Melbourne, Victoria, Australia
I am a results-driven business leader with extensive experience in leading effective National Sales Teams within the contract manufacturing, textile and wholesale distribution industries. I have a deep understanding of commercial management and expertise in Sales / Operations management with a strong focus on personal development of my Teams to enable engagement of stakeholders all levels - thereby driving service excellence. I support all my Teams by accompanying them on face-to-face meetings with Tier One accounts on routine visits, product launches and NPD presentations. We approach our offer with a well-structured Category Captaincy mindset. I am adept at navigating complex business landscapes and overseeing the full product lifecycle from concept to completion, therein optimizing processes and enhancing profitability. I thrive in a challenging environment that demands action, innovation and an entrepreneurial mindset. I am an excellent mentor, communicator and motivator, with a focused and measured outcomes-based approach. By fostering a high-performance environment and leading from the front as a hands-on playing captain, I am always willing to roll up my sleeves and walk the extra mile to get the job done!
As Head of Sales Contract Manufacturing at Natural Beauty Care Group, leadership and strategic thinking have been the keystones of our Team's success in navigating the beauty industry's dynamic landscape. Our focus on customer service has fostered growth and enduring client relationships. My mission has been to innovate and maintain a high standard of quality and service through changing market conditions. The organisation has flourished under my direction, with a clear commitment to outcome-based execution and stakeholder management. Our Team's entrepreneurial drive and adaptability has laid a firm foundation for achievement of sales and profit targets. By nurturing an environment underpinned by innovation, we ensure every customer interaction resonates with relevance and excellence, solidifying our position in the topical skincare market. • Directed the Contract Manufacturing Sales Team to drive sales growth and client satisfaction. • Developed quantitative improvement sales plans to enhance revenue generation. • Managed and approved all Costing and Production Quotes for new products. • Administered Supply Agreements, Tenders, and Contracts to ensure smooth operations. • Close liaison with the Procurement Team to ensure smooth transition in meeting production schedules. • Managed complex Stage&Gate NPD process across 150 projects at any given time. • Manged the re-design of the Company website. • Monthly Board reporting
Engaged in contract manufacturing of therapeutic and non-therapeutic topical skincare products, this fourth generation 100 year old family-owned business is TGA licensed, FDA approved and serves established high profile multinational brands on a B2B basis as well as direct supply into FMCG. Reporting to the MD my role entailed leading the Sales Team comprising of Contract Manufacturing and Retail Teams. I was tasked with securing existing major Grocery private label products, to build up the B2B contract manufacturing clientele. I was to ensure that all new briefs were commercially viable and complied with strict TGA compliance requirements. The ensuing Covid-19 period proved to be uncharted territory and we are extremely proud to have built the business extensively over this period. Responsibilities • Directed Retail and Contract Sales Teams to meet aggressive sales targets, resulting in increased revenue. • Managed forecast, DIFOT KPIs. • Led SOP and NPD project management through cross functional collaboration with R&D, QA, Procurement and Production departments to ensure that all business priorities were met and delivered on time. • Administered Supply Agreements contracts and maintained expense budgets effectively. Achievements • Developed pipeline for FY 22 to exceed PY sales by 25% • Established 50% of FY 23 budget in confirmed orders when exiting end of Q1 • Recovery of long outstanding contract exit monies from major Grocery account circa $100K • Represented the company at Industry Forum in conjunction with DFAT and VIC Govt engaging China to cease animal testing on cosmetic imported products and to accept TGA GMP to replace existing standards. • Won Aldi Peoples' Picks award for Ombra 100ml Everyday Sunscreen. • Won key contract with Australia's #1 Sunscreen brand across multiple products.
ED Oates a subsidiary of GUD Holdings, a public listed company, engaged in wholesale distribution of Australia’s first choice in cleaning tools for over 80 years, employs 150 people and presides over a true national footprint with a customer base including FMCG, major Hardware, Commercial Distributors as well as a strong State Independent representation. Responsibilities: Reporting directly to the CEO, responsibilities include; directing the National Account business Team to meet sales and profit targets, developing strategy and direct business priorities. To supervise product development, manage and authorise pricing, department expense budgets, co-op expenditure and trading terms; compose monthly business review, to represent Head Office Sales for IT and Operational matters and manage the Victorian Customer Service Team. Achievements: • Lead the industry leading National Accounts Sales Team and Customer Care Team. • Delivered compound annual growth ranging between 14.5% and 4.5% at major Grocery and Hardware accounts over six-year tenure. • Identified excessive advertising and promotional overspend, developed a budget control system for approval & expenditure justification that 100% eradicated overspend. • Spearheaded initiative to recognise market transition away from Brands to “Private Label” by securing significant own brand business with major Grocery accounts that sustained revenue and maintained company volume. • Introduced merchandising brokerage program at a major hardware retailer resulting in significant uplift in revenue and key KPI metric uplift in service levels. • Key member of the integration Team responsible for transitioning business operations to new owners in 2018
A joint venture involving the Lew Group and Melbourne based, Simon de Winter is engaged in the design, import and distribution of lingerie and legwear fashion items. Product is sourced in Korea, China and the USA and is imported and distributed to key major retailers within Australia, New Zealand, and USA. Responsibilities: A member of the senior executive Team reporting to the GM; responsible for providing leadership to all aspects of planning including operation, direction, inventory, budgets forecasts and personnel to maximise sales revenue, profit potential and growth. Achievements: • To lead the Operations and Customer Service Teams. • Built detailed production planning tool from scratch to drive supply chain and replenishment to unprecedented levels of service excellence. • Reduced operating inventory by circa 50% thereby eliminating excess stocks in favour of an efficient demand planning regime. • Modernized reporting from cumbersome DOS based systems to providing clear and concise metrics in simple and effective formats through exceptionally high skills in data manipulation. • Assisted in transitioning and coaching of Division staff with implementation of new ERP system (MS Dynamics) establishing a broader base of high end users. • Established effective third party logistics solution in NZ for whole of business.
Playgro a subsidiary of the Lew Group, is engaged in the development, import and distribution of baby goods. The primary focus being infant development toys and feeding items sourced from China and distributed to key major chains within Australia and Europe. Responsibilities: Reporting to the CEO, responsible for providing leadership to all aspects of planning including operation, direction, inventory, budgets forecasts and personnel to maximise sales revenue, profit potential and growth. Achievements: • Lead the Operations and Customer Care Team • Developed a comprehensive 18 month rolling business plan which would reshape the business in a positive trajectory. • Built a detailed forecasting tool to drive supply chain and replenishment. • Reduced operating inventory by 40% exiting unwanted inventory and substantially improve stock turns. • Provided $25K saving on pallet expense. • Key member of implementation team for new ERP platform (MS Dynamics)