Experience

Thryv Australia

• Australia
• Software Development
• 100 - 200 Employee

• General Manager - Sales

  • Aug 2021 - Present

  Thryv is a leading SaaS business serving the needs of small-medium businesses, multi-location franchises, Enterprise and Government customers across Australia. Thryv also includes our Yellow Pages, White Pages, True Local, WhereiS, Thryv Agency and Thryv Data businesses serving Australian-based companies with marketing services and data solutions. In my role as the General Manager - Sales at Thryv Australia I have end to end responsibility for our SaaS and Marketing Services Revenue for Enterprise & Government, Franchise & Thryv Data business within the organisation. Sensis changed its name to Thryv Australia in August 2021 after the acquisition by Thryv Inc in March 2021.



Sensis

• Australia
• Advertising Services
• 700 & Above Employee

• General Manager - Sales I Enterprise & Government

  • Apr 2019 - Aug 2021

  An executive role, I am continuing to drive Sensis’ transition to a digital and SaaS business, building on previous success (role below) and the new SaaS product portfolio to increase touch points with customers and strengthen long-term relationships. As GM of the Enterprise & Government channel, I utilise global market data and industry trends to shape and present compelling product offerings, championing a customer-first approach across sales, product development, go-to-market and marketing teams. Accountable for P&L, I also lead a continuous improvement agenda, identifying new and more efficient ways of working that not only improve customer and employee satisfaction, but drive impact to the bottom line. • Established a foundation for revenue growth into the future, diversifying Sensis’ offering with Enterprise & Government customers from a legacy print-based product portfolio to digital/SaaS offerings;• Built a multimillion-dollar revenue line by transitioning 34% of existing customers over to digital products, with the channel on track to achieve the highest level of performance across the organisation;• Overhauled sales operating structure to deliver against the digital/SaaS model, setting a clear vision and direction to create a motivated, high performance team with the strongest engagement levels in Sensis;• Maintained and grew a loyal and satisfied customer base, securing the high NPS scores in the business.

• General Manager – New Business I SME & Enterprise

  • Apr 2018 - Apr 2019

  Joining the senior leadership team, I played an active role in diversifying Sensis into the digital/SaaS space, building a portfolio from the ground up in the SME & Enterprise channel. My strategic remit included product, people, processes, pricing, go-to-market and risk, and leading the evaluation of market opportunities, I developed and executed plans in response to legacy revenue decline. Setting a new vision and product value proposition, I built and led a large team, supported by our outsourced partners, across digital, sales, commercial and telesales. Together, we set new standards in customer service and excellence, attracting new clients while overseeing delivery strategy across engagements. • Diversified the business into digital/SaaS, delivering a new multimillion-dollar revenue stream and profit targets exceeding the expectations of the 2019-2022 strategy;• Expanded the sales team from 3 to 37 in just 9 months, shifting to a multiple touchpoint approach to sales, establishing clearly defined roles and building digital/product knowledge;• Provided a replicable blueprint to diversify product portfolios at pace, motivating a broader business shift to digital.

• National Sales Director - Corporate

  • Jul 2012 - Apr 2018

  Responsible for returning the multimillion-dollar Premium portfolio to profitability, initially for NSW and QLD, then nationally after promotion in 2014, this role involved careful analysis and evaluation of shifting market trends in order to develop and implement forward-looking growth strategies. My major focus was on driving cultural change, implementing training and engagement plans across all interstate sales and outsourced teams to keep motivation levels and performance levels high in a declining market. Also mandated to mitigate risk by realigning core business with the emerging digital scene, I drove significant digital growth in order to combat print revenue decline. • Drove digital revenue growth, leading NSW team to achieve top team digital revenue returns 2012/2013 and being awarded Top Premium Director – Digital Incentive Trip in Dec. 2013 (106% to target);• Minimised potential revenue loss, reducing churn by millions of dollars by reimagining product strategy and transforming customer service scores from worst-in-business to best-in-business;• Transformed sales team performance, achieving top sales revenue % across managed business for 2014/2015.



Localist

• New Zealand
• Advertising Services
• 1 - 100 Employee

• Senior Sales Manager

  • Oct 2010 - Mar 2012

  Headhunted into this million-dollar start-up in their early days, I was one of team members responsible for building strategy and structures to deliver the brand successfully to market. From pricing and product development to developing operational and sales processes, from recruitment strategy to hands-on hiring, this was a broad leadership role calling on both perceptiveness and pragmatism. • Collaborated on end-to-end hiring process, conducting over 300 interviews to source 50 of the top performing salespeople nationally, drawing together a diverse but complimentary team to enact sales strategy;• Achieved significant business growth, leading first team to achieve $1M milestone, achieving multi-million dollar sales revenue within 18-months and achieving 112% digital growth for EOY 2012;• Contributed over a third of total company revenue by leading key sales campaigns designed to increase market share;• Promoted into Group Sales manager role, leading teams across all channels.



Yellow New Zealand

• New Zealand
• Online Media
• 100 - 200 Employee

• Area Manager- Key Account Group

  • Apr 2007 - Oct 2010

  Strategic role responsible for aligning three sales channels to market in order to drive revenue growth, assessing trends and developing product and sales solutions to meet demand. Leading the predominantly print business into the digital economy against the backdrop of the GFC, I implemented a transition strategy based on new product development, high-level sales training and increased customer engagement. • Recognised as an exceptionally high-performer throughout my time at Yellow Pages, promoted in 2004 and 2007 and receiving 10+ awards in 8 years;• Led the business through a challenging landscape to achieve consistent revenue growth across all channels, growing total revenue by 126% and digital revenue by 25%, 13% higher than industry standard;• Grew print revenue by 102%, leading the declining market to increased profitability by introducing innovative repackaging strategy.



Yellow New Zealand

• New Zealand
• Online Media
• 100 - 200 Employee

• External Account Manager

  • 2004 - 2007

• Internal Account Manager

  • May 2002 - 2004



RPG Paging

• Senior Executive

  • 1999 - 2001



ABP Group

• India
• Newspaper Publishing
• 500 - 600 Employee

• Assistant Executive

  • 1998 - 1999