Michael Tate Email & Phone Number

Melbourne, Vic, Au

Melbourne, Victoria, Australia

Impetus specialises in Interim Executive, Advisory and Coaching, utilising leadership & change management processes & tools to implement & embed our client's vision & strategy. Our focus is on behavoural & cultural actions that make a company's sales and marketing strategy sustainable & ensure full value from implementing standardised set of processes across sales, marketing, service & operations. Interim Executive cover, Sales & Marketing alignment, process and competency assessment & implementation. Tailored Sales Enablement, Training and Coaching delivered with a pragmatic, innovative & behavoural focus.

Melbourne - Australia

Developed Cheetham Salt's, Sales, Customer Service and Supply teams to deliver "best in class" sales & customer focussed culture, strategy and practices. Developing, training and coaching sales & service skills, Segment & Key Account planning, CRM, Reporting, NPS Customer Survey and S&OP to align sales, marketing & operations ~ adding key marketing value to execute a superior customer experience.Achievements To Date:* Developed, managed & delivered 3+ year Sales, Service & Supply skills & behaviours training, on-boarding & coaching. Created World Class Customer Focus framework & audit with variety of learning and development initiatives.* Clarified, developed & trained Cheetham’s Customer Value Proposition (CVP) and marcomms to embed the CVP across the organisation. * Built & managed Voice of Customer NPS survey & follow up to measure CVP delivery and inject customer voice & themes into marketing & operations strategy.* Designed, co-developed & project managed on time in budget a Customer Relationship Mgt (CRM) system – including customer sales contact & pipeline processes, service request/complaints, dashboards and KPIs.* Continuous improvement/simplification of reporting, analysis, and pricing tools to clarify, teach, align activities to KPIs – driving accountability, teamwork and tactical & strategic direction and results.

Chatswood - Nsw

Holcim Aggregates is a major supplier of high quality aggregate and sand materials to the construction industry with a focus on creating customer value for the concrete, asphalt and civil construction sectors. The National Sales & Marketing Manager functional responsibilities is focused on strategic direction, sales processes and creating an environment that supports innovation and development of people to deliver results through a regional P&L structure. Achievements:* Implementation of Sales Assessment, Coaching and Sales Academy consultative value selling development program.* Moved from traditional price performance and processes to develop new price management tools, practices and strategy to lock in price increases in a heavily competitive over capacity market.* Implemented Salesforce CRM and embedded standard sales process through weekly reviews and sales manager coaching* Implementation of Senior Key Account program to broaden & deepen customer relationships. Led preferred supplier arrangement with a major Civil Construction company to double $20M sales revenue.

Australia

Impetus specialised in utilising leadership & change management processes & tools to implement & embed our client's vision & strategy. Our focus is on behavoural & cultural actions that make a company's sales and marketing strategy sustainable & ensure full value from implementing standardised set of processes across sales, marketing & operations. Sales & Marketing Competency Assessment, Tailored Training and Coaching is delivered with a pragmatic, innovative & behavoural focus.Highlights:* Developed and facilitated bespoke B2B Sales Training for Nissan Fleet Sales nationally. * General Manager Sales & Marketing – PEAK Lubricants. Contracted to assess, recruit, train & coach sales and marketing team. Developed marketing plan, sales collateral, web & campaigns. Reviewed territory structures, CRM, & provided training. 1st Stage Revenue reversal of -15%. * Developed Sales & Operations Framework, Diagnostic and Cross sell campaign for leading $2B Revenue services company. Reviewed 45 Aus/NZ senior executives, account and operations managers across all divisions. Developed strategy recommendations and implementation plan covering sales pipeline, communication, Training, Integrated VP, cross-sell campaign & cross division management. Designed and facilitated cross-sell training to generate 20%pa organic growth.

Melbourne, Victoria, Australia

Responsibilities:Led Aviation Sales, Marketing and Sales Support Team of 13 for Australia, NZ, PNG and Guam. Managed P&L, $2 Billion Fuels & Lubricants, Services Revenue. Customer Segments - Global Accounts, Domestic Airlines, General Aviation, Military.

Melbourne, Victoria, Australia

Markets: China, Korea, Thailand, Malaysia, Philippines, Singapore, Vietnam, Taiwan, Indonesia, India, Pakistan, Australia, New Zealand, Responsibilities: Implemented a Global Sales Culture & Effectiveness program throughout Asia Pacific region. Change Mgt role that led & coached Country General Managers, Sales & Marketing Managers to embed standardised sales leadership behaviours, disciplines, processes and tools.

London, England, United Kingdom

Markets: Global Lubricants - UK ExpatriateResponsibilities: Developed the global growth-focused sales culture, professionalism and effectiveness framework & implementaion program - focussing on dramatic change / improvement in leadership behaviours, sales process, tools and disciplines whilst the business was undertaking a global cost reduction program.Implemented the program globally across a variety of key stakeholders and markets - 1,050 Leaders & Managers. Influenced senior leaders across Lubricants and Fuels to adopt a greater focus on top-line growth, sales leadership, world class practices, sales-force “rightsizing” and disciplines.

London, England, United Kingdom

Markets: Europe, Turkey and Russia - UK expatriateResponsibilities: Manage and grow the Consumer Lubricants business with Pan European Global accounts. Implement a compelling, innovative and standard Client Value Proposition (CVP) through a network of 50 Account Managers. Hunt & Harvest key strategic segments of Mass Retailers, Fast Fit, Automotive Parts Wholesalers and OEM Franchise Network

London, England, United Kingdom

Markets: Global Markets - UK expatriateResponsibilities: Develop Brand Architecture and Marketing Propositions for Shell’s portfolio of Consumer Lubricants global brands (Helix, Value and Advance). Additionally develop, manage Brand and Marketing activities across 25 European markets. Implement campaigns, propositions & plans through a network of 75 Marketers. Training of marketing planning, channel management, Insights research & marketing mix implementation.

Australia

Markets: AustraliaResponsibilities: Perform Company Director duties of compliance and governance for Lubemobile – mobile car servicing. Specific focus to dramatically improving safety performance of 300 mobile mechanics, towards Goal Zero. Implemented Safety Management system & representative programs that reduced Reportable Incidents from 122 per year to 4.

Markets: Consumer Lubricants - Australia and New ZealandResponsibilities: P&L accountability for Consumer Lubricants division.Develop Marketing Strategy, Plan and Sales execution. Manage team of key account and marketing staff to grow the brand and return to profitability.

Melbourne, Victoria, Australia

Markets: AustraliaResponsibilities: Strategic analysis of the business across all elements of marketing mix and CVP development. Strategic National Pricing Management to balance supply and target customer segmentation to improve margins.

Markets: AustraliaResponsibilities: Brand, Marketing and Sales Management of National Auto LPG market to deliver market leadership and improved profitability through cost reduction.

Institute Course, Company Directorship, Graduate

Graduate AICD - Company Directors Course

Bachelor Of Commerce, Marketing

Bachelor of Commerce - Marketing with additional Masters modules completed - Consumer Behaviour, Sales Management, Finance & International.