Andy Sutherland Email and Phone Number
Leading a 25-year corporate career in the services, print, IT, software and telecommunications industries, I displayed a combination of grit and resilience when I ventured into this industry. Fuelled by my passion for technology and making a positive difference in the community, I established reputation for determining viable business opportunities, driving sales and increasing revenue in Australian and New Zealand markets particularly in conjunction with commercial, strategic, government and education sectors; developing and implementing strategies and plans that delivered sustained, profitable growth within a competitive industry. Propelled by the need to lead with passion and purpose, I am keen to inspire and mentor other colleagues in achieving the strategic objectives of the company.An adaptable, capable, self-directed professional with a growth mindset and dedication for exceeding customer expectations, I prioritise the organisation’s actions driven by fiscal and strategic rationale. Highly skilled and experienced in coordinating effective and efficient management of all services, I skillfully manage strategic sales insight and business development plans that led to business growth opportunities. A mentor and strategic visionary, I built an engaged, committed and accountable team while ensuring compliance with all required regulatory requirements and delivering operational efficiency through the latest technology and industry best practices. I am proud that I have created an amazing diverse team at Fujifilm which led us to achieve the highest record of employee engagement score of 75% whilst catapulting the new business footprint by 39%.I am a strategic thinker, a thorough planner, an objective decision-maker and an effective communicator, backed by an unrelenting drive to execute. With a natural ability to influence, negotiate and build rapport, I have built lasting relationships and gained amicable trust of clients. I work creatively and analytically in a problem-solving and agile environment while gaining alignment between technology and business strategy and maintaining a level of constant and effective communication cross-functionally and across all levels.
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General Manager - Device TechnologyFujifilm Business Innovation AustraliaBrisbane, Qld, Au
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General Manager - Device TechnologyFujifilm Business Innovation Australia Oct 2022 - PresentMacquarie Park, Nsw, AuResponsible for the Enterprise Device Technology business nationally (NSW/ ACT/ VIC/ QLD/ WA/ SA). -
Regional Manager - QldFujifilm Business Innovation Australia Nov 2016 - Oct 2022Macquarie Park, Nsw, AuAs a Regional Manager for Fujifilm Business Innovation Australia, I oversee sales, administration, logistics and service operations in the Queensland branch whilst composing accurate, timely and useful reports that add value and assist with key decision making. I maintain a robust understanding of the organisation and business areas strategic direction to provide critical insights, recommendations and scenarios for teams to consider; supporting effective Executive decision-making.Committed to the success of the team, I manage, train, mentor and coordinate a high performing sales team; leveraging coaching skills to drive performance through the team and ensure that talent is recognised and developed to drive growth, engagement and performance. I contribute to the overall strategic direction to ensure proactive and diligent management of risks and business controls, escalating issues as needed to facilitate quick resolution.My collaborative approach with internal and external stakeholders was instrumental in achieving the strategic objectives of the company, I develop and maintain key relationships internally and externally to facilitate communication and deliver improved streamlined business processes to support business efficiency. I streamline the identification, measurement, management, reporting and controls in governance, risk and control environments, proactively seeking continuous improvements in account management practices and processes. I adapt to changing priorities whilst working independently and collaboratively on multiple projects/programs to produce timely and quality work products, documentation and reports. I gain market and customer insight by monitoring and analysing industry trends and collecting market research data and customer requirements to identify growth opportunities.
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Regional Manager Qld/ WaFujifilm Business Innovation Australia Oct 2019 - May 2020Macquarie Park, Nsw, AuApproached by management to lead the Western Australian operation in an acting capacity while also leading the Queensland operation in parallel. Responsible for developing and implementing the regional strategy across both branches, managing all operational processes and improvements through thought leadership and innovation. Leading, coaching and motivating the combined sales forces and branch employees of both states. Change management leader.
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State Sales Manager: South AustraliaFujifilm Business Innovation Australia Aug 2016 - Oct 2016Macquarie Park, Nsw, AuManagement of branch and development of front line sales operations. Responsible for building a culture of high performance and service delivery excellence, creating market specific pursuit teams for both new business acquisition and the existing customer base, delivering coaching, mentoring and leadership across the team, execution of the GTM strategy, implementation of sales engine constructs, processes and systems to support the sales teams. leading change management, customer engagement across the TAM (total addressable market).
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National Business Development Manager: Education & GovernmentFujifilm Business Innovation Australia Apr 2016 - Jul 2016Macquarie Park, Nsw, AuIn this capacity, I acted as a national champion for innovation and continuous improvement by constructing pay plans and monitoring sales teams nationwide and facilitating innovative solutions that delivered improved value in liaison with the various State Leadership Team's (SLT). I designed and negotiated offers to win new customers while relaying value proposition and leveraging brand strengths to the new customers.Communicating with influence, I achieved new sales from businesses other than those directly from partners by maximising sales opportunities. I collaborated with leadership teams to obtain new network partners and arranged initial customer case studies in vertical industries particularly in the K-12 education sector. I delivered timely and accurate forecasting and created new sales channels in vertical markets to maintain and maximise existing revenue streams.
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Board MemberBusiness South Bank Oct 2017 - Nov 2022South Brisbane, Qld, AuBoard Member Working with the community and business partners within South Bank precinct to help make South Bank a vibrant and exciting place for all that come to Brisbane city. Providing a voice to State Government on behalf of the South Bank commerce sector. -
Strategic Account DirectorFuji Xerox Mar 2012 - Apr 2016Singapore, SgAs a Strategic Account Director I acted as a thought leader and influencer for managing the education market including monitoring the successful delivery of project and pre-sales requirements across all Educational institutions and formulated realistic solutions to drive business objectives. I established and implemented strategic business plans and governance frameworks to ensure proactive and diligent management across all education portfolio's reporting through me.With a strong sense of accountability and initiative, I championed innovative and agile sales tools and techniques whilst managing a dynamic sales team of six heads in the strategic development and implementation of initiatives to successfully transformation and realise the intended impact. I recruited high performing sales representatives ensuring to uphold working knowledge of the industry and regulatory framework impacting on clients and engaged clients through quality interactions to understand their needs.Key Achievements:• Renowned for receiving various rewards and incentives for stellar performance including becoming a member of the Director’s Cut Honours board numerous times and receiving a nomination for the President’s Club Award.• Built credibility as a trusted advisor by forging positive working relationships with principals, executive management and board of trustees at various schools which led to a dramatic education market share increase from 28% to 65%.• Recognised and commended for using leading edge technology that offered automated invoice processing, online enrollment and digital archive capabilities which automated and simplified school processes resulting to reduced expenditures. -
Strategic Account ManagerFuji Xerox Jan 2009 - Mar 2012Singapore, SgIn this capacity, I played an active role in orchestrating and analysing strategic sales and operational planning activities aligned with Fuji Xerox’s business strategy. I developed innovative strategies to establish long term and sustainable relationships with stakeholders and integrating the brand to a wider market.Applying comprehensive expertise, I established and maintained value-based stakeholder relationship by providing end to end solutions to business partners. I executed business excellence processes and standards to promote market growth and corporate stability. I worked as a leader and member of a team whilst liaising with key stakeholders in critical negotiations and adapting a business consultant approach in selling more products.Key Achievements:• Instrumental in securing two of the largest childcare entities in the country by utilising robust strategies and negotiation.• Led the project roll out of over 550 multi-functional floor standing photocopiers to individual childcare's throughout the country.• Immensely improved presentation, networking, sales ethics, best practices of selling, public speaking and business development skills through client engagement and continuous professional improvement activities.
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Area Sales ManagerFuji Xerox Jan 2007 - Jan 2009Singapore, SgAs an Area Sales Manager, I mentored an area sales representative whilst concurrently leading commercial and preschool education account portfolios in collaboration with regional leads to ensure initiatives are properly implemented to achieve its strategic objective. I developed innovative strategies to establish long term and sustainable relationships with stakeholders and penetrating more market share.Displaying a high level of resilience and initiative, I acted as a business partner and strategic advisor to the group in design, planning and implementation of campaigns to grow commercial processes and initiatives to maximise business impact and profitable revenues. I provided coaching, performance feedback and morale boosting for the team ensuring they meet set goals and key performance indicator metrics. I drove commercial performance by formulating efficient and cost-effective initiatives across all segments to increase direct and partner leads.Key Achievements:• Garnered recognition with the Director’s Cut Honour Board and Annual Regional Award trips on various occasions for relentlessly surpassing sales budgets that had been doubled.• Gained valuable experience selling Document Management Software and Enterprise Document Solutions including photocopiers, printers, wide format, scanning and archiving solutions, ICT solutions, IT hardware, Fuji Xerox services such as MRM, DMS and XOS as well as business processing and design software and services.
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Area Sales RepresentativeFuji Xerox New Zealand Mar 2005 - Feb 2007Auckland, Auk, NzIn this capacity, I ensured superior customer experience by addressing customer concerns, demonstrating empathy and resolved customer complaints in a professional manner and in accordance with company policies while prioritizing customer satisfaction. I collaborated with key stakeholders to identify continuous improvement and close new opportunities for Fuji Xerox. I planned and executed sales initiatives while performing customer service activities.Capitalising on my interpersonal strengths, I engaged and improved relationships with existing and potential customers by determining their needs and objectives. I worked autonomously in the absence of direction and exemplified adaptability to change in performing ad hoc duties. -
Junior Sales Representative QldXbc Business Technology Feb 1999 - Nov 2003Gold Coast, Qld, AuJunior sales representative, responsible for lead generation, customer engagement, commercial SMB/ SME B2B sales of telecommunications and printing technology, building and execution of territory sales plan.
Andy Sutherland Skills
Andy Sutherland Education Details
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Federation University AustraliaGeneral -
Tafe QueenslandGeneral
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Tafe QueenslandGeneral
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Fb Regional Lss OfficeProject Management
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Total Performance GroupSelling Skills And Sales Operations
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Pakuranga College
Frequently Asked Questions about Andy Sutherland
What company does Andy Sutherland work for?
Andy Sutherland works for Fujifilm Business Innovation Australia
What is Andy Sutherland's role at the current company?
Andy Sutherland's current role is General Manager - Device Technology.
What schools did Andy Sutherland attend?
Andy Sutherland attended Federation University Australia, Tafe Queensland, Tafe Queensland, Fb Regional Lss Office, Total Performance Group, Pakuranga College.
What are some of Andy Sutherland's interests?
Andy Sutherland has interest in League, Technology, Goal Setting, Rugby, Managing And Leading Sales Teams, Travelling, Being A Great Father And Husband, Golf, Statistics, Renovating Houses.
What skills is Andy Sutherland known for?
Andy Sutherland has skills like Account Management, Solution Selling, Sales Process, Business Development, Management, Team Leadership, Sales, Business To Business, New Business Development, Marketing Strategy, Sales Management, Direct Sales.
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