Managed a team of up to 12 people responsible for Business Development, Tendering and Estimating, and Marketing activities for the Australian region to deliver revenues of $250M. Developed and implemented clear team and individual strategies to deliver business growth resulting in an additional $20M of revenue against budget with new clients in existing and new markets.Implemented and delivered a new business pipeline with a team of 9 business development managers that drove a 20 fold increase in the pipeline value to over $900M. Established a robust process of account and pursuit planning that delivered revenue increases from $0.5M to over $20M with numerous existing clients whilst transitioning the business from construction to ongoing maintenance. Implemented a coordinated and cohesive process that ensured all of EnerMech’s growing range of services were marketed effectively, with revenue on track for year on year growth of approx. $50M by end 2017.

Managed the development and implementation of the industry segment strategy, business plan and growth activities for the business to deliver revenue exceeding $150M. Developed and implemented the Oil & Gas business and growth strategy for the Australian region that delivered over $40M of new business. Successfully negotiated new contracts worth an additional $30M in revenue with a number of key clients and projects. Developed and maintained competitor profiles and plans and applicable strategies to increase market share from incumbent suppliers and won new business with a number of clients.

Responsible for the management and deployment of up to eight sales resources to deliver the agreed budget and new business growth targets for chemical sales in the region.Coached my team in all aspects of sales and customer relations to develop their skills and attain positive sales growth for the company.Successfully managed a team with annual revenues between $80M and $100M across a customer base exceeding 300 clients in key markets including Potable and Wastewater Treatment, Mining, Oil & Gas, Chemical Processing, and Agriculture.Exceeded the regional gross margin budget of more than $15M per year by between 5% and 15% for seven successive years from 2007 to 2015 by developing and implementing targeted and effective sales plans to win new clients and deliver growth with existing clients.Delivered the largest single contract in the history of the business at the time worth $100M in revenue over five years. This contract was delivered over a three year period during which time I identified the opportunity, established and developed multi-level relationships with key client stakeholders, positioned and differentiated our offering based on clearly understood client’s requirements, and managed negotiations to finalise the award. Developed and expanded sales for the Asian business by 50% to over $15M per year with multiple clients in five countries including Laos, Thailand, Vietnam, Indonesia and Philippines.

Responsible for the management of a sales team of up to six account managers and the delivery of new business development activities in WA and Asia. Exceeded annual chemicals sales targets for the region each year by between 4 and 11% by implementing a structured call and sales planning process.Personally grew the WA trading business from $4M in revenue to over $20M and the Asian business from zero to annual sales exceeding $10M.Successfully managed a team of account managers selling chemicals into over 15 different industries in WA.

Responsibility for the financial performance of a portfolio of imported chemical products with emphasis on meeting gross margin and working capital targets. Sourced products for supply to numerous industries including Surface Coatings, Personal Care, Automotive, Chemical Processing and Water Treatment. Reshaped the product portfolio to focus on products with growth potential after three successive years of negative growth which resulted in the introduction of 15 new products, seven new principals and additional profitable annual revenues exceeding $2.5M per year.Developed and implemented a successful Vendor Managed Inventory process with our biggest customer ($20M in annual sales) resulting in annual supply chain savings of more than $0.5M and a one year extension to the existing contract.Developed and maintained business relationships with principals from a number of countries including USA, UK, Singapore, Japan, China, Italy, Belgium, India and Brazil.The portfolio was tracking at 200% of its gross margin budget when I left the role.

Managed multi-level, multi-functional corporate relationships with key customers across diverse industries, with sales value of $20M PA. Consistently exceeded annual sales targets by an average of over 9% per year, delivering a 34% increase ($5M) in sales revenue over three years. Delivered over $4M of new business revenue with clients in the Water, Refining, Automotive, and Bath and Spa industries across a broad range of products including Coolants and Brake Fluids, Chlorine, Caustic Soda, Acids, Refrigerant Gases and Acrylic Sheet. Achieved a reduction in debtor days from 46.1 days at the start of one year to an average of 31.3 days for the last six months of the same year.