As National Business Manager my role was responsible for overseeing sales and profitability of all cooked and further processed products (33 sku’s). I managed a team of 9 that consisted of 2 NAM’s, 6 distributor managers and a sales support administrator, 6 of the team were located remotely in other states. Training, developing and upskilling my team was a key component of the role.As a key member of the sales leadership team, I was responsible for setting the strategic direction of the Foodservice business working collaboratively with the marketing, product development, demand planning and operations teams driving sales through our 600+ distributors nationally.

Management of all major national account groups – PFD, Bidfood, Countrywide, NAFDA, Superior Foods and Campbells. A key component of this role was to ensure sales volume and revenue was in line with targets and that margins were maximised by monitoring and growing the product mix. Ensuring that the promotional programs at a national level were strategic and delivering a favourable ROI. A key component of this role was working closely with the team of 8 State Account Managers to stay close to market activity and individual requirements for their regions. I was also required to work closely with the National Channel Business Managers and their state teams as well as working closely with marketing, sales finance and commodity traders.

The business had a small re-structure in July 2018. My area of responsibility increased to take in Victoria as well as NSW leading a team of 9 across NSW and Victoria.In addition to Countrywide & NAFDA I was also given PFD National to manage.Current responsibilities involve but are not limited to;Sales growth and performance against budgetTrade spend and marketing funds management.Increasing the distributor base, maximizing our footprint in the market place giving end user better access to the product range.Management and development of 9 direct reports.Expense management ranging from the NSW/VIC teams direct selling expenses to sales office leasing arrangements.Monthly sales and inventory forecasting.Budget preparation and monthly sales reporting.Management of National Distributor groups Countrywide, NAFDA & PFDManagement of a broad range of NSW based National End User customers such as, Foodco, Caltex, Woolworths Cafe and New Sunrise.Implementation and management of CRM system nationally

Overall management of all product lines within the NSW distributor network. Maintain an accurate sales and inventory forecast for both the long and short term.Achieve budgeted sales and contribution margins through effective utilization of promotional/trade spend funds. Develop and negotiate promotional activity to drive incremental sales.Conduct regular business reviews and range/category reviews with major accounts. Range gap closure being the key objective from these reviews.Coach and mentor a team of Business Development Representatives that call on both end users and distributor accounts.Provide accurate and timely reports detailing sales trends, competitor intel and market information.

Achieve sales budgets and maintain inventory forecasts.Manage trade spend, develop promotional programs, build and present sales reviews/business updates. Develop and grow relationships with key end users.Manage Campbell’s Cash & Carry National Account for both Foodservice and Retail product range.Liaise with Fonterra end user representatives to co-ordinate product drives and key channel drives. Participate in national sales & marketing activity planning meetings.

Meet budget and growth incentive targets with major accounts by customer (i.e. NAFDA, CFA, Countrywide, Bidvest).Set promotional plans and pricing with independent distributors.Conduct regular business reviewsNew and existing product presentations.Participate & co-ordinate trade shows.Cold call on end users, establish and maintain a data base.Prepare written weekly reports and maintain customer’s files.

Call on Major Hardware Chains, Homeware Stores, and Independent Supermarkets, Campbell’s, Blackwoods and BBQ Galore stores across NSW. Increase product awareness and close ranging gaps.Manage Distributor, Minor Hardware, Blackwoods, and Viking Office Product Accounts.

Growing the business within my defined territory by selling in over and above fixed promotional plans and increasing product distribution through major and independent grocery chains and foodservice distributor accounts.Achieve sales and wage targets Stock ordering for fixtures and promotional activity.Conduct weekly meetings with a team of merchandisers coordinating their merchandising requirements and to discuss company and territory objectives.Conduct range reviews across all accounts and advise business managers of competitor activity in the field.

I commenced a management traineeship immediately after finishing school and quickly progressed through the program whilst being given additional duty management responsibilities through the program.In February of 1995 I was promoted to Assistant Store Manager and held this role for 17 months. In July of 1995 I was promoted to Store Manager at a new store and enjoyed managing various stores over a number of years. Being a store manager was a very hand s on role that required an understanding of all areas of the store and very effective people management. I worked well with supplier sales reps that would visit the store and ended up deciding to take a role up as a grocery sales rep in January 1999.