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Initially responsible for only Australia, I took on New Zealand in 2016, expanding my team from 7 to 9 Account Managers across both countries. I am responsible for the sales of Merck’s products into the Australian and New Zealand industrial sectors (all customers outside research and academia). Products include the full range of Merck’s life science reagents, equipment, instruments and consumables. I have full accountability for recruitment, training and performance of my team. I have developed and implemented key account strategies, am constantly in the field with my team and have been involved in many trade shows and conferences. Developing and implementing marketing strategies in conjunction with Merck’s marketing team is also an important function.Achievements:• Year on year achievement of all sales budgets• Recognised for my leadership through being given additional responsibilities for New Zealand in 2016• Recruited, mentored and led 3 Merck salespeople of the year over the last 4 years• In 2020, largely driven by Covid 19, successfully transformed my field-based team into Digital/Inside Sales Account Managers using daily Digital Tools like Google Data Suite insights to further enhance their customer interactions• Became proficient in RAIN High Performance Sales Management and transforming my team to adopt RAIN in their daily activities

Responsible for Lab Essentials and Biomonitoring, I was responsible for Northern Queensland as well as a number of smaller and remote customers throughout regional Australia. This role was unique in that it incorporated a mix of frontline customer interaction by phone and email, combined with strategic and targeted on site visits.Achievements:• Exceeded sales budgets for 3 out of 4 years• Grew Merck’s business from $500k in 2008 to $1.1m in 2014• 2011 Merck Australian Salesperson of the Year – Winning a trip to Merck’s head office in Germany

My first role at Merck, then Merck Millipore was as an Account Manager responsible for the Western suburbs of Melbourne and the Western districts of Victoria. This was my first sales role and saw me establishing professional relationships and learning my sales craft.Achievements:• Won the microbiology business at Dairy Technical Services from a zero base in 1999, the business is now worth $900k per year and is the Applied team’s biggest account.• Won the environmental business with Warrnambool Cheese and Butter in 1999 worth over $50k per year.

Working in the laboratory, I carried out both quality assurance and research and development activities on paints and coating produced in the Sunshine factory. As part of my role I also visited major customers such as BHP and worked on specific coatings products for their Colorbond range.