Candidate of the week: Sales Representative, Victoria

Profile
A results driven Sales leader with production and process driven skills in Business to Business Sales, in manufacturing and advertising with large clients. Strong people management, negotiation and communication skills, combined with well developed business acumen provides a proven track record in sales results as well as challenging operational expectations internally and externally. Proven results in strategy development, client and sales reviews and KPI development and maintenance.

Successful at creating and maintaining a harmonious, effective and productive sales team environment through training, coaching and developing effective sales processes. A highly competent ability to lead sales, production and operational teams to communicate and operate to ensuring a successful result in sales, and profitability by initiating effective and efficient workflow processes.


Career Summary
Complete Print Solution – 2009- 2010
Complete Print Solutions (CPS) is a specialist Print Management company, offering Global print procurement to corporate and government clients. Founded in 1992, the client base is representative of a wide range of industries across Australia and China including fast moving consumer goods, financial services, manufacturing, logistics, pharmaceuticals, FMCG and B2B. In recent times CPS and Linfox created foxprint Solutions, a new initiative from Linfox, the largest privately owned supply chain Solutions Company in the Asia Pacific region. foxprint Solutions were recently awarded the Telstra and Medibank Private print procurement contract.


Operations Manager 2009-2010
This role encompassed all aspects of the business, which included operations, human resources, National Account sales team, finance, IT and the applications development team.
• Introduced induction program for all new employees to ensure a complete and thorough understanding of the organisation, the varied roles within the business and how they function and relate within their own roles.
• Implemented Performance reviews for all employees to ensure that CPS can manage and monitor achievements, ensure goals are met, provide training and coaching in areas of weaknesses, provide encouragement and support in areas of strength.
• Restructured the sales team, to create a high performance culture. This new corporate structure provided a more supportive structure for clients, and for the team. Appropriately change managed by providing coaching, training, and encouragement to each area of the business to ensure effectiveness in achieving and managing over 25 million in production. Performance managed team to ensure a strong technical and sales focused efficient team. Managed job applications, interviewed and employed 12 new recruits to compliment the new efficiencies of team.
• Project managing the implementation of Medibank Private, which included the employment of staff, the creation of systems information, with the applications development team and Key client stakeholders to transfer and import over 350 pallets into the CPS’s technology system and the warehouse. Provided training and created system user manuals for Medibank staff within the allocated 3 month period.


Geon Group – 2008 - 2009
GEON is one of Australia and New Zealand’s leading print and communications businesses. With 26 plants throughout Australia and New Zealand, GEON provides a fully integrated range of services including all aspects of the end to end supply chain for data and content management, design, print, mail, fulfilment, warehousing and direct marketing services.

GEON was formed through the consolidation of some of the more highly regarded print and communication businesses in Australia and New Zealand. GEON Australia Pty Ltd is a subsidiary of GEON Holdings Limited. This company is 100% owned by GEON Group Limited in New Zealand which is 65% owned by Gresham Private Equity.


Customer Relationship Manager 2008-2009
Promoted to this role, which encompassed 3 elements of the business: Strategic business sales, Management of internal customer service team, and implementation of workflow and process improvement initiatives. I was a member of the senior executive committee and managed and mentor 15 direct reports.
• Sales director for GEON’s largest client, AXA. Strategically manage and drive 3 print coordinators. I successfully led and negotiated the renewal of the AXA contract 5 year contract. Value $10m.
• Re engineered the internal customer sales support team, by providing appropriate coaching, training, and encouragement to ensure their effectiveness in achieving and managing 56 million in production. Performance managed team to ensure a strong technical and sales focused efficient team. Interview and employee new recruits to compliment the new efficiencies of team.
• Managed process improvement within the business. Set up key stakeholders to identify and evaluate process improvement initiatives within the business and implement within the Intercompany processes.
• Managed senior account managers with top 20 clients. To ensure retention of client sales, by delivering new process improvement, cost saving initiatives through strategic planning and preparation.
Sales Team Leader 2007 – 2008
Promoted to this role. To improve skills by providing training and coaching to ensure effectiveness within my team.
• Managed and mentored senior account managers to ensure they succeeded in achieving sales budgets as well as managing my own key clients.
• Responsible for developing strategic business plans and ensuring regular meetings and upkeep was maintained for my team.
• Successfully led and negotiated the renewal of the IOOF contract value Approx $8 Million - 3+1 year +1 year contract.


Senior Account Manager 2005 -2007
• Consistently succeeded sales budgets
• Led and strategically managed and implemented process initiatives for key accounts
• Successfully retained and grew existing business YOY increasing revenue for contract style clients at 100%.
• Successfully secured work for all direct mail campaigns for Amcal club, which led to opportunity also produce their Calendar.


PMP Limited 1999 – 2005
The largest integrated media production company in Australia and New Zealand, with operations in digital pre media, printing, distribution and demographic and micro marketing. PMP Limited is an ASX top 200 company.
PMP Print currently competes in a market struggling with excess capacity, resulting in a very competitive environment with declining profits industry wide.


Major Accounts Manager- Retail 2003 - 2005
Managed blue chip Major Accounts in the Retail Sector, primarily catalogue printing.
• Led all high level contract negotiations with my clients
• Achieved client retention rates of 100%. This was achieved by rolling over existing contracts. Managed clients to prevent clients going to market.
• Consistently exceeded Sales targets year on year. Closely serviced accounts and expanded this to a large network of contacts
• Successfully secured a number of major retail contracts including Sigma/ Amcal Pharmacy Group and Mitre 10


Senior Account Manager- Telstra PMU
A integral part of the Print management Unit situated within Telstra site.
Open and established new areas within the marketing print procurement areas of Telstra. Managed the production of the Telstra Annual reviews and reports. • Increased revenue
• Increased cost to serve within the business unit
• Increase productivity and training initiatives
• Ensured professionalism, trust and confidence in producing yearly Telstra Annual reviews.

Envelope Specialists
Envelope Specialists are manufacturers and printers of envelopes, a national company with five offices throughout Australia.


Business Development Manager 1997 - 1999
• Established new client base in Agencies through cold calling
• Increased sales revenue from $84,000 to $ 800,000 per annum
• Increased customer base from 16 clients to 86 clients


Business Owner – The Gift Collection
The Gift Collection is a discount store and tobacconist. It was the first of its kind. The first discount store offering gifts and day to day items are reduced costs. This model was copied by The Reject shop & The 2 dollar shop into multiple duplications.
• Built the business from one store to five stores before selling
• Built strong relationships with overseas buyers to increase profitability.
• Increased customer volume and profit by applying and receiving a food licence to sell packaged food products.



Tertiary Education
Associate Diploma of Arts (Professional Writing course) Holmesglen college 2001


Professional Development
Strategic Account Management & Negotiation workshop Gordian Business 2004
Presentation skills workshop Vivid Communications 2006


References
Provided upon request


Email:  atothev66@gmail.com