Experience

Kingfisher

• Singapore
• Telecommunications
• 1 - 100 Employee

• Director of Strategy, Insights and Analytics ANZ

  • Jan 2021 - Present



Optus

• Australia
• Telecommunications
• 700 & Above Employee

• Agile Product Owner - SMB Sales Performance

  • Dec 2019 - Jan 2021

  Lead a cross functional agile team for automated and digitised reporting and products to deliver best experience to our customers• Build business cases to outline purpose of the project, timeline, budget and business benefits• Owner of Mobile and Fixed product performance digitisation tools for SMB division across 80 business partners and 250 retail hybrid stores across Australia• Lead defining and owning backlog to drive automation strategy and roadmap of automating sales performance reporting for SMB division• Prioritise backlog items in alignment with Optus strategy• Deliver improvements to support product/market changes and deliver market leading customer experience• Capture business requirements and interpreted them to deliverable user stories in digital platform context• Build communication strategy to all our stakeholders in the business• Turned off 100+ manual reporting to date which are used for business performance review, trading and sales performance management and provided single source of truth sales reporting

• Sales Strategy and Planning Manager, SMB

  • Jun 2016 - Dec 2019

  Responsible for developing, analysing and optimising go to market strategy for Fleet sales team to grow revenue market share and EBITDA.Key responsibilities;• Lead SMB Fleet sales strategy formulation and Annual Operating Plan• Provide market insights and areas of opportunities that will support sales distribution expansion strategy• Provide forecast for all the campaigns and offers to ensure all planning and activities are aligned with targets • Manage the allocation and distribution of targets across the multiple channels, ensuring strategic alignment• Lead the narrative, delivery and design of performance metrics and benchmarking to assist in the running of all sales channels• Support Annual Operating Plan and strategic planning process through quartile and performance management as well as strategic modelling• Provide sound logic behind the creation of incremental sales derived from strategic and tactical initiatives and incentives across all SMB Sales Channels• Proactively highlight any risks and opportunities across all channels on a weekly, monthly and quarterly basis to senior members of the business

• Commercial Manager - Sales commissions and incentives

  • Apr 2013 - Jun 2016

  Responsible for designing and managing the Commission strategy of the SMB sales team, consisting of 400+ front line sales and a Commission budge of $75M.Key responsibilities;• Lead development of the sales commissions strategy; ensuring commercial viability of the commission plans and alignment of all commissions to the Annual Operating Plan• Lead the narrative, delivery and design of performance metrics for incentives• Manage and define the strategy for the allocation and distribution of targets across external and internal sales team in SMB• Responsible for commercial review of budget development and forecasting of commission plan across all SMB sales channel and product lines• Manage forecast of Annual Commission Plan using sales trend analysis to forecast budget spend for approval from senior leadership team• Design monthly performance targets and provide monthly analysis of performance KPI’s and financial management of bonus target• Provide managerial advice to key stakeholders of business performance and recommendations• Assessment of business cases for new sales channel to grow SMB distribution across Australia

• Commercial Credits Manager

  • Nov 2012 - Apr 2013

  Investigate common issues and complains raised by sales and customers on offer credits not being applied on time. Build robust process to eliminate any manual work delaying credit batching process, work with marketing to build automated credit bolt-on and simple upload solution. Analyse main drivers of corrective credits and identified order processing error to be addressed. Work with sales trainers to focus on problem areas, re-train and communicate correct processes to frontline sales and processing teams.Establish automated reporting to manage and identify any tactical credits to match in market offers and eliminate any duplicated credits or non-eligible credits. Work collaboratively across the business to ensure that a culture exists where credits applied are authorised and appropriate, and to educate, reinforce and drive a culture of governance around credit applications.

• National Channel Operations Manager

  • Mar 2009 - Nov 2012