Jonathan Case Email and Phone Number
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Through the consultancy practice, Making a Case, I leverage my professional experience, formal leadership training & post-graduate education to provide strategic advice, expertise & recommendations to clients that work across the Retail & Owned Media ecosystem & Connected Screen Network commercialisation.I lead the establishment of Westfield’s $75m retail media advertising network across Australia and New Zealand, redefining the category value proposition and delivering transformative financial returns. My leadership experience includes senior leadership roles with Scentre Group, Zip Co & Shopify. Further to completing an MBA (exec) with AGSM (UNSW), I am a current candidate within the Masters of Sustainable Leadership program at the University of Technology Sydney. I have a strong passion for helping others make a meaningful difference and am committed to driving sustainable change through cutting edge technology & transformative best practices.Areas of ExpertiseRevenue Maximisation, Digital Signage Networks, Retail Media, Sales Leadership, Commercial Strategy, Customer Centricity, Team Building & Leadership, Talent Acquisition & Retention, Budgeting & Forecasting (P+L Management)
Making A Case Pty Ltd
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Director, Commercial Strategy And Customer EngagementMaking A Case Pty LtdIngleside, Nsw, Au
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Director, Commercial Strategy & Customer EngagementMaking A Case Pty Ltd Oct 2022 - PresentMaking a Case collaborates with executive teams to review, design & execute strategies that maximise core revenue and also uncover and qualify new income lines. I have a proven leadership track record creating customer value propositions, media channel benchmarking, reviewing and optimising sales effectiveness and setting sales teams up for success. I am experienced in delivering initiatives & projects that unlock revenue from inception to delivery - including initial feasibility, business case preparation, vendor selection, operational activation & scaling capabilities. An experienced consultant well versed on evolving technologies that can drive income and maximise shareholder return.
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Head Of Agency Partnerships (Anz)Shopify May 2021 - Sep 2022Ottawa, On, CaACHIEVEMENTS• Delivered >80% of new large merchants to Shopify across 2021/22 including PetStock, Jurilque, Seafolly, Jets & carsales.com.au.• Established & lead the A/NZ Agency Partnerships team (100% remote employees).• Lead segmentation & classification of Tier 1 (Plus) Partner Manager Portfolios to increase Partner originated content, account service & new business referrals. • Reset Tier 2 (Strategic) Partner Manager portfolios to focus on the most productive & highest potential partners delivering up to 60% of all new business referrals. • Introduced forecasting methodology for all Partner Managers improving forecast insight & enabling better collaboration with Business Operations, Sales and Marketing teams. • Developed agenda + content for quarterly business review (all hands) across APAC region. Delivered to over 350ppl, 100% remotely.Responsible for team management of Agency Partners across Australia & New Zealand that provide services to help Shopify merchants design, build & optimise their e-commerce revenue streams. Directly accountable for supporting new business sales via referral and channel partners, driving revenue growth through product adoption & sourcing new partners that can help meet the needs of our customers. -
Director, Business DevelopmentZip Co Aug 2020 - Feb 2021Sydney, AuACHIEVEMENTS• Developed and led the merchant sales strategy for mobile based digital wallet initiative.• Secured launch partners from non-traditional BNPL partners to support the seasonal customer acquisition and volume driving marketing campaign – Zip Rewards. • Led commercial negotiations for bespoke payment solutions including marketing, reporting and compliance commitments. • Introduced sales management & reporting systems including; pipeline reporting, sales forecasting, incentive & reward tracking, management systems, controls and reviews.• Created a new master agreement in conjunction with legal & finance to support marketing partnerships with our merchant base.• Completed market segmentation & prioritisation within the Zip commercial function.• Designed & introduced sales incentive plans to sales & account management teams.RESPONSIBILITIES• Responsible for setting & implementing sales strategy, sales initiatives, & the sales effectiveness of the enterprise & mid-market sales team.• Full responsibility for new merchant acquisition & new product sales initiatives.• Responsible for defining the customer value proposition for new merchant partners.• Responsible for communicating merchant strategic priorities, challenges and identifying opportunities for commercial partnerships & product development.• Manage & lead a team of sales, operational and support staff operating across Australia.• Lead commercial deals with all enterprise & mid-market merchant partners. -
Head Of Sales | Advertising, Media & Casual Retail LeasingScentre Group (Owner And Operator Of Westfield In Aus And Nz) Jan 2018 - Dec 2019Sydney, Nsw, AuACHIEVEMENTS• Delivered $75m sales; led # 1 Retail Out of Home sales team 2019, delivering more revenue from 47 shopping centre’s than competitor 550+ centre’s.• Introduced real time campaign optimisation (performance marketing) for major partner delivering a 65% increase in views, 82% greater engagement & 32% greater effectiveness; Resulting in a $5.4m annual commitment from the client, double the previous year’s spend.• Led the restructure of $50m casual retail leasing business; delivering 15% improvement in product yield, 10% increase in client spend and 18% growth in total sales income.• Led the integration of the Westfield NZ media sales & casual retail leasing teams; growing NZ media sales by 300% & NZ casual retail leasing income by 20%. • Led engagement with all Advertisers, Agencies and Retailers; and secured multi-year, multi-million dollar deals. Clients incl; Google, Amazon, Optus, Telstra, Myer & Woolworths.• Championed a high-performance culture engaging staff and delivering industry leading talent and retention. Clients ranked us the #1* team in our category (*MediaI NPS).RESPONSIBILITIES• Group-wide responsibility for sales revenue initiatives & business development across Westfield physical and digital platforms targeting 550 million Westfield shopping visits; 11,400 retail partners; supporting Westfield retail sales of $24 billion.• Lead commercial deals with all major Agencies, Retail groups, Brands & Manufacturers.• Executive responsibility for delivering advertising sales, casual retail leasing & pop-up sales, and sponsorship revenue (+ $120m sales; + $80 million income)• Responsible for sales strategy development and implementation including adoption and integration of new technology platforms; connectivity; data platforms; innovation ideas.• Manage & lead a team of >100 sales, operational and support staff operating in all AU & NZ metro markets. -
National Sales Manager Au/Nz, Advertising & Media SalesScentre Group (Owner And Operator Of Westfield In Aus And Nz) Jan 2016 - Dec 2018Sydney, Nsw, AuACHIEVEMENTS:• Delivered sales growth to AU media ($67.5m sales) & NZ media ($2.5M).• Introduced Sales Enablement function driving specific focus, increased engagement, capability & productivity across all Sales teams; delivered significant increase in share from largest ROOH category growing from 3% ($2m sales) to 6.5% ($5m).• Launched NZ first Retail OOH digital advertising network delivering $2.5M.• Secured network launch partners including; SKY TV, Holden, Disney, Visa, Samsung, Vodafone, Fisher & Paykel and Nespresso.
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National Sales Manager, Advertising & Media SalesWestfield Jan 2008 - Dec 2015Paris, Idf, FrACHIEVEMENTS• Increased Media sales revenue from $5M to $52M in 7 years, dramatically increasing market share, regularly challenging for #1 Retail OOH sales revenues; leading the industry in professional sales management, tools and behaviours, AdTech deployment and strategically selling valuable Audiences. • Devised strategy, business case and delivery for an internally managed, globally significant Digital Out Of Home (DOOH) and Brand Advertising network of over 2,300 digital screens, and an industry leading OOH advertising sales operation.• Disciplined focus on sales growth, profitability and profit growth: Delivered + 60% margin EBITDA, the highest in OOH media industry; creating significant new value & profit.• Newly created role to lead Westfield media & advertising sales across Australia. • Sales income responsibility for media, sponsorship & brand activations across 40 Australian Westfield shopping centres. • Team of approx. 35 staff across three AU offices; Sydney, Melbourne, Brisbane. -
Media Sales Executive, Advertising, Media & Casual Retail LeasingWestfield Jun 2005 - Dec 2007Paris, Idf, FrNewly created role to build sales capability to manage and grow media income.ACHIEVEMENTS:• Established the Westfield Audience proposition across AU media agencies.• Developed and sold advertising platforms throughout Westfield Centres growing revenue from a zero base to $5M in three years.
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Account ManagerOoh! Aug 2002 - Sep 2004North Sydney, Nsw, AuEye Corp was a global Out of Home media company with interests in roadside, transit and retail media in Asia, Australia, America and the United Kingdom. It was previously owned by Network Ten Limited and has since been acquired by oOh! Media (OML.ASX). -
Media AssistantOoh! Apr 2001 - Aug 2002North Sydney, Nsw, Au
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Media AssistantSeven Affiliate Sales Apr 2000 - Oct 2000Pyrmont, Nsw, Au
Jonathan Case Skills
Jonathan Case Education Details
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Agsm @ Unsw Business SchoolManagement -
University Of Technology SydneySustainable Leadership
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Tafe NswGeneral
Frequently Asked Questions about Jonathan Case
What company does Jonathan Case work for?
Jonathan Case works for Making A Case Pty Ltd
What is Jonathan Case's role at the current company?
Jonathan Case's current role is Director, Commercial Strategy and Customer Engagement.
What is Jonathan Case's email address?
Jonathan Case's email address is jo****@****dle.com
What schools did Jonathan Case attend?
Jonathan Case attended Agsm @ Unsw Business School, University Of Technology Sydney, Tafe Nsw.
What skills is Jonathan Case known for?
Jonathan Case has skills like Start Ups, Management, Sales, Retail, Account Management, Marketing Strategy, Advertising, New Business Development, Marketing Communications, Negotiation, Business Strategy, Budgets.
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