Experience

Level Five

• Australia
• Professional Training and Coaching
• 1 - 100 Employee

• Managing Partner

  • Aug 2007 - Present

  Founded specialist sales performance improvement business. Have consulted to more than 100 companies from start ups to Fortune 500 members and measurably improved their sales results. I can Identify and understand the sales call and conversation detail that most can't. I work only with companies that are genuinely serious about improving. I am measurement focused and results accountable. How much revenue are you losing from simple sales mistakes today? Give me a few days in your sales business at my expense and I will identify ways to start to ramp up your sales results as soon as tomorrow. Show less



Huthwaite

• China
• Construction

• Sales Director Australasia

  • Sep 2004 - Aug 2007

  Foundation team member and eventual Sales Director Australasia. Huthwaite was a sales training start up founded by the dynamic team of James Fennessy and Ian Burns. The business distributed licensed sales training and improvement materials to Asia Pacific's leading sales organisations; the sales improvement IP was designed and developed by Huthwaite Inc. and emanated from the groundbreaking work of Neil Rackham and marketed under the brand of SPIN Selling. Foundation team member and eventual Sales Director Australasia. Huthwaite was a sales training start up founded by the dynamic team of James Fennessy and Ian Burns. The business distributed licensed sales training and improvement materials to Asia Pacific's leading sales organisations; the sales improvement IP was designed and developed by Huthwaite Inc. and emanated from the groundbreaking work of Neil Rackham and marketed under the brand of SPIN Selling.



LJ Hooker

• Australia
• Real Estate
• 700 & Above Employee

• Managing Director

  • Jan 2002 - Aug 2004

  Owner and Managing Director of LJ Hooker franchise based in southern bayside Melbourne location. Grew business from team of 1 Sales Consultant to 8 and significantly grew PM rent roll. Opened second office and achieved national L J Hooker recognition in the form of awards for business growth and marketing excellence and innovation. The business was sold to a major direct competitor under difficult circumstances resulting from the conduct of a key employee. Owner and Managing Director of LJ Hooker franchise based in southern bayside Melbourne location. Grew business from team of 1 Sales Consultant to 8 and significantly grew PM rent roll. Opened second office and achieved national L J Hooker recognition in the form of awards for business growth and marketing excellence and innovation. The business was sold to a major direct competitor under difficult circumstances resulting from the conduct of a key employee.



Air New Zealand

• New Zealand
• Airlines and Aviation
• 700 & Above Employee

• Global Direct Sales Manager

  • Dec 2000 - Dec 2001

  Appointed to position of Global Direct Sales Manager on acquisition of Ansett Australia by Air New Zealand. One of few senior Ansett Managers selected to transition to the Air New Zealand senior leadership team. Made significant contribution to Air New Zealand direct sales strategy development and execution. Exited Air New Zealand after corporate sales strategic plan developed and execution was transitioned and underway across Australia, New Zealand and the broader Pacific. Appointed to position of Global Direct Sales Manager on acquisition of Ansett Australia by Air New Zealand. One of few senior Ansett Managers selected to transition to the Air New Zealand senior leadership team. Made significant contribution to Air New Zealand direct sales strategy development and execution. Exited Air New Zealand after corporate sales strategic plan developed and execution was transitioned and underway across Australia, New Zealand and the broader Pacific.



ansett Australia

• Airlines and Aviation

• General Manager - Business Sales & Marketing

  • Feb 1997 - Nov 2000

  Joined Ansett Australia as National Sales Manager - Commercial. Responsible for corporate market sales strategy and execution through regionally based team of Sales Directors, Business Development Managers and Account Managers. Responsible for business to business market planning, company wide sales force assessment, sales and marketing organisation restructure, sales automation, sales strategy, execution and skill development, sales management systems and skills, sales remuneration and incentives. Show less



Qantas Airways

• Airlines and Aviation
• 1 - 100 Employee

• Manager - Business Client Development

  • Sep 1993 - Jan 1997

  Joined Qantas Airways as Business Development Manager focused on acquisition of major corporate accounts from Qantas' key competitor. Responsible for targeting, prospecting, pitching and winning major corporate accounts. Successfully developed and executed acquisition strategy resulting in new corporate account revenues of $100 million to Qantas over 3 years, resulting in my recruitment to Ansett. Joined Qantas Airways as Business Development Manager focused on acquisition of major corporate accounts from Qantas' key competitor. Responsible for targeting, prospecting, pitching and winning major corporate accounts. Successfully developed and executed acquisition strategy resulting in new corporate account revenues of $100 million to Qantas over 3 years, resulting in my recruitment to Ansett.



Woodards Real Estate

• Australia
• Real Estate
• 100 - 200 Employee

• Sales Consultant

  • Feb 1991 - Aug 1993

  Began real estate career as Sales Consultant with Blackburn & Lockwood. Achieved I consider the most important of these to be the "Bruce Lockwood Award" - Awarded by Blackburn & Lockwood 1990 - Company's top performer in sales and total transactions for that year. The company had 32 offices and a sales team of 95. Joined Woodards to develop career in organisation with stronger business direction and superior brand position, led by the charismatic Richard Jellis as Sales Direcor and the (late) great Chairman Neale Burgess. Achieved Sales Person of the Year at Woodards in year 2, 1993. for the highest number of listings and sales for the year. The company had seven offices and 35 sales staff and was Melbourne's leading privately owned estate agency. The Woodards organisation was the foundation for the business which is now known as Jellis Craig, Show less



Civil Aviation Authority

• United Kingdom
• Airlines and Aviation
• 700 & Above Employee

• Air Traffic Controller

  • Jan 1981 - Jan 1991

  Aiir Traffic Controller in a variety of roles. Aiir Traffic Controller in a variety of roles.