Commercial Manager at Orica
August 2010 - September 2011
Overall leadership and management of the commercial team in the dairy and F&B segments of Orica's Process Cleaning Technologies (PCT) division, with full EBIT responsibility for a $60 M per annum revenue budget.
o Developed and implemented effective strategies, tactics and business plans to grow revenue, profits and market share in the Dairy and F&B markets.
o Achieved above budget growth in a recessionary climate.
o Developed and implemented sound enterprise level relationship/account management framework for retaining and growing key customers.
o Ensured contract rollover for Orica's single largest client through building effective relationship roadmap and framework..
o Led, coached and developed team to improved performance and results.
o Reviewed and improved systems and processes to create efficiencies and cost reduction.
o Reviewed and modified service levels to ensure client profitability.
o Led all major business development activities, including project managing all major tenders.
o Won the single largest national F&B tender worth over $6M.
o Ensured the team was compliant with and pro-actively contributing to company SH&E standards and programmes
o Leveraged internal R&D in the development of efficient product development (NPD) process, resulting in reduction of commercialisation/market roll out time and cost.
o Represented PCT division on Orica Management Team.
o Assisted PCT Business Manager leverage NZ best practice in Australia and South America markets.
Business Coach at 10X Kaipara Rodney
2010 - 2010
Business development, sales, marketing and delivery of coaching to SMEs in the Rodney-Kaipara region of Auckland working with clients of Accountancy Practise Baldry & Sanford.
National Sales and Marketing Manager at LeasePlan
October 2007 - August 2009
o Overall national sales and marketing leadership.
o Strategy formulation and implementation.
o Achieved 800 % growth in new units (2008).
o Coaching, training and performance improvement.
o Key stakeholder relationship management.
o Established brand leadership in competitive market.
o Responsible for advertising, media planning, events and promotions.
o Developed effective Internal and external communications.
o Responsible for new product development and market launch.
o Market Intelligence and analysis.
o Website development and optimisation.
o Developed effective end-to-end sales and CRM process.
o Responsible for Trans-Tasman business coordination.
Sales Manager at OfficeMax
November 2005 - September 2007
o Sales and territory management with full bottom-line responsibility.
o Led, coached and managed a team of sales, category specialists, and service delivery professionals.
o Achieved above budget results and a growth of 20 per cent over previous year.
o Led the strategic bid preparation and presentation process to for all major tenders.
o Responsible for retention and new business development.
o Developed and implemented effective sales strategies to optimise growth and market share.
o Responsible for team building, coaching, training of sales team to improve performance and results..
o Developed and maintained strategic relationships with key
customers, service providers and suppliers.
Key Account Manager at New Zealand Post
September 2004 - October 2005
Responsible for developing and maintaining strategic enterprise relationships with a portfolio of key corporate and government clients with total annual revenue of over $ 20 million.
o Responsible for growing revenue through effective representation of NZ Post group's collective capabilities.
o Exceeded budget/target in all quarters of the financial year.
o Led virtual teams to win, retain and grow business.
o Was appointed resident sales specialist for New Zealand power sector - managed largest power sector accounts.
o Responded to and project managed RFPs to win contracts.
o Won landmark RFP worth $15 M in revenue for iconic New Zealand corporate business.
o Developed comprehensive Client Account Plans to build effective partnerships and drive growth with key clients.
o Responsible for contracts and execution of service implementation.
Business Development Manager at Kiwibank
June 2003 - September 2004
o Responsible for growing Kiwibank's market share for agency services in the Auckland market.
o Facilitated financial transactions between organisations and their customers.
o Signed on 6 new clients in 12 months for a increment of $500K to revenue.
o Managed the account of Kiwibank agency services largest corporate customer in Auckland, Genesis Energy.
o Tripled ebill customers through developing and implementing a joint promotion plan with key customer.
o Developed new services, code named `VOID' for American Express customers.
o Provided customer insight and input to assist marketing division develop new products and services .
o Key Account management and new business development.
o Project management and service implementation.
o Contract negotiations.
Country Manager, Regional Markets Manager at Metromedia Technologies International Inc
May 1996 - December 2002
Developed and implemented national and regional operations for the world's largest Out-of-Home (OOH) advertising company from scratch to market leadership and augmented market development in a region spanning 6 countries of South Asia/Central Asia.
o Overall leadership of company operations with full EBIT responsibility.
o Start-up operations; company registration, setting up of physical office, acquiring all government permits and licenses, appointment of company bankers, auditors, service providers and staffing.
o Responsible for the recruitment, training and management of sales, admin, finance and operations staff.
o Created efficient supply chain and sales channels for products and services,
o Developed and implemented overall sales and marketing strategy to become market leaders within the first 3 years of market entry.
o Provided consultancy services for the design and execution of OOH national and regional advertising and media campaigns.
o Designed and implemented programme of national seminars and workshops to advertising companies, advertisers, media companies, government agencies towards uplifting OOH practices and standards.
o Augmented the regional business interests and growth in adjoining markets, including finding new regional customers for our Bangalore plant in India.
o Developed and implemented business strategies for the region in consultation with regional head office in Brisbane.
General Manager/Account Director at Blazon Advertising
July 1995 - May 1996
o Established company branch office for leading national advertising company, including the hiring, induction training and management of staff.
o Overall management of branch office.
o Account director for several key accounts including the largest national blue chip account.
o Grew business through acquisition of new accounts.
o Led the creative team in the development and execution of advertising campaigns.
o Media planning, brand management, PR, communications and sponsorships.
o Introduced world-class standards/technology in Out-of-Home advertising.
o Government and key stakeholder liaison and coordination.
Management Consultant at MG Associates/Akhtar Associates
February 1991 - July 1995
As part of the world bank financed consultancy team, proposed a new organisational structure related to the former T&T department for our client, the government of Pakistan. This led to the formation of the Pakistan Telecommunications Corporation, considered a major milestone in the country's privatization process.
o Consultancy services were rendered in the areas of Organisation Development and Restructure, Manpower Planning, Performance Evaluation, Salary Systems & Incentives, Labour Relations, Staff Welfare and Tariff.
o Formed joint partnership between MG Associates and M/s Sumitomo Corporation and led the combined team to win the tender for installing 200,000 telephone lines on `Build Lease Transfer' (`BLT') basis.
o As Director and consultant for Akhtar Associates, also rendered consultancy services, coordinated/managed consultancy projects and developed new business contracts in the fields of tourism, recreation, power generation, telecommunications, construction, insurance, and import-export trade.
Program Coordinator at Overseas Economic Cooperation Fund, Japan
August 1988 - February 1991
o Established formal country operations for the OECF ODA (`Official Development Assistance') programme to Pakistan, worth US $ 600 million per annum.
o Set up office/infrastructure/administration staff hire/facilitated signing of relevant protocols with government departments.
o Coordinated and implemented all programme activities.
o Rendered inputs in sector studies, project appraisals, loan evaluations and technical appraisals.
o Assisted the Chief of Mission with loan negotiations and policy dialogue with the government and executing agencies.
o Coordinated and facilitated disbursements, procurement, and project implementations.
o Facilitated post-evaluation reports and analysis.
o Developed and delivered training seminars for executing agencies.
Commercial Pilot & Flight Instructor at General Aviation
1978 - 1987
Piloting charter flights out of Fort Worth Texas and conducting ground and flight instruction for trainee pilots.
Chief Executive at The Upwards Pine
July 2009
Self employed business coach and consultant to SMEs. Currently working with two start-up companies helping them effectively roll out their business operations into the New Zealand market, as well as an ongoing consultancy relationship with an Authorised Financial Adviser (AFA) company, who help Kiwi families acquire financial independence through the development and implementation of holistic and customised financial plans .
I also help export oriented NZ companies scope and qualify market opportunities in the South Asia, Middle East, Central Asia and Southeast Asia regions, where I maintain a strong network of business and government contacts.
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