Head Of Sales and Marketing (AUS/NZ)

• Apr 2020 - Present

Achievements:Retention of the sales team and creating a positive cultureAchieving budgeted sales year on yearDelivering growth in identified marketsExpansion of the portfolio from East Coast to National and NZLeadership: Leads a team of sales and marketing individuals. Responsible in setting up sales matrix - sales targets, enabling sales improvementsSetting up KPI, development and growth plans for individualsCreating a positive culture that grows individuals Delivery :Responsible for the P& L- delivering on budgets and profits , identifying cost efficiencies to deliver on managing cost lines.Responsible for the forecasting and deliverance of overall budgets and team results month on monthPortfolio growth across Australia and NZStrategy: Responsible for the overall sales, marketing and account management strategy for the Australia and NZ markets.Implement the Sales and Marketing Plan collaborating with various stakeholders within the business to achieve the KPI of the businessOpportunities: Identify channels to provide long term growth and profit. Working with large clients on potential opportunities within Australia and NZ. Working with various internal stakeholders within the large clients' organisation to identify how best the solution can support each of them.Negotiating contracts- achieve win win approach for both partiesManaging Supplier Level Agreements- Ensure the client relationship management is maintained in the long term while achieving the client framework of KPI's Analytics: Usage of sales analytics to identify the market and trendsWork on the SWOT based on the sales anayltics and focus on delivering key resultsIdentify areas where the business can focus on in order to achieve the competitive advantageMarketing: Drive marketing campaigns collaborating with the marketing managerUse of analytics to identify the markets where campaigns need to be focused onConducting marketing analysis on the profitable industries

National Sales and Marketing Manager- Australlia/NZ

• Jan 2018 - Apr 2020

National Sales Manager- Premium Scenting

• Jan 2017 - Dec 2017

State Sales Manager

• Oct 2015 - Dec 2016

• To drive sales teams to achieve budgeted sales each month• To achieve portfolio growth through selling into existing and new clients• Involved in the recruitment, induction and continuous coaching process• To support team through 1-2-1 coaching and in field training• Engage in submitting large tenders and bids• Identify resource requirements and assigned to sales staff through proper coordination• Analyse the sales capability reports – work on strengths and areas of enhancements• Map potential opportunities • Selling into large accounts and constantly looking at building strategic partnerships• Maintain and improve relationships with current clients• Focus on the individual sales colleague growth • Implementing sales colleague recognition programmes• Reviewing Daily Sales Performance Packs (Sydney); Activities versus pipeline and conversion, Productivity• Reviewing Sales Packs ; Profit margins, Number of product lines, Profitable product lines, Average selling prices, monitor year on year performance, Profitability of individuals

National Sales Training Manager Australia

• Jun 2012 - Sep 2015

• Responsible for Coaching and Development of the Sales team • Achieves sales training operational objectives and informing recommendations and strategic plans • Identify various market segments and deep dive into identifying behaviours and needs • Motivating consultants, customer managers to achieve their monthly sales budget and client retention rate by providing continuous training • Preparing and completing action plans; implementing, productivity, quality, and customer-service standards; • Resolving problems; completing field audits; identifying trends; determining sales training system improvements; implementing change • Focus on consultative selling process : solution selling, negotiation • Reviewing Daily Sales Performance Packs (Nationally); Activities versus pipeline and conversion, Productivity • Reviewing Sales Packs ; Profit margins, Number of product lines, Profitable product lines, Average selling prices, Monitor year on year performance, Profitability of individuals • Work closely with the Operations Director for Australia, Head of Sales Operations, State Business Managers and Sales Managers to achieve budgeted contract and revenue sales for states responsible • Develop and organise training manuals, multimedia tools and other training materials

Territory Manager North Island

• Jan 2011 - Jun 2012

• Responsible for delivering large/key account sales at a regional and national level • The achievement of high personal contract sales per month in a key designated sales area• The achievement of budgeted contract sales per month in all sales areas as per annual forecasted budget for the two regions responsible• Selling new products into new markets• Upselling and cross selling into existing large client accounts• Ensuring the regional targets are met by the coaching of team colleagues • Provide in field training and classroom training for new or retrained colleagues including time management resulting in sales for the colleague and pipeline additions• Working closely with the regional manager to ensure team training needs are identified, action plans and training recommendations are developed• Identify and develop cross divisional sales leads, networking and external stakeholders• Operate within the budgeted sales operating costs and budgets• Update and maintain the forecast packs with the regional manager on a monthly basis• Assist with the recruitment and selection of sales personnel

Consultant

• Mar 2008 - Jan 2011

• Responsible for delivering large/key account sales at a regional and national level • The achievement of high personal contract sales per month in a key designated sales area• The achievement of budgeted contract sales per month in all sales areas as per annual forecasted budget for the two regions responsible• Selling new products into new markets• Upselling and cross selling into existing large client accounts• Ensuring the regional targets are met by the coaching of team colleagues • Provide in field training and classroom training for new or retrained colleagues including time management resulting in sales for the colleague and pipeline additions• Working closely with the regional manager to ensure team training needs are identified, action plans and training recommendations are developed• Identify and develop cross divisional sales leads, networking and external stakeholders• Operate within the budgeted sales operating costs and budgets• Update and maintain the forecast packs with the regional manager on a monthly basis• Assist with the recruitment and selection of sales personnel