Greg Scheer Email & Phone Number

Melbourne, Victoria, Australia

Reporting to the Regional Sales Manager, the role affords me a high level of autonomy to be accountable for the development, growth & management of a portfolio of key customers across Victoria and Southern NSW.I am responsible for building and maintaining strong relationships with our valued clients, ensuring their needs are met, and maximising revenue opportunities.Responsibile for:• The development and nurturing of long-term relationships with key clients in the retail fuel sector• Understanding client needs, market trends, and competitors to tailor our services effectively• Creating and executing account plans, setting clear objectives and strategies for growth• Collaborating with cross-functional teams to deliver exceptional service and support• Identifying and capitalising on upselling and cross-selling opportunities• Resolving client issues and concerns promptly, ensuring high levels of satisfaction• Staying informed about industry regulations and technological advancements

Melbourne, Victoria, Australia

Chubb is a part of the API Group, a global market-leading business services provider of safety and specialty services that operates in over 200 locations worldwide. APi provides statutorily mandated and other contracted services to a strong base of long-standing customers across industries.Focus:Managing a sales team of 9 direct reports and reporting directly to the General Manager Vic/Tas. My main focus is to work closely with the BDM’s to ensure they are delivering profitable growth which is in line with the strategic growth plan. This requires hiring and motivating the team, ensure qualified leads are generated, revenue forecasts are met or exceeded and creating long term customer loyalty.Key Achievements:•Developed and successfully implemented the five year strategic growth plan (2019 – 2023) that has delivered year-on-year double digit growth (average 12%) via continuous coaching and development of the sales team to ensure all assigned activities contribute to the strategic objectives •Enlisted a new Channel Partner that will deliver significant YoY growth via a recurring service revenue model •Successfully expanded the Business into a new vertical (Corrections) that is forecast to generate $30m in new revenue over the next 5 years

Managing a business that operates within a diverse service base from Industrial to Retail to commercial builders. Reporting to the Regional General Manager the role was responsible for developing the sales strategy to ensure targeted growth and profitability within the region. To support the strategy I managed a direct team of 8 which involved regular one on one’s, coaching, pipeline management, monthly sales reporting and performance reviews. The role also required supporting sales staff during meetings with key major accounts.Achievements:•Developed and executed the three year sales strategy for the Victorian market focusing on reducing attrition rates, targeting set verticals for new volume, improving GM and year on year growth•Lead the business through a transformation to create a fire safety training department that was forecast to increase market share from 3% to 15% by 2019•Successfully reversed a sales department that was delivering below budget to one that was operating above budget by ensuring sales activities were in line with the sales strategy, focusing on pipeline management, refining forecasting, improving relationships with end users, Builders, Electricians and consultants•Under my leadership the Business tendered for and won approximately $6m in new Minor Works business and $2.5m of other new business generated by Equipment / Parts, Business Development, Training and Key Account Management opportunities

Melbourne, Australia

Managed a business that delivered $75m in turnover per annum. We operated in the fixed plant and equipment space supplying markets such as Gas Engines, Mining, Steel plants, automotive manufacturing and the sugar industry. Reporting to Singapore the role was responsible for delivering financial performance, strategic objectives and HR & HSSE initiatives, as well as providing leadership and coaching to my Industrial leadership team. Achievements:•Successfully created and executed the 2013-2016 Castrol Industrial strategy for ANZ and conducted a complete Strategy Review with the Global Industrial Leadership Team (based in London) in June 2014. •Lead the Business through a large transformation by creating an indirect (Distributor) channel in Australia which generated significant operational improvements and delivered an additional $3m in revenue per annum•Reviewed all slow moving and obsolete product lines and where it was possible cancelled all associated permits / registrations which resulted in a 10% cost reduction •Achieved (on average) Return on Sales of approximately 15% between 2012 and 2016 by monitoring the performance of my direct reports and ensuring their actions are in line with the overall growth strategy, reviewing the financial actuals against the targets, developing an effective leadership team, maintaining frequent dialogue with global head office and maintaining an engaged and productive business via regular open communication.•Improved demand forecasting and reduced bias by 10% which provided more accurate future capacity requirements.•Attended several Extended Leadership Meetings in Mumbai, Singapore and Malaysia. In brief, Extended Leadership Meetings are an opportunity for Global and Regional Country Managers, Marketing and Sales Directors to meet and receive updates on the global journey of the Business, from a country level share what is and what is not working, network and how to win fewer / bigger

Melbourne, Australia

My primary responsibility was to lead all national customer offers and the National Sales strategy for the Group's Strategic National accounts. Under my direct leadership I coached and mentored a diverse remote team of 6 professional National Account Managers ensuring all sales KPI’s and target were met. I worked closely with Customer Service and Sales support teams across Commercial, Industrial and Retail segments to ensure products and services were delivered with operational excellence. My responsibilities included the development of the account management strategy, identifying business development target accounts and account plan and Value Proposition development.I was the key strategy lead for the national Woolworths waste re-tender and personally managed two large national accounts (BP and Westfield)Achievements:•Generated $16m in new business •Improved the pull through revenue from Woolworths by 10% ($3m) by collaborating with the client to identify other waste streams we could add to the portfolio such as green waste and recycling (significant rebates were offered)•Developed and implemented a national Waste Education and Training package to assist Cleanaway and our national clients achieve diversion from landfill targets – this was also included as part of the Woolworths induction program and improved recycling rebates to Woolworths by approximately $400k per annum•Implemented a clear strategy for pipeline activity with the National Account Managers by ensuring all accounts undergo a rigorous prequalification process •Created a clear vision of Cleanaway National Sales and at an account level create clear job descriptions and targets. Manage and coach the National Account Managers to ensure the overall sales and profitability objectives are achieved

Melbourne, Australia

Autonomous Senior role reporting to the Commercial Manager - Tyre Marketing Operations in Adelaide and managing a $35m portfolio of annual sales – predominately made up of the corporate fleet market. Duties include the recommendation and implementation of appropriate sales methods, develop key customer strategies, present at Bridgestone Dealer meetings, execute pricing policies and co-ordinate with key state sales personnel (State Managers, State Sales Managers) the best use of resources to achieve desired outcomes. A strong focus is to provide accurate and timely market information on competitor activity and maintain the SharePoint for advising Bridgestone Tyre Centre’s of national fleet company arrangements. Achievements •Increased sales by approximately 20% ($7m) over 7 years by identifying key opportunities via business reviews with clients for potential long-term growth, developing close relationships at all levels, offering technical support and providing excellent and dependable customer service•Tendered for and won several national supply agreements (Telstra, ORIX, Esanda Fleet Partners, Interleasing, Hertz Rental, Avis, Thrifty Rentals and FleetAustralia) •Expanded the Business into the competitive bus market by working closely with the Bus Association of Victoria to drive new sales which captured 15% market share by 2006. Were also awarded Supplier of the year to the Bus Industry by the Bus Association of Victoria in 2006

Achievements:•Back where it all began, answering phone calls, taking orders, managing complaints, learning the business from the grass roots, winning and losing a customer, negotiating and sales planning and ultimately developing an appreciation of what it is like at the coal face and how everyone in the organization plays a role in our success •Increased sales by 3 million litres per annum within the competitive transport sector by promoting BP Fuel Card and our large network of truck stops nationally. •Ensure any overdue payments by transport clients are followed up and resolved. In some cases, negotiations took place to implement payment plans.•Regular meetings and analyses to understand the transport client’s potential purchasing power versus our share of wallet. Miller Heiman Large Account Management Plans were used to document strategies for growth. •Implement system solutions by acting as a conduit between the internal end users and the IT department•Ensure all internal and client business reports are accurate and delivered on time•Accurately maintain all Air BP prices•Attended a Culture Change program in London

Associate Degree Business (Marketing), Business, Management, Marketing, And Related Support Services

Advanced Certificate In Marketing

Implementing Innovation And Continuous Improvement

Spin Coaching

Spin Selling

Blue Sheet