Sales Follow-Up & Upsell Specialist - Australian Events Company

SALES FOLLOW-UP & UPSELL SPECIALIST
Part-time | 20 hours per week, growing to 30 | Philippines-based independent contractor
Real Deal Entertainment (Australia)

READ THIS BEFORE YOU APPLY

We are looking for a genuinely strong salesperson. We would rather be blunt about the bar than waste your time or ours.

• Impeccable spoken English. Our clients are Australian corporates, councils, venue managers and school directors. If a client would have to ask you to repeat yourself, this is not the role for you.
• You learn fast. Our customer service lead was working the full product range - three brands, different offerings in every city - inside a week. That is the benchmark, not an aspiration.
• You are fully available for the four hours, every day. Not partially available, not fitting us around another shift that overlaps, not stepping away to take other calls.
• You think on your feet. A memorised answer to a price objection will not get you past the interview - we will push back and see what you do.
• You are motivated by closing, not by being busy. We measure conversations and bookings, not call counts. A high dial count with nothing behind it is a problem, not an achievement.

We have filled this role before with someone diligent and well-intentioned, and it did not work, because the bar above is the bar. We are not lowering it.

THE SHORT VERSION

We send a lot of quotes. Not enough of them turn into bookings. Your whole job is to ring the people who already have one, have a real conversation, and turn it into a sale - adding something to it where the client has room.

Four hours a day, 2:00pm to 6:00pm Melbourne time, Monday to Friday. We picked those hours by measuring when our clients actually answer the phone, not by guessing. You will not be dialling into dead air all morning.

ABOUT US

Real Deal Entertainment runs three brands in Australia: The Real Santa, Halloween Scenes and Happy Easter Bunny. We supply professional performers - Santa, Mrs Claus, elves, the Easter Bunny - and large event props, thrones, grottos and sets, to corporate clients, shopping centres, councils, hospitality venues, schools and childcare centres.

It is a premium product at a premium price, and it is seasonal. September to December is the peak. What we sell varies by city, which means there is a real body of product knowledge to learn, and you will need to learn it quickly.

THE HOURS

Monday to Friday, 2:00pm - 6:00pm Melbourne time (11:00am - 3:00pm Philippine time).
From April, when Australia moves off daylight saving, that becomes 12:00pm - 4:00pm Philippine time.

Your working day follows Australian eastern time all year, so it is the clock in the Philippines that shifts at each changeover, not your hours. Twenty hours a week, year round - not seasonal - growing to thirty (six hours a day) for a strong performer.

PAY

Base: AU$10.00 per hour, paid fortnightly for hours worked. Never clawed back.

Commission, on top of base:

• Upsells and add-ons: 4% of the added portion only - the upgrade you created, not the whole booking
• Cross-brand conversions: 4% - a Christmas enquiry you also turn into a Halloween or Easter booking
• Client win-backs: 5% - first reactivated booking from a dormant account on a list we supply
• Self-generated cold business: 7% - bookings from leads you sourced yourself

Two things we want to be straight about rather than have you discover in month two:

• Closing a quote that was already in the pipeline earns no commission. That work is what the base rate is for. Commission is for what you add.
• Commission is paid on the added portion, after the event has run and the client has paid. It is reversed if the booking is cancelled or refunded. The base is not.

Discounts beyond 5% need approval, and commission is calculated on the discounted value.

Season bonus, on top of base and commission:

• AU$600 when the season revenue target is hit
• AU$900 when the stretch target is hit

This is the part that pays you for the quotes you close that were already in the pipeline. Commission rewards what you add; the season bonus rewards the whole book converting. It is measured on total invoiced revenue for the season, not only on deals with your name on them, because your job is to make the pipeline convert - not to cherry-pick the ones that earn you a percentage.

Our year runs in four seasons - Christmas, Easter, Winter Christmas and Halloween - and each carries its own revenue target, set at the start of it. You will be given the exact figures at offer stage.

WHAT YOU WILL ACTUALLY DO

• Work the open quote bank to a definite outcome - booked, lost, or closed with a reason. Nothing sits in limbo.
• Have a proper conversation on every live quote, not a thirty-second check-in. Find out what the client is actually trying to do with their event.
• Offer the upgrade where it genuinely fits - a bigger props package, extra performers, another brand's season. Never pressure.
• Request re-quotes from our customer service team, then confirm they went out and tell the client when to expect them.
• Write a dated note in our CRM on every conversation: what the client wants, what you offered, next action and date.

What you will NOT do:

• Raise quotes or invoices. Our customer service team does that. You request and verify.
• Handle inbound calls.
• Manage anyone. This is not a supervisory role and we are not quietly hoping it becomes one.

WHERE THIS CAN GO

This starts as a focused afternoon block because that is where the quote bank is. It is not where it has to stop.

• Win-backs and cold leads are open to you from the start, at 5% and 7%, and any booking you source that way is yours on the record.
• Four hours becomes six once the afternoon work is being handled well. See above - the mechanism is real and the work is already there.
• We are not looking for someone who only wants to read a list and dial it. If you see something the business should be doing differently, we want to hear it.

HOW YOU WILL BE MEASURED

Stated up front so there are no surprises. If any of this sounds uncomfortable, this is not the right role for you.

• Conversations, not calls: two minutes or more with a dated CRM note. Five are spot-checked each fortnight against the system.
• An upsell attempt on every conversation: your note names what you offered beyond what was quoted. "Not appropriate here" is a fine answer if you say why.
• Quotes issued and confirmed sent: confirming it reached the client is part of the measure, not an extra.
• Bookings closed: the outcome number.
• Two attempts on a quote follow-up: then a voi cemail or email and the record is closed. Chasing past that wastes your hours and irritates the client.
• Feedback answered within one working day: in writing. Agree, disagree, or ask a question - but reply.
• One thing brought to us each fortnight: something you noticed, suggested or took on that nobody asked you for.

WHO THIS SUITS

• An experienced closer who has sold to Australian businesses and is completely at ease on the phone with corporates, councils and venue managers.
• Someone who will treat four hours as four hours of selling, and who wants those hours to grow into a morning shift.
• Someone who asks the question the moment they are stuck, in writing, rather than going quiet and working it out slowly.
• Someone who can hold a large amount of product detail - what is available in which city, under which brand - and recall it live, mid-call, without looking it up.
• Someone who reads a knock-back as information and adjusts, rather than repeating the same approach louder.

REQUIREMENTS

• A quiet, professional space for client calls, a good noise-cancelling headset, and reliable internet and power with a backup plan.
• Impeccable, confident spoken English with a neutral, easily understood accent. This is not negotiable and it is assessed on the voice recording before anything else.
• You invoice us as an independent contractor and handle your own tax and statutory contributions.

HOW TO APPLY

Applications without all three parts will not be read. They take about twenty minutes.

1. A voice recording of 90 seconds. A client has a quote for $1,200 and says "that's more than we budgeted". Talk us through how you would respond. Record it as if you were on the call.
2. In writing, no more than 300 words: a sale you nearly lost and then won. What changed it?
3. In one line: what you would want to know from us before your first call.

Shortlisted applicants do a short live exercise: we give you a product list to read for thirty minutes, then ask you ten questions about it with the document closed, followed by a mock follow-up call.