Experience

Herbs of Gold

• Australia
• Alternative Medicine
• 1 - 100 Employee

• CEO Herbs of Gold ANZ

  • Feb 2023 - Present



Vita Life Sciences

• Australia
• Wellness and Fitness Services
• 1 - 100 Employee

• Global Sales Director

  • Jan 2020 - Feb 2023



Blackmores Group

• Australia
• Wellness and Fitness Services
• 500 - 600 Employee

• Head of Export Sales

  • Aug 2017 - Jan 2020

  • Establish direct business relation and partnership with Export customers to maximize growing cross- border ecommerce in China • Develop and execute sales strategies to maximize Blackmore's sales & profits• Identify and develop go to market strategies for new markets • Implementation of Blackmore's commercial & pricing strategy• Strong understanding of competitor set and develop strategies to defend and grow market share • Develop and implement customized marketing, trade marketing & new product plans • Create a digital marketing solution incorporating platforms such as We Chat and social media• Formulate pricing & promotional plans • Ensure operational efficiencies through accurate demand forecasting and stock allocation • Strong understanding of Chinese regulations and develop appropriate strategies Show less

• National Strategy and Growth Manager

  • Jul 2015 - Aug 2017

  RESPONSIBILITIES•Develop and execute a long term and sustainable business strategy for China FTZ•Deliver profitable sales results•Develop and maintain key retail relationships•Achieve business objectives, sales and profit targets•Deliver into new and emerging channels•Drive product innovation into the FTZ

• NSW State Manager

  • Apr 2014 - Jul 2015

  ACHIEVEMENTS2015 Awards/Results:Integrity Award - Living the valuesCEO Award - Performance AwardCEO Scholarship award - Harvard Business School State of the Year - NSW (first time in 13 years for NSW) Financial year results - 169% to Invoiced sales budget and 160% to GP budget RESPONSIBILITIES•Achieve ex-factory net sales and margin contribution target•Achieve category share targets in Pharmacy and Grocery•Manage a team of direct reports of over 20 people including Customer Business Managers, Customer Merchandisers, State Account Executive and State Sales Coordinator•Business unit expense management•Management of trade spend (including case deal, co-op and other rebates) within account guidelines•Manage accruals, claims and rebates in conjunction with finance•Implement effective trading term management process across state account portfolio•Conduct quarterly financial review by account portfolio within agreed guidelines and propose commercial improvements•Plan annually and review quarterly appropriate service levels and coverage across the state including planned & unplanned leave•Embed Sales Process - Quality Call with all team members•Achieve target Monthly Selling and merchandising objectives •Achieve State Operating Plan targets •Develop annual state operating business plan •Embed sales training•Write monthly board report articulating achievement of objectives and action plan for incremental activity. Show less

• Business Development Manager Asia

  • Oct 2011 - Apr 2014

  PRODUCT INNOVATION RESPONSIBILITIES •Developing innovation strategies for Asia with a rolling 24 month pipeline•Achieving global new product sales target •Post campaign analysis •Ensuring the latest ingredient and technological trends within the industry are applied•Developing key relationships with cross-functional teams, suppliers, manufacturers and retailers •Project management from idea generation through to executionACHIEVEMENTS•Project manager for the successful launch into China with 27 new SKUs•Developed innovative products which included new formulas and delivery formats to Blackmores•Developed Inner Beauty strategy for Asia including Collagen Shot launch •Developed rolling 36 month pipeline for Asian marketsNEW MARKETS RESPONSIBILITIES •Developing and delivering strategic framework for international expansion •New market assessment and prioritisation•Execution/set-up of market entry•New market launch and on-going support •Negotiating contracts with key stakeholders•Project management of entire process from development through to execution •Developing sales and marketing strategies to build brand awarenessACHIEVEMENTS•Successful launch into the China market in July 2012•Successful in distribution partner selection, regulatory, products, legal and financial •New market opportunities assessed and progressed in Indonesia, Cambodia, Vietnam and Myanmar•Provided comprehensive business plans for Cambodia, Vietnam, Indonesia and Myanmar •Provided market entry approaches and partners with clear supported recommendations•Managed product selection and registration process Show less

• Channel Manager Pharmacy

  • Aug 2010 - Sep 2011

  RESPONSIBILITIES •Developing appropriate channel strategy for the pharmacy channel •Developing appropriate customer strategy for account management implementation•Developing & executing channel marketing tactics •Shelf activation & space management, product assortment, merchandising and off location strategy•Pricing and promotions •Driving customer and shopper understanding•Leading channel planning and forecasting process •Initiating channel marketing product opportunitiesACHIEVEMENTS•Key player in developing and executing the channel differentiation strategy •Successful development and execution of consumer and trade promotions•Provided key category insights which lead to new product launches •Developed and implemented the range rationalisation project•Led the Go to Market pricing and promotions strategy•Setting up a Key Opinion leader group of pharmacists for key insights•Key player in producing the strategy for a unique Pharmacy channel range of products Show less

• 3 MONTH SECONDMENT TO ASIA

  • May 2010 - Aug 2010

  RESPONSIBILITIES •The objective of my 3 month secondment was to ensure the successful expansion plan in Hong Kong•Working closely with the Hong Kong Key Account Manager and Director of Asia •Ensuring the market has products suitable for long term growth•Developing agreed sales and marketing plans, budgets and timetables •Ensuring Blackmores “best practices” are implemented •Planning for sustainable business growth in Hong Kong•Investigating new channel opportunities and assessing the commercial viability •Clearly developing the channels KPI’s and account priorities and developing go to market strategies •Rolling out training and in store execution•Financial reporting for the Hong Kong businessACHIEVEMENTS•Successfully achieved expansion into 4 new channels in the Hong Kong market •Developed a sustainable long term business model for the market •2 consecutive months of all time record sales with June being the highest sales month in 15 years•Expanded the team by employing new staff members•Developed strong retailer relationships in a short period Show less

• Account Executive

  • Jul 2009 - Apr 2010

  RESPONSIBILITIES •Developing strong retailer relationships that help achieve business objectives•Ensuring that promotional programmes are aligned to meet strategic account and channel objectives•Evaluating promotional results, interpreting outputs and recommending any corrective action•Measuring price elasticity of promoted products, maximising returns on trade spend investment•Developing a range of promotional concepts to drive sales within the challenges of each specific account •Managing compliance to trading terms and promotions •Analysing quarterly ex-factory and retail sales data and identifying sales, share and profit opportunities•Managing the financial modelling of co-op expenditure and driving efficiencies and profitability•Understanding the impact of trading terms and promotional discounts on profitabilityACHIEVEMENTS•Exceeded budget by 10%•Achieved profit target•Implemented new and successful promotional plans•Ensured maximum return on trade spend investment •Successfully negotiated new and improved trading terms •Ensured Area Managers were executing promotional plans at store level Show less

• Retailer Insights Executive

  • Sep 2008 - Jul 2009

  RESPONSIBILITIES •Key research projects aimed at better understanding the retail environment•Collect, collate and disseminate feedback from the field, sales and marketing teams on competitor, retailer and industry trends •Produce competitor update •Act as sales and marketing interface to ensure retailer insights are incorporated into business strategies •Participate in channel planning and help develop appropriate strategies aimed at delivering sustainable and profitable growth for the future – insightful analysis of channels and development of strategies that are implemented•Develop retailer engagement tools which incorporate category, retailer, shopper and product insight/knowledge such as product specific trade presenters and selling tools for area managers •Simplify and align the current deal structures, channel, banner and Rep dealsACHIEVEMENTS•Ensured regular competitor activity was communicated to the sales and marketing teams with suggested counter strategies •Developed strong retailer relationships that enabled strong insights to be obtained •Was part of the project team that developed the Blackmores Retailer website•Contributed and helped implement the product segmentation project •Designed new trade presenters and sales tools such as profit calculators to assist the area managers Show less

• Area Manager

  • Sep 2006 - Sep 2008

  ACHIEVEMENTS•Managed the largest territory Nationally with a monthly budget of over $500k•Exceeded sales targets on a regular basis and achieved over and above growth from key accounts•Developed strong retailer relationships that enabled execution at store level•Led trading term negotiations with key accounts•Developed Business Plans for the territory •Developed successful promotional programmes to suit the needs of the differing retailer dynamics•Managed pharmacy groups within the state Show less



Cat Media

• Business Development Manager

  • Dec 2003 - Sep 2006

  ACHIEVEMENTS•Managed National key accounts including major pharmacy groups/chains •Achieved and exceeded sales targets over a 3 year period •Negotiated, implemented and enforced individual trading term agreements •Increased distribution points•Training – Both individual accounts and large pharmacy groups including which included planning, organising and implementing of training seminars for 100+ groups•Developed and implemented in-store promotions, catalogue promotions and staff incentives•Merchandised relays, product dual location, counter unit and gondola end displays•Window implementation of full planograms Show less

• State Account Manager

  • Jun 2002 - Dec 2003

  ACHIEVEMENTS•Sold in new products/ranges into Pharmacies and Health Food Retailers•Managed key accounts in Queensland•Established products into several new pharmaceutical retail chains •Assisted in go to market strategies on many new lines •Managed trade show stands •General account management including invoicing, reporting and promotional planning •Ensured QLD state was the fastest growing state in 2002-2003 and awarded State of the year 2003•Conducted interviews for new sales roles•Trained new staff on product knowledge and responsible for in house training on company data base Show less