Global Sales Manager (excluding Asia)Primary Markets: New Zealand and AustraliaResponsibilities:Oversee Sales, Marketing, Procurement, and Customer Service departments.Managed the go-to-market strategy for New Product Development (NPD) with a dotted line reporting structure.Supervise a team of 4 direct reports and coordinated with 3 external agencies.Achieved sustainable improvement from November 2023, reaching profitability by July 2024.Drove consistent market growth to restore critical mass and reduce Cost of Goods Sold (COGS).Renegotiated trading agreements with external partners to enhance business terms.Optimising trade spend, and effective price management strategy in the Foodstuffs, Woolworths NZ, Chemist Warehouse NZ, Bargain Chemist, Woolworths Australia, and Coles Australia accounts, as well as traditional pharmacy and general trade.

◆ Requirements gathering with key business stakeholders◆ Complete scoping, design, data modelling and configuration for solution enhancements (CRM, Power Apps, Power Automate)◆ Produce a variety of consulting documentation including training material, as-built and handover material

● Managed key accounts nationally and created new business accounts for the grocery, pharmacy, and department store channels● Prepared sales forecasts to drive procurement and production forecasting● Managed the new product development marketing pipeline● Responsibility for setting pricing parameters and structures with all customers● Ensuring pricing meets business and customer margin expectations, while staying competitive● Prepared proposals for regular brand performance reviews with all customers● Planned and implemented marketing and promotional programs across grocery portfolioKey achievements ● Re-negotiated trading terms with Foodstuffs North Island across multiple categories● Achieved full KPIs for 3 years consecutively with annual revenue growth of FY’20@17%, FY’21@20%, FY’22@11%● Consistent annual market share growth of key brand from 5% in 2019, to 9% in ’22● Established new brands in key identified channels to leverage significant share● Increased profitability from FY‘20 by unlocking tactical sales channels for stressed inventory

● Conducted continual market analysis to ensure seamless reporting to support informed decision-making● Managed trade- funding and activity strategy across all brands ● Engagement in cross functional projects throughout the business ● New business development in the Foodservice segment● Managed customer service delivery across all grocery accountsKey achievements● Continual business process improvement to simplify systems and improve efficiency outputs ● Managed several successful new product launches ● Compiled and implemented easy digestible trade tools to drive organizational strategy with customer

● Managed all North Island grocery key account outlets ● Successfully built collaborative relationships with customers Key achievements● Grew weighted distribution in all accounts, through range optimisation ● Grew territory from only Auckland initially, to the entire North Island retail● Developed strategy to increase service levels and optimise ranging of branded product in tactical accounts, delivering improved profitability for organization and customer

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● Accountable for total grocery Key Accounts strategy, account health, revenue, and profitability● 2 direct Account Manager reportsKey achievements● Implemented a single exit price strategy across all accounts with 100% trade acceptance● Managed the due diligence and B2B business systems integration components of the Nutrilida acquisition (business), Addvance acquisition (brand) with customer● Improved price alignment processes with customer, improving efficiency, and lost revenue

● Key Accounts manager for Clicks SA (60% contribution to business)Key achievements● Reduced annual spend commitment resulting from disproportionate investment, and credits due to pricing inefficiencies● Incorporated a single exit price strategy with annual price review successfully across the SA market, turning loss accounts to profitable within 1 year● Managed the due diligence and B2B business systems integration components of the Sara Lee joint venture with customer

● Accountable for Key Account functionality for the largest contributing single account to the organization amongst others● Various internal projectsKey achievements ● Nomination for Supplier of the Year from Shoprite in 2009● Recognised for most valued contributor to principal growth by agent (3D Marketing)

Achieving budgeted sales by account •Full listings in all accounts.•Forecasting.•Accurate and timeous communication of account activity to the sales function.•Budget optimisation.•Implement creative and effective brand strategies. Responsible for all key accounts nationally

• Managing six direct reports, five representatives and one agent (Ansel Marketing).• Ensuring team consistently achieves sales targets.• Implementation and management of account standards and industry best practices.• Compiling and implementation of trading agreements with distributors and forecourts.• Key accounts management in forecourt groups as well as pharmacy and independent trade.• Forecasting monthly sales in order to direct the production function (procurement).• Participate in strategic planning of all new launches.• Extracting and analysing data in order to implement corrective action in conjunction with trade marketing reports• Build and maintain relationships with key internal and external decision makers, and leverage benefit for the organization.• Source information to support business in their strategic decision making process.• Budget optimisation.• Training and development.