Economy &Coverage The “Expert” Economic Opinions Media & Business Information Financial Services Healthcare Business & Technical & Consumer Professional Industrial Healthcare Goods Services Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  4. 4. Michael Page Sales - Capability at all levels The Australian Economy & Employment Market The “Expert” Economic Opinions Sales Director National Business Manager Category Leader National Field Manager Sales Leadership National Account Manager State Manager Field Sales Manager Category Manager Sales Management Business Development Manager Territory Manager Internal Sales Sales Support Graduates Field Sales Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  5. 5. Year in Review The Australian Economy & Employment Market• Continued uncertainty on a global scale across the European, UK and North The “Expert” Economic Opinions American markets.• H2 consumer and business confidence affected locally by the ongoing global backdrop.• Unlike 2011 also affected by a slow down in activity across the Mining and Resources sector.• NSW and Victoria consistent trading conditions with previous year.• Queensland and Western Australia affected more directly by Mining and Resources sector.• Unemployment rate continues to remain low versus other comparable markets globally.• Outlook for 2013 is uncertain given employment trends over the last quarter of 2012. Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  6. 6. The Australian Economy & Employment Market Recruitment Landscape• Job volumes declined in the second half of 2012 but have since stabilised. The “Expert” Economic Opinions• Consumer focused employers hiring again following a very quiet 18 months.• Opportunities still exist across all verticals for quality talent - Business Development skills sough after.• Mining and resources sector slowed significantly in Q4 - particularly WA/ QLD.• Demand for technical sales specialists remains strong.• Increase in number of employers expecting to add headcount in 2013. Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  7. 7. 2013 Salaries Economy & Employment The Australian& Market Insight Video Market The “Expert” Economic Opinions Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  8. 8. Consumer Goods The Australian Economy & Employment Market The “Expert” Economic Opinions 17% 11%Job registrations Candidate registrations• Growth in market for first time in 18 • Candidates have been in holding months. pattern for 18 months.• Renewed investment in field sales • Desire for move into growth categories.• Some churn in head office account structures. • Increased activity at Executive level.• Continued growth in opportunities outside grocery channel • Increased confidence for 2013.• Few leadership roles. Specialists in in sales recruitment Specialists finance Finance www.michaelpage.com.au www.michaelpage.com.au Sales
  9. 9. IT&T The Australian Economy & Employment Market The “Expert” Economic Opinions15% 11%Job registrations Candidate registrations• Overseas investment returning. • Candidates confident in the market• Team sizes remaining the same – skill is positive as new technologies capability evolving across digital and emerge. cloud technology. • Candidate registration up as• Demand for acquisition BDM’s looking to take advantage of increasing. positive market.• Some increase in demand for true • Acquisition BDM’s are in demand and generally short supply. relationship/account managers. Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  10. 10. Healthcare The Australian Economy & Employment Market 8% “Expert” Economic Opinions The 10%Job registrations Candidate registrations• Market flat in Pharmaceuticals due • Registrations on the increase but to streamlining of sales force. candidates under qualified for the roles• New developing technology markets are growing i.e. Medical Devices/ • Retention key driver for exploring Trauma. new roles• Pharmaceutical products coming • Clinical specialists eg Nurses / off patent means FTC in greater Physio’s etc in high demand for quantity. devices clients• Specialist Medical Devices roles • Technical and specialist candidates going through growth. are in demand. Specialists in in sales recruitment Specialists finance Finance www.michaelpage.com.au www.michaelpage.com.au Sales
  11. 11. Industrial Services & Manufacturing 6% 12%Job registrations Candidate registrations• Hiring activity slowed in H2 12 v LY. • Still quality candidate short but steady increase in number applicants.• Technical experts are still in demand. • Supply outstripping demand for first• Noticeable downturn in WA and QLD. time in 3 years.• Market remains positive in other • Candidate confidence remains strong. states. • Candidates are demanding higher packages plus career progression.
  12. 12. Service (Professional, Commercial & Media) The Australian Economy & Employment Market14% “Expert” Economic Opinions The 11%Job registrations Candidate registrations• Growth in hiring activity in Q4. • Candidate activity increasing following a mainly flat 2012.• Employers ‘creating’ opportunities again for the right talent. • Candidates with experience in new technologies/on line solutions• Greatest demand $60k - $90k in demand. acquisition BDM’s. • Greater interest from overseas• New technologies and on line candidates as international formats driving growth. markets remain stagnant. Specialists in in sales recruitment Specialists finance Finance www.michaelpage.com.au www.michaelpage.com.au Sales
  13. 13. Financial Services The Australian Economy & Employment Market The “Expert” Economic Opinions0% 10%Job registrations Candidate registrations• The banking sector remains • Lack of confidence due to global depressed. financial situation.• Current trend very flat but some • Movement away from banks into growth coming out of SME and alternative verticals. Mid Tier business. • Lack of consumer spending and• Acquisition BDM’s still in demand. confidence in Australia. Specialists in in sales recruitment Specialists finance Finance www.michaelpage.com.au www.michaelpage.com.au Sales
  14. 14. Michael Page Sales Market Research The Australian Economy & Employment Market Staff Turnover The “Expert” Economic Opinions Employee Employer Employee turnover in the next 12 months Expected staff turnover in the next 12 months VERY LIKELY IT WILL INCREASE 52% 12% QUITE LIKELY IT WILL BE THE SAME 20% 55% NOT LIKELY IT WILL DECREASE 16% 23% UNSURE UNSURE 12% 10% Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  15. 15. Michael Page Sales Market Research The Australian Economy & Employment Market Market Outlook The “Expert” Economic Opinions Employee Employer Employee optimism in the job market Expected business conditions for 2013 IT WILL SIGNIFICANTLY IMPROVE THEY WILL IMPROVE 4% 19% IT WILL IMPROVE THEY WILL REMAIN STABLE 27% 65% IT WILL BE THE SAME THEY WILL DECLINE 52% 10% IT WILL BE WORSE UNSURE 15% 6% IT WILL BE FAR WORSE 2% Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  16. 16. Michael Page Sales Market Research The Australian Economy & Employment Market The “Expert”Business Concerns Personal & Economic Opinions Employee Employer Top five employee concerns Key business concerns for 2013 JOB SECURITY ACHIEVING BUSINESS GOALS WITHIN ALLOCATED BUDGET 32% 55% SALARY VS LIVING COSTS GLOBAL OUTLOOK 28% 18% DOMESTIC ECONOMIC DOWNTURN PEOPLE MANAGEMENT & ENGAGEMENT 17% 13% CHINA ECONOMIC SLOWDOWN STAYING AHEAD OF COMPETITORS 7% 9% EUROZONE DEBT CRISIS OTHER 4% 3% WAGES GROWTH & CPI INCREASE 2% Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  17. 17. Michael Page Sales Market Research The Australian Economy & Employment Market Attraction Strategies The “Expert” Economic Opinions Employee Employer What job seekers are looking for Attraction strategy most likely to be implemented SCOPE FOR CAREER PROGRESSION PROMOTE THE COMPANYS REPUTATION 27% 30% INCREASE IN SALARY COMPETITIVE SALARIES 17% 28% WORKPLACE FLEXIBILITY SCOPE FOR CAREER DEVELOPMENT 15% 26% MORE SENIORITY/PROMOTION FLEXIBLE WORKING OPTIONS 13% 12% LEARNING & DEVELOPMENT OTHER 10% 4% COMPANY BRAND AND REPUTATION 9% OTHER 6% POTENTIAL FOR OVERSEAS CAREER OPPORTUNITIES 3% Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  18. 18. Michael Page Sales Market Research The Australian Economy & Employment Market Retention Strategies The “Expert” Economic Opinions Employee Employer What will keep employees in their current role Retention strategy receiving most focus in 2013 FINANCIAL REWARD BASED ON PERFORMANCE TRAINING & CAREER DEVELOPMENT OPPORTUNITIES (SALARY INCREASE/BONUS) 36% 29% INITIATIVES TO IMPROVE COMPANY CULTURE ADDITIONAL CAREER DEVELOPMENT 24% SUPPORTED BY TRAINING PERFORMANCE BASED REWARDS 23% 18% LEADERSHIP/MOTIVATING MANAGER OFFER WORK-LIFE BALANCE OPTIONS 13% 11% WORKPLACE FLEXIBILITY 15% OTHER 6% COMPANY CULTURE INCREASE IN BASE PAY 16% 5% OVERSEAS CAREER OPPORTUNITIES 4% Specialists in in sales recruitment Specialists financeFinance www.michaelpage.com.au www.michaelpage.com.auSales
  19. 19. DiscussionWhat steps are you and yourorganisation taking to retain yourbest people in 2013? Specialists in sales recruitment www.michaelpage.com.auSales
  20. 20. Thank youQUESTIONS? Specialists in sales recruitment www.michaelpage.com.auSales

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