Phill Hayes Email & Phone Number

Sydney, New South Wales, Australia

Australia

Leading a highly professional Business Development and Account Management team with Australasian scope, my role is to ensure we leverage all the resources across our extensive network, capability and experience, to grow the business and deliver the outcomes our customers expect of a waste management & resource recovery partner.Revenue: $65M | Team Size: 5 | Customers: 3k+ | Growth p.a.: 15%+Achievements:• Built $150M opportunity pipeline over 12 months, delivering topline revenue growth >$12M• Defined commercial processes, opportunity stages and stage weighted values• Classified customer base, developed Account Management framework & contract renewal cycle

Sydney, Australia

Overall P&L accountability across a multi-branch, matrix organisation, working with all stakeholders to deliver profitable business growth. From M&A, to driving organic growth through channel opportunities or securing new industry partners expanding capability and footprint, in maximising performance the role is pivotal to success.Position takes in new business & existing account growth, contract renewal, customer satisfaction, price & profitability analysis, budgeting & forecasting, cost centre & cash flow improvement... while striving for 100% safety & compliance. Leading from the front, if there’s a major new business pitch or customer initiative, I want to be part of it!Revenue: $250M | Team Size: 50+ | Customers: 15k+ | Growth p.a.: 8%Achievements:1. Strategy & Positioning: Developed resource recovery value proposition around Safety, Spend & Sustainability2. Customer Classification: Classified all customers as National, State, Area or Inside Sales; built “how to serve, cost to serve” engagement & delivery model - clear accountability, increased profitability, externally focused team3. Commercial Process: Defined for each classification - relationship progression stages & engagement framework underpinning new business, contract renewal & account management4. Business Systems: Reviewed CRM systems; implemented Salesforce.com with DocuSign5. Sales Organisation: Aligned structure to customer classifications across all Sales disciplines; KPI’s, rem. and commission structures; management framework based on CRM data - “get the sellers selling” and build strong performance based culture6. Tracking & Reporting: Dashboards tracking team & individual metrics - “performance on a page”, opportunity, new business, contract renewals, activity levels, league tables & recognition triggers7. Price & Margin: Modelled floor rates based on input variables; rate cards by branch, customer classification & authorisation level - rate uplift, revenue & profitability

Sydney, Australia

Relationship management of SUEZ’s highest value commercial & industrial accounts, category spend $1-10M+ p.a., including Bunnings, Spotless, CSIRO, JLL, Schneider Electric and Atlas Copco. New business development and contract management as per transition -> value add -> renewal cycle. Comprehensive tender processes across industry verticals.Revenue: $25M | Team Size: 8 (indirect) | Customers: 12 | Growth p.a.: 10%+• Consistent topline growth over several years, developing new business with facility managers, industrials, government organisations, retailers and other verticals, in addition to re-signing portfolio accounts• Built comprehensive working knowledge of SUEZ’s business, people, facilities, services, customer contracts, pricing mechanisms, systems & processes, becoming an internal reference point as a senior member of the national team• Developed National Business approach, aligning Account Management, Operations, Business Support & other resources across Australia to deliver greater value, recognised through improved satisfaction, retention & growth• Implemented Quarterly Business Review format, reporting protocols and associated templates to capture value delivery and KPI performance, now widely used across SUEZ

Bachelor Of Science

Masters Of Business Administration, Marketing, (Distinction)

Nsw Higher School Certificate