Managing the growth of FYI in national practices and affiliations for Australia and New Zealand.

Appointed to this role recently in recognition of my leadership abilities and capacity to drive change and business growth in the most challenging environments, I am currently responsible for creating business development initiatives through strategic affiliations and partnerships amongst existing and potential clients. This relationship-focused approach builds on my significant years of expertise in leveraging collaborative partnerships to add value to clients, offering them solutions that… Show more Appointed to this role recently in recognition of my leadership abilities and capacity to drive change and business growth in the most challenging environments, I am currently responsible for creating business development initiatives through strategic affiliations and partnerships amongst existing and potential clients. This relationship-focused approach builds on my significant years of expertise in leveraging collaborative partnerships to add value to clients, offering them solutions that align with their commercial and operational objectives. Show less

Acknowledged as one of MYOB’s senior business development and strategic account management leaders, I was promoted to this multifaceted role to manage dual responsibilities. The first involves managing the company’s largest client accounts and enabling client retention in an increasingly competitive environment. The second key responsibility – and career highlight – involved establishing and managing the company’s national insolvency product and service presence, encompassing all… Show more Acknowledged as one of MYOB’s senior business development and strategic account management leaders, I was promoted to this multifaceted role to manage dual responsibilities. The first involves managing the company’s largest client accounts and enabling client retention in an increasingly competitive environment. The second key responsibility – and career highlight – involved establishing and managing the company’s national insolvency product and service presence, encompassing all Australian-based insolvency practitioners. To achieve this, I identified, developed and executed integrated sales and business development strategies that leveraged existing client relationships and provided the framework for fostering new relationships with potential clients. By positioning MYOB as a business advisory service and providing responsive, insightful commercial advice and support to clients, I was able to tailor sales solutions that allowed us to retain key client accounts. Drawing on my well-developed negotiation skills, I was able to prevent customer attrition, adding value well beyond the product offering and positioning MYOB as a business partner, not simply a software provider.As a result, I successfully defended annual revenue of $3.1 million under extremely challenging corporate conditions by developing an agile and responsive sales and account management strategy. I also managed and maintained two of the company’s key client accounts – KPMG and Grant Thornton – in this highly competitive environment, and ensured ongoing engagement in the company’s upcoming product line by demonstrating MYOB Practice Online and outlining a clear strategy to support their transition to convert from desktop to online. Show less

Over the course of eight years this role evolved and grew exponentially, largely due to MYOB’s growth of market share and new product innovations. As a result, I became responsible for managing 15 national clients from a wide array of industry sectors, although the vast majority were accounting practices and affiliations. I consistently achieved variable targets averaging $350 000 in annual revenue; defended and grew annual maintenance revenue to over $3.2 million annually; and repositioned… Show more Over the course of eight years this role evolved and grew exponentially, largely due to MYOB’s growth of market share and new product innovations. As a result, I became responsible for managing 15 national clients from a wide array of industry sectors, although the vast majority were accounting practices and affiliations. I consistently achieved variable targets averaging $350 000 in annual revenue; defended and grew annual maintenance revenue to over $3.2 million annually; and repositioned MYOB as a key business partner and promoting SME solutions to practice clients.I owned the strategic business relationships with both new and existing clients across the portfolio, and was responsible for identifying and closing large, complex software deals and ensuring ongoing customer retention. To do this, I had to:• Facilitate proactive client engagement strategies and consistently find ways to add value to the client relationship • Reposition MYOB as a business advisory service capable of offering tailored advice and valuable insights to each client • Developing strategic account and territory plans aligned with revenue and growth targets • Use well-developed research and analytical abilities to undertake in-depth market research, forecasts and competitor analysis.As a result, I was able to lead a strategic approach to driving growth in sales revenue by establishing a series of short, mid and long term sales strategies; and designed, delivered and executed an integrated sales and business development strategy facilitated by best practice, end-to-end client account management practices that significantly enhanced customer experience.I also won a series of high value targeted accounts, including the two largest sales in MYOB history, successfully increasing client retention and acquiring business resulting from client acquisitions and expansions despite the increased competition posed by cloud solutions. Show less

Appointed responsibility for 150 strategic client accounts, in this role I shaped and contributed to sales strategies, established a pipeline of sales leads and business development opportunities, and drove business growth through effective client account management and engagement.By employing a multidisciplinary approach to client account management incorporating best practice sales, business development and relationship management strategies, I was able to engage clients and build… Show more Appointed responsibility for 150 strategic client accounts, in this role I shaped and contributed to sales strategies, established a pipeline of sales leads and business development opportunities, and drove business growth through effective client account management and engagement.By employing a multidisciplinary approach to client account management incorporating best practice sales, business development and relationship management strategies, I was able to engage clients and build meaningful relationships, develop tailored solutions and demonstrate an ability to add value to their business. This enhanced customer experience significantly, and resulted in a series of achievements including:• Consistently delivering increased sales revenue and exceeding KPIs annually, qualifying for the Over Achiever’s sales award program in each consecutive year• Achieving $502 000 in sales versus a challenging target of $400 000 in 2008, becoming the first person in company history to achieve consecutively monthly sales targets for 12 months• Achieving $532 000 in sales versus the establishing $440 000 target in 2009 again achieving sales targets in each consecutive month for 12 months• Achieving $472 000 in sales versus a target of $386 000 in an increasingly competitive marketplace, achieving KPIs in ten out of the twelve month period. Show less

This role was the culmination of 15 years’ working in pricing, distribution and production planning roles within Exxon Mobil, and in this role I was able to combine my significant operational expertise with a strong understanding of best practice account management, business development and product marketing. These, together with well-developed commercial acuity, ensured I developed effective pricing strategies that took into account different market and client imperatives across the South… Show more This role was the culmination of 15 years’ working in pricing, distribution and production planning roles within Exxon Mobil, and in this role I was able to combine my significant operational expertise with a strong understanding of best practice account management, business development and product marketing. These, together with well-developed commercial acuity, ensured I developed effective pricing strategies that took into account different market and client imperatives across the South Pacific region. Show less