Ken Smith Email & Phone Number

Maroochydore

The Housing Industry Association is the official body of Australia's home building industry. HIA supports members, helps the residential industry speak with a united voice and promotes industry standards. Key responsibilities include ; Strategy - Implementing coherent plans to achieve commercial and financial targets across the business.Networking - Developing and managing relationships with political, regulatory and industry stakeholders,together with the media , the training sector suppliers and HIA members.Membership growth - achieving agreed targets by developing strong value adding solutions for the residential industry

Brisbane

MIGAS is a national recruitment business that employs and manages people in Australian Apprenticeships, Traineeships, School based Apprenticeships and Traineeships, and Labour Hire, and places them with host business. The primary objective of this National role is to: - Drive revenue growth in existing and new market segments; - Lead a national business development team; - Build a customer centric and sales focussed culture in the business; - Identify and develop new opportunities to expand the business footprint through merger, partnerships and alliances. Duties included: - Sales and Business Development leadership; - Coach, mentor the National Business Development team members to build a high performance sales team; - Develop National Sales plans and Key Account Customer Plans; - Identification of new industry segments and potential target clients; - Manage the national bid process; - Plan and report on Sales performance; - Contribute to and compliance with Policies and quality standards. - National project and bid Manager.

Fortitude Valley, Brisbane

Lawrence and Hanson is a leading supplier of a complete range of quality, lighting, heating and cooling components to Australian businesses.The General Manager was responsible for the leadership and direction of twelve branches in the Brisbane and Sunshine Coast region. Duties included: ● Responsibility for the achievement of stretch financial and budget targets.● Provided financial, OH&S and strategic feedback and foresight to the branches and the National Leadership team. ● Developed and executed sales and strategic account plans to extend market share and attract new customers. ● Mentored and coached the L&H team in all business disciplines within the region. ● Developing strong strategic relationships and with key suppliers.● Fulfillment of corporate, government, OH&S and statutory requirements.Key Achievements.● Developed a cultural change of customer awareness and satisfaction throughout the region.● Revitalized branch teams by turning over 20 new staff out of 63 employees. ● Established new sales plans based on customer values and needs. ● Established key relationships with major industry groups, key customers and suppliers and developed joint channel plans to increase business. ● Developed new key customer strategies in the commercial and residential building markets.

Brisbane.

ATMR was an electrical and mechanical engineering and maintenance company specialising in transformer, motor, gearbox and pump repairs as well providing technical, site and consultancy services in the Resource, Construction, Utilities and Industrial markets throughout Australia.The National Sales Manager was responsible for all Sales and marketing activities in the electrical, mechanical maintenance sector.Major Tasks:● Developed, implemented and executed accountable sales and marketing plans and led the ATMR sales and field services team across Australia● Developed commercial strategies to increase share of wallet of existing as well as targeting new customers in niche markets. ● Ensured customer plans and business capability were inextricably linked throughout the business. ● Managed the customer mix to ensure it has multiple customer channels to market. ● Regular market analysis including customer trends and competitor activities.● Achieved financial and budget targets and prepared sales and budget forecasting● Prepared, built and led tenders for all major customers such as BHP, Rio Tinto, Bechtel etc. ● Developing meaningful supply agreements for all nominated strategic customers. ● Shared P&L responsibility.

Brisbane

BlueScope Distribution operates an integrated network of 80 metropolitan and regional sites around Australia and offers a diverse range of flat and long steel products to more than 16,000 customers involved in the Manufacturing, Construction, Mining, Automotive and Transport, Infrastructure and Agricultural sectorsKey Responsibilities● Provided leadership and direction for BlueScope Distribution in the Mining, Oil and Gas sector● Built a strategic sales to ensure BlueScope developed relationships with potential major customers to understand their values and real needs from a supplier. ● Extrapolated the Sales plan to a series of local actions with accountabilities and drive those plans with Senior Management support throughout the business. ● Worked with Finance, Logistics and Operations to build winning value propositions by ensuring operational and commercial capability met or exceeded customer needs. ● Supported BlueScope distribution sales share of wallet growth with existing Mining, Oil & Gas customers. ● Negotiated non-standard terms and conditions agreements and tenders with international mining corporations such as Rio Tinto and BHP> ● Prepared, built and lead all major tenders for customers involved in the Mining, Oil and Gas industry● Developed new channels to market for servicing nominated Mining, Oil and Gas customers.

Melbourne, Australia

The National Accounts Manager was responsible for ensuring the company’s plans and objectives are being met with all key multi-regional customers such as Hardware branches, major builders and national shed companies among many others. Major activities in the role included• Driving developments that increase the company’s opportunities to maximize shareholder return, particularly in the areas of Revenue/Market Share Margin/Profit Growth Opportunities• Developing formal supply agreements and key account plans for major national customers.• Establishing relationships with key customer personnel and industry influencers.• Developing new National customers.• Ensuring that BlueScope Lysaght are the preferred supplier in Steel Building Products for all National Customers. • Ensuring alignment of strategy across all states and market segments.• Developing and maintain key processes for communication of major customer developments, issues and opportunities.

Melbourne

The Sales & Business Alignment (SBA) Project Manager was responsible for the development of a National Sales Framework to meet future business needs based on:• Customer Segmentation.• Strategy and Development.• Sales Competency Framework.• Framework Organisational Design.• Training and Development.The SBA Project Manager was responsible for the implementation of this project over an 18 month time frame and the major duties included: • Providing project leadership to ensure successful completion of key project milestones;• Providing a focal point for current and future state developments in the sales area;• Leveraging, aligning and implementing opportunities identified from this project;• Developing an enhanced sales capability to grow margin/organisational capability and developing future capability for the customer /supply process;• Acting as a key functional leader to ensure standardisation of processes and systems across the Lysaght Sales function. • Communicating and standardising best practice initiatives around the country.

Melbourne

The State Sales Manager was responsible for all Sales and marketing activities in the Construction, Resources and Industrial sectors including but not limited to• Building the Distribution network and being responsible for the Management of 800 customers.• Coaching, mentoring and leading 28 Sales team members including External sales, Internal Sales, Business Development Managers and Area Managers. • Being responsible for the Melbourne Internal Customer Call centre.• Being responsible for the Campbellfield service centre employing 8 people.• Being an active member of the BlueScope Steel Extended Leadership team.• Developing implementing and executing sales plans & strategies to increase share of wallet of existing and targeting new customers. • Providing strategy and direction for new products and new markets.• Sales and Budget forecasting.• Key Account Management for major customers. • Regular market analysis including customer trends and competitor activities.• Being responsible for the achievement of financial and budget targets.