Implementation of a new and more agile online B2B sales channel for Fonterra Global Ingredients customers. Led and managed the creation of the Fonterra Global Ingredients Channel Strategy to drive a broader customer demand base.

DFE Pharma are global leaders in excipient solutions; developing, producing and marketing excipients for oral solid dose and dry powder inhalation formulations. Role Purpose: Maximise value and volume, through customer and distribution management, across 13 countries.Achievements:1) Successfully implemented the DFE Pharma China entity to evolve the market channel from distribution to include a DFE Pharma owned entity with direct sales relationships. In a complex and opaque operating environment this accelerated both commodity and value-add sales growth. In China this delivered 29% volume growth and 18% margin growth.2) Stabilised and grew margin returns through enhancing business operations over market intelligence, sales performance, and new business development. In an economically and culturally diverse region, this resulted in Asia Pacific volume and margin growth of 15% and 8% respectively.

Role Purpose: Lead a team of 10 to maximise business development returns and provide future business margin. Set the strategic direction and built the value-add sales skill set to ensure the marketing and delivery of our business opportunities. Achievements:1) Totally reconstructed the way the Fonterra Japan planned and executed business development to deliver a more focused and effective approach to value-add sales. In a conservative and change-resistant environment this resulted in faster commercialisation and higher customer success rates, including the commercialisation of a Top 15 Global Project with a leading local dairy company.2) Exceeded the North Asia EBIT budget by 80%, as part of the business leadership team 3) Drove a culture of innovation: implemented 10 initiatives over the areas of strategy, capability improvement, enhancing process and tools to drive ownership and performance in value-add sales growth.

Role Purpose: Identified, assessed, managed and implemented new business opportunities within Middle East and Africa (MEA). Achievements: 1) Exceeded MEA category budget at US$15 million. 2) Grew various dairy accounts by 4,000MT from a 1,000MT base.3) Grew the Egyptian protein market by an incremental 1,000 MT per annum. 4) Commercialised dairy solutions in Iran, Egypt, and Saudi Arabia (1,500MT).

Role Purpose: Assessed, managed and implemented new business opportunities for the Egyptian market, technical market servicing, and account management.Achievements: Grew the Egyptian protein business from zero to 1,500 MT per annum. Grew the commodity ingredient sales in a leading local account to US$5M. Record sales year for Egypt.