Experience

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  Seiko Epson Corporation

  • Melbourne, Victoria, Australia

  • Sales Manager

    • Oct 2021 - Present
    • Melbourne, Victoria, Australia

    Financial Responsibility - $1m - Customers 1000+ResponsibilitiesAs the Sales Manager , I am responsible for the dedicated management of new business in Victoria across the Corporate Tiers 1,2 and 3, Commercial, Government and Education sectors. The portfolio being Office Printers, Multi-Functional Devices, Scanners, Projectors and Wide Format CAD Printers. Drive Epson to achieve business growth in their customer base across these sectors.The day-to-day duties include: formulation and implementation of short and long term business palns e.g. identifying and converting new business opportunities: providing needs-based and consultative selling to help customers achieve their business goals by focussing on sustainability, reducing power consumption, CO2 emissions, our carbon footprint and achieving zero landfill waste.My favourite part of this role was to set up the Epson direct corporate sales team in Victoria, winnng business against more established players and helping customers achieve their sustainability targets. This requires me to pitch innovative technology solutions and I am really enjoying my time here, as the role is greatly developing my passion and skills for delivering sustainable office printing solutions to the market and helping to combat global warming and climate change in creating a greener planet.

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  Machines Plus

  • Melbourne, Victoria, Australia

  • Sales & Operations Manager + Business Advisor (Consulting)

    • Jun 2020 - Sep 2021
    • Melbourne, Victoria, Australia

    Financial Responsibility - $1.2M. Dotted Line Reports - 4 Customers - 100+ResponsibilitiesAs the sales and operations manager, I primarily focus on the company's strategic performance, specifically creating customise revenue growth, brand development and B2B marketing strategies that make a measurable difference to both company and client performance.I develop, lead and champion business-critical projects, oversee output, P&L, customer acquisition and the sales funnel process to ensure the sustainability of Machines Plus.One of my favourite parts of this role has been actively contributing to the internal culture and mentoring the technical and admin employees in sales. The flow -on effect of this specific work has now seen technical and admin staff significantly contributing to equipment, consumable, supplies and services sales.

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  Ricoh Australia

  • Melbourne, Victoria, Australia

  • National Sales and Channel Manager - Wholesale (Australia & Pacific Ring)

    • Oct 2015 - May 2020
    • Melbourne, Victoria, Australia

    Financial Responsibility - $5M Dotted Line Reports - 3 Customers 50+ResponsibilitiesAs the national sales and channel manager, I worked closely with the wholesale team to expand relationships with key resellers and national dealers. My primary focus being to increase wholesale prospects by influencing and educating the dealers and their customers on the value add and the benefits of a total production solution.I was responsible for achieving company sales, profitability and partner recruitment objectives by supporting our customers and channel partners to achieve individual business goals through education and capability.The role commanded an extremely high level of customer service and stakeholder engagement. It required me to play a broad leadership role in the sales team by driving a high-performance culture to ensure profitable and sustained growth in line with business objectives and goals.Achievements & OutcomesDeveloped the national wholesale production solutions strategy, taking this from concept to international board approval and implementation, seeing dealers purchase consumables and parts from Ricoh for the first time in 2 years.Through ongoing coaching and support delivered an incremental $3.7M in sales and service revenue to Ricoh by increasing dealers who sold production by 70% vs a target of 30% within a year.Increased client's revenue from $0 to an average of $72K per year by placing a new production device and upskilling dealer technicians to deliver a premium service allowing dealers to charge a premium service click rate.Overachieved my sales budget four consecutive years (2016,2017, 2018 and 2019) and was formally recognised by the MD and executive team in the form of a directors award for my commitment and contribution.Grew the international business by 60% vs a target of 20% in 24 months. Contributing $1.6M in incremental sales and service revenue (across an average three-year agreement)

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  Lanier now part of Ricoh Australia

  • Melbourne, Victoria, Australia

  • Sales & Business Development Manager - New Business

    • Jul 2011 - Sep 2015
    • Melbourne, Victoria, Australia

    Financial Responsibility - $3.5M Dotted Line Reports - 10 customers - 100+ResponsibilitiesAs the sales and business development manager, I was responsible for the dedicated management of new business and ongoing administration of signed clients across the corporate, commercial, government and education sectors.Not too dissimilar to the above role day-to-day duties included formulation and implementation of short and long-term business plans e.g. identifying and converting new business opportunities providing specialist knowledge, needs-based and consultative selling to help customers achieve their business goals.My favourite part of this role was taht Lanier wasn't recognised as a serious player in production print solutions, which required me to pitch innovative technology solutions as we couldn't compete on price. I'm incredibly grateful for my time here, as the role greatly developed my sales ability and persuasiveness.Achievement & OutcomesDrove an incremental $2M of revenue within the first 12 months achieving 100% of my new business target and delivered a profit margin of 25% vs a company KPI of 10%.Delivered a total of $16M in incremental sales revenue through product solutions and new service revenue within three years.Secured Lanier as the preferred supplier for our largest education client by pitching an innovative and compelling tender ensuring $4M in revenue to Lanier across a three year agreement.The tender-Saved staff 750-man hours of admin a week-Delivered $1.5M via a new income stream-Supported 30+ students per year to obtain a Creative Design qualificationNB: Ricoh Australia acquired Lanier Australia from the regional parent company Ricoh Asia Pacific in 2014 and the two companies merged. My role transferred to Ricoh Australia and I was promoted to the national sales & channel manager

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  Fujifilm Graphic Systems

  • London, England, United Kingdom and Melbourne Victoria Australia

  • Additional Experience

    • Sep 1978 - Jun 2011
    • London, England, United Kingdom and Melbourne Victoria Australia

    Various Prior to 2011. I held sales and national account manager positions at Xerox and Fuji Xerox (now knwn as Fuji Film) across Australia and the UK & Europe. I have also worked within the finance industry at Barclays Bank as a senior security and foreign exchange manager, managing trading functions to meet corporate financial goals