Chris Glass Email & Phone Number

Brisbane, Queensland, Australia

Australia

Brisbane, Queensland, Australia

I was promoted to this newly created role in the industrial automation business, focused on evolving a portfolio of world-class service solutions. I managed and improved performance of a nationally dispersed team of four Sales Engineers, one Business Development Manager and two bids and proposals engineers working in Australian and New Caledonian markets. With no prior experience in process automation, led continuous growth to #2 position in highly competitive… Show more I was promoted to this newly created role in the industrial automation business, focused on evolving a portfolio of world-class service solutions. I managed and improved performance of a nationally dispersed team of four Sales Engineers, one Business Development Manager and two bids and proposals engineers working in Australian and New Caledonian markets. With no prior experience in process automation, led continuous growth to #2 position in highly competitive market.Achievements:➢ Achieved upwards of 14% growth YoY growth in challenging market conditions by powering daily, weekly and monthly disciplines and increasing project win rate.➢ Won major upgrade project ($13mil) to optimise BHP mine hoist through ABB service offering.➢ Built a top performing sales team, influencing additional head count approvals (grew team from 2 to 9) and recruiting and coaching high potential talent.➢ Requested by Country Management to develop, implement and facilitate a sales workshop for ABB Australia sales staff across all divisions.➢ Led the pursuit of new opportunities, creating and overseeing ‘capture teams’ to include Operations (Engineers), local Sales Engineer, Account Manager and Bids and Proposals team.Responsibilities:· Served as key member of leadership team in setting strategy, building values driven culture and improving overall business performance.· Championed the service division and introduced proactive and strategic service offering, packaging bespoke solutions for customers such as Visy Paper, BHP, Newcrest Mining, Glencore.· Implemented global, regional and local growth initiatives and improved sales process by implementing best practice tools and systems Show less

Brisbane, Queensland, Australia

I was headhunted to manage a sales team of 6, implementing sales activities to maximise market penetration in QLD & NT. I was also a member of the senior leadership team advising on strategy, direction and continuous improvement.Achievements:➢ Increased sales 39% in 2011 on previous year and doubled customer account base by implementing new call mix strategy and monthly focus points for sales team➢ Unified sales team through strong management, mentoring and consistent… Show more I was headhunted to manage a sales team of 6, implementing sales activities to maximise market penetration in QLD & NT. I was also a member of the senior leadership team advising on strategy, direction and continuous improvement.Achievements:➢ Increased sales 39% in 2011 on previous year and doubled customer account base by implementing new call mix strategy and monthly focus points for sales team➢ Unified sales team through strong management, mentoring and consistent messaging.Responsibilities:· Nurtured high-return relationships with State and National Managers of customer base (electrical wholesalers), acquiring multi-million dollar deals and securing product exposure in publications / advertising· Mentored, motivated and coached staff, mapping professional development plans and building high-level skill in negotiations (former Sales Engineer now Global Account Manager)· Managed sales budgets, safety, margin and staff retention targets· Reported on sales performance, market opportunities, competitor updates and industry activity Show less

Brisbane, Queensland, Australia

Post-integration with PDL Industries, I was appointed to set up, lead and grow new software service offering for aged care customers, and successful in building pipelines and long-term partnerships with major aged care providers.Achievements:➢ Sparked sales growth of $3mil over 18 months by evolving sales process and strategy from product to solution focused; provided clear directives and KPI’s and trained staff in new products and selling techniques➢ Established… Show more Post-integration with PDL Industries, I was appointed to set up, lead and grow new software service offering for aged care customers, and successful in building pipelines and long-term partnerships with major aged care providers.Achievements:➢ Sparked sales growth of $3mil over 18 months by evolving sales process and strategy from product to solution focused; provided clear directives and KPI’s and trained staff in new products and selling techniques➢ Established Steering Committee allowing customers to provide feedback on existing and new products➢ Developed major partnerships and agreements between Australian and New Zealand operations to launch aged care offering in New Zealand.➢ Established product roadmap resulting in launch of several highly successful new product additions.➢ Managed all marketing and advertising activities resulting in significant market awareness and enquiries.Responsibilities:· Led commercial and product development aspects of aged care offer and all business development activities across Australia and New Zealand.· Identified and promoted product solutions to key developers, builders and specifiers in the market.· Managed all marketing activities including trade shows, conferences and advertising. Show less

Brisbane, Queensland, Australia

I provided leadership through the critical transition period of PDL Industries business into the Clipsal Australia business. Post-transition my role was made redundant and I was offered the National Manager role.➢ Led and engaged team through uncertainty, delivering on overall strategy with minimal disruption to staff and external market and with 85% staff retention rate.➢ Developed and fulfilled sales targets for individual product groups and incentive scheme for sales… Show more I provided leadership through the critical transition period of PDL Industries business into the Clipsal Australia business. Post-transition my role was made redundant and I was offered the National Manager role.➢ Led and engaged team through uncertainty, delivering on overall strategy with minimal disruption to staff and external market and with 85% staff retention rate.➢ Developed and fulfilled sales targets for individual product groups and incentive scheme for sales team.➢ Refocused sales efforts to other product lines (when manufacturing of major product discontinued) to maintain sales targets.➢ Planned and delivered strategy as part of Executive Committee, achieving sales and EBIT objectives.➢ Delivered $1.5m savings through branding and marketing strategies between Australian and New Zealand as part of integration.➢ Injected $1mil additional revenue through pursuit and negotiation of national distribution contract.➢ Increased brand awareness in key market segments through marketing and advertising campaigns. Show less

Brisbane, Queensland, Australia

Delivered 80% increase in enquiries from specifiers and general public by securing high profile residential and multi-residential projects which were featured in industry magazines

Brisbane, Queensland, Australia

Achieved 85% increase in sales in North QLD region by implementing structured sales plan including consistency in representation to customersAchieved 78% growth in newly released and company identified critical product groups in 2004