A key national sales management role accountable for the performance, development and strategic growth of the Australian foodservice team by developing and implementing growth strategies relevant to foodservice, key accounts and seafood trading and by developing sales talent and capability. Providing outstanding leadership and management of the national foodservice sales and admin team in a dynamic, commodity driven industry by fostering an excellent working culture and driving continued business performance.

National responsibility for the strategic planning, direction, motivating and management of a national Foodservice sales and admin team of 17 to provide first class, sustainable and customer solution driven execution of the Australian business plan and to align with Fonterra Global best practice customer interface. Key member of the Australian Foodservice Lead Team and Fonterra Australia Senior Leadership Forum.Key Achievements: • Developed and implemented strategic foodservice plans that delivered sustainable business growth across key end user, multi site, B2B Ingredients accounts and state based key accounts. This included identifying resourcing requirements, tailored product solutions and unique business initiatives to win and retain business, which resulted in 11% Volume growth.• Delivered market activation executional plans targeting key product categories and customer and channel segments.• Increased sale team capability by instilling a coaching methodology, underpinned by consistent in field coaching, team sales skills training and regular verbal and written one to one feedback / coaching sessions.

National role leading, mentoring and coaching a foodservice field team of 18 to identify and drive key market sales opportunities and to develop a cross channel executional plan to meet business needs. Accountable for all customer interface plans to capture both sales and marketing initiatives. Facilitate training and development across entire foodservice team to improve sales capability and sales conversion rates.Key Achievements:• Delivered against the business plan by exceeding sales expectations for both incremental business won and promotional activity results by minimum of 15% across the year• Implemented operational change by transitioning the sales team to a new CRM process, becoming the provider’s first global customer on an innovative software solution and integrated BI reporting tool.

Tasked to lead and own the customer interface across key state and national distributor accounts, key ingredient accounts and strategic global QSR customers to realise dairy sales in excess of $120m per annum. Accountable for all marketing, loyalty and promotional activities, NPD product launch plans, innovation sessions, supply chain planning and quality processes. Coaching and mentoring the state based Distributor Managers to empower and develop a high performance culture. Key Achievements:• Developed and implemented national business plans to reinvigorate national distributor business and grow key categories by securing exclusive loyalty program exposure and to drive underperforming products. • Renegotiated trading terms to realise a win-win outcome by creatively negotiating value propositions and by leveraging extended dairy basket.• Coached and mentored the state based distributor teams to take ownership, and a strategic view, of the locally based national group members. • Led and implemented multiple unique tailored customer business solutions across three QSR accounts which enabled the customers to build their dairy and health credibility whilst meeting identified specific consumer and customer needs.• Recognised for outstanding account management and business support practices by receiving back to back dual awards for Service Excellence (Individual and Company) as well as Fonterra’s first ever supplier of the year nomination, Regionally and Globally with one key QSR account.• Developed and executed the Australian Foodservice Ingredients supply strategy to include pricing modelling, business continuity planning, exchange rate fluctuations, supply constraints, supply agreements, trading terms and NPD. Personally managed key strategic Ingredient Accounts.

Responsible for the management of a diverse portfolio of state based distributor and Key Account customers across foodservice, retail (Campbell’s Cash ‘n ‘ Carry) and QSR. To deliver agreed budgets for volume and value and to increase Fonterra’s dairy share and execute the NPD strategy.Key Achievements:• Secured a key end user agreement with a Local Pizza chain to deliver $1m in incremental value and underpin a further $2m pa in product sales on unique cheese product.• Secured 1000mt pa of incremental business with a key Bulk / Commodity customer by unlocking hidden value chain and supply chain savings.

To manage, lead and motivate a team of 16 full time sales representatives and merchandisers. To deliver upon the strategic direction and executional plan for retail and P&C by engaging key decision makers, independent retail board members and corporate area managers by developing first class individual store business plans and exceeding executional targets to achieve volume and profit targets.Key Achievements:• Championed in store innovation by engaging and influencing key decision makers and delivering compelling value propositions to launch cold drink beverage solutions to increase customer margins by 5% across the soft drink category.• Demonstrated coaching and mentoring effectiveness resulting in six team members receiving rep/merchandiser of the year awards for in store executional excellence and sales agility.