Matthew Higgins Email and Phone Number

Head of sales and commercial accountability for the B2B and Customer Service team (17 people with 5 direct reports).B2B has over 3.3K customers lead by 3 Key Account Managers across Food Service; HORECA (Hotels, Restaurants and Cafe's); CUA (WA Government), Route and Education; and a Business Manager for Cheese and Export (plus an indirect team of 8 BDE’s and BDM’s). Customer Service Manager has 4 team members overseeing day to day customer engagement across the state for all customers including internal stakeholder engagement focusing on customer centric growth and partnerships.

Head of sales and commercial accountability for the B2B team (team of 12 that is responsible for over 3K customers) leading 3 Key Account Managers across Food Service; HORECA (Hotels, Restaurants and Cafe's); CUA (WA Government), Route and Education; and a Business Manager for Cheese and Export (plus an indirect team of 8 BDE’s and BDM’s).

Commercial accountability for Woolworths nationally plus 3 Key Account Managers across Food Service; HORECA; CUA (WA Government), Route and Education; plus an indirect team of 8 BDE’s and BDM’s.

Responsibility for Distributors (45 different businesses in the WA Distribution network across metro Perth and regional WA) plus commercial accountability for Coles and Coles Express. Also had a Key Account Manager (Petrol and Convenience, Catering and Aged Care, Education, Government and Recreation) from May 2017.

Role was made redundant 31/08/2016- Led and drove the WA Commercial team’s strategic ‘go to market’ approach, culture, performance and execution across 3 channels (craft, distributors and Independent Manufacturers) whilst being accountable for turnover, tonnes with over 100 SKU’s providing to over 300 direct customers in WA (excludes indirect customers via distributors).- Led WA sales team to achieve full year budget (Sep 2015 to Aug 2016, SA was the only other state to achieve budget)- Achieve number 1 GP per tonne nationally (29% higher than 2nd state, 56% higher than national average).- Grow 2 territories to be in the top 5 nationally for GP performance (total GP dollars).- Develop 3 territories to be in the top 5 nationally through having the highest GP per tonne.

Territory ManagerRegion Key Accounts Manager- Negotiate and implement trading term agreements for national accounts (PML’s 4th and 7th largest National Account’s in Australia) in line with PML’s sales, marketing and legal direction as well as the national key accounts strategy to ensure a strategic agreement that provides PML with a competitive retail platform focussing on building PML’s share, volume and the customer’s business (trading terms focussing on a Pay for Performance structure), as well as overseeing rebates (HO and stores) plus promotional and hardware investment. - The first National Key Account Manager to negotiate and secure National Pay for Performance Trading Terms in the tobacconist channel with TSG (5 year agreement).- ABCD Award (Above and Beyond the Call of Duty) December 2011 (National Recognition) for exceptional performance in detailing key stakeholders on new Tobacconist Trading Terms.- National representative for ‘Charity Champions Committee’ – PML For Giving, The Smith Family- Rolled out the first Pay for Performance program with WA’s largest Independent owned Supermarket Group (Progressive) resulting in sustained market leadership throughout 2013.. Accountable for 93% of WA’s volume and share ($376m in sales, state and national accounts) through the direct leadership, responsibility and development of 2 people: Region Key Accounts Executive (based in Perth) and Region Key Account Administrator (based in Adelaide).- National Lead for execution of General Trade Strategy and state lead for PSR (Promotional Strategy Review).- Developed and then chaired ‘Western 4 Me Committee’ to prioritise strategies to drive positive state engagement.

On Premise Key Account Manager (BDE)- Lead, coach and develop a team of 5 (Business Development Executive x 1, Precinct Sales Executive x 2, Precinct Sales Executive ReCa x 1, Brand Development Manager – Heineken Lion x 1).- Drive strong relationships with On and Off Premise customers to assist the team to develop joint business plans and develop and implement an overall business plan for the precinct (focused on ReCa, developing a picture of success, defeating competitors and securing new and existing contracts via our trading terms/Beer Rights).- On Premise Key Account Management and business development of WA’s highest profile groups and accounts through developing partnership proposals to secure new and existing business: engage the customer to explore their needs and how ours fit in, engage with the beer systems department where relevant (new installs/equipment), engage finance for CAPEX expenditure and agree on trading terms to be presented, develop powerpoint presentations, present to the customer, negotiate with the customer, develop the contract, sign off on the contract and then put the business plan into action.

On premise, Off Premise, Cinema, Emerging Markets

Territory Manager - GroceryField Sales Manager - Away from Home