Experience

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  Freelance

  • Melbourne, Victoria, Australia

  • Consultant

    • Dec 2020 - Present
    • Melbourne, Victoria, Australia

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  LIBERO by Insight Informatics

  • Australia

  • Business Development Manager

    • Jul 2019 - Apr 2020
    • Australia

    • Prospect for potential new clients and turn this into increased business. • Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. • Identify potential clients, and the decision makers within the client organization. • Research and build relationships with new clients. • Set up meetings between client decision makers.• Plan approaches and presentations. Work with the marketing team to develop proposals that speaks to the client’s needs, concerns, and objectives.• Planning and overseeing marketing initiatives to ensure sales efforts are in line with marketing campaigns. • Participate in pricing the solution/service. • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. • Present an image that mirrors that of the client. • Establish rapport and provide product overviews to prospects • Arrange product demonstrations and giving sales presentations • Leverage existing customers both nationally and internationally to bring in new sales. • Negotiating contracts with prospective clients. • Preparing and submitting sales contracts. • Respond to RFP’s Tenders and quote for clients and prospects

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  EBSCO Information Services

  • Melbourne, Australia

  • Director Sales - Academic, Government, Public & TAFE Libraries,

    • Jan 2018 - Jun 2019
    • Melbourne, Australia

    Managing team of Regional Sales Manager who focus on Academic, Government, Public & TAFE Libraries,Key products this team work with:- Databases- eBooks- EBSCO Discovery Service (EDS)- OpenAthens- NoveList

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  OCLC

  • Melbourne, Australia

  • Regional Manager, Australia / New Zealand

    • Aug 2008 - Nov 2017
    • Melbourne, Australia

    Managed the local office of OCLC that include sales, support, implementation and administration staff servicing libraries from all sectors in Australia and New Zealand.Key customers included:- National Library of Australia - Libraries Australia National Bibliographic database and Inter-library Loan and Document Delivery services- National Library of New Zealand - Te Puna National Bibliographic database and Interloan Service- Public Libraries Victoria - Library Link Victoria Interlibrary loan system.- Northern Territory Libraries - Territory wide library management system.Key achievements:- Integrating the acquisition of the AMLIB Library Management system business into the Australian business- Introducing OCLC's WorldShare Management System to the Australia / New Zealand market with 60 implementations installed- Moving the New Zealand Te Puna National Bibliographic Database services to WorldCat

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  Civica

  • Sales Manager

    • May 1988 - Aug 2008

    During my time at Civica (formerly AWA Computers, GA, Sanderson) I held a number of positions as listed below in reverse order:* Product Manager – Library Systems* Sales / Operations Manager – Library Systems (UK) A two year role in Civica's UK office where I successfully launched the Spydus Library Management System. into that market. The major achievement was leading the team who won the SELMS Consortia tender, the largest library consortia in the UK at that time.* Sales & Marketing Manager* Business Manager – Library Systems Duties fell into a number of areas 1.Technical Control of product development Project Management Writing software specifications Research on new developments relevant to the product Working with programming staff on software design, future directions, testing Development Spydus Web OPAC 2. Customers Liaison person between customers and company Attend state and national user group meetings Provide quotations for software modifications Advise customers on appropriate technologies for their organisation 3. Support Occasional handling of customer problem reports Running advanced training courses Providing backup to support staff 4. Staff Responsible for management of Australian development and support staff Staff supervision including employment, assessment and time management 5. Sales and marketing Directing selling of the product Product presentations to prospective clients for Australian, US, NZ and Asia Answering of tenders Advise sales staff on appropriate solutions Provide quotations for sales staff Representing company at various meetings and committees Coordination of exhibitions Assisting Marketing staff with publicity campaigns and brochure design 6. Senior management Monthly reports Board presentations on product directions Advise on strategic directions* Victorian Manager – Library Systems* Support Consultant

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  Prahran Libraries (now known as Stonnington Libraries)

  • Prahran, Victoria, Australia

  • Librarian-in-charge Toorak / South Yarra Libraries

    • 1981 - 1988
    • Prahran, Victoria, Australia

    Achievements:Member of automation project team that: 1. Justified automation to Council 2. Wrote tender documents 3. Selected URiCA library system 4. Attended AWA training courses 5. Staff training on use of URiCAResponsibilities:Management of the main branch of Prahran Libraries Staff supervision including rosters, assessment and employment Collection development Coordination of community outreach programs Member of various library committees

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  Oakleigh Public Library

  • Oakleigh, VIC, Australia

  • Library Assistant

    • Feb 1978 - Aug 1981
    • Oakleigh, VIC, Australia

    Carried duties of: Cataloguing Circulation Desk Reference DeskDuring my time at Oakleigh I studied for the Graduate Diploma Librarianship. On graduation I was promoted to Reference Librarian.I was one of the key staff involved in the automation of the circulation system to the Plessey Batch Processing system processed through LASB.