Stephen Gleeson Email & Phone Number

Australia

Western Australia, Australia

Overall responsibility for Stratco WA South-West business units. This role formed part of the WA senior management team.My key learnings:- Significantly developed my leadership style, especially in regards to empowerment and collaboration with my teams- I was regarded as a lateral thinker and passionate strategist- Improved understanding of business scalability, having moved from Stratco NT to WA, a larger division both financially and geographically- The larger corporate environment helped me establish my key skills and knowledge gapsResponsibilities: - Overall responsibility for P&Ls; revenue, GP & NPBT- Recruitment, coaching and development of teams and managers (store management, internal and external salespeople, stock controllers, yardsmen)- Retail & B2B Sales management - Retail operations, site layouts & logistics- Territory expansion including greenfield market penetration- Business planning, especially sales, operations and financial strategy development- Strategic collaboration with senior management- Regular presentation to C-Suite and peersSkills employed:- Collaborative leadership & coaching - Consultative sales management- Revenue/expense management of multiple business units- Communication with all stakeholders from C-Suite to consumersSummary:FY20 & 21 brought turbulence to the WA construction & materials industry. Interstate & international supply chains were under immense pressure, whilst material and labour shortages presented unique challenges for my teams. At the same time, Stratco WA implemented a new ERP at the start of the pandemic.I am proud of the resilience and fortitude my teams exhibited during this change period, who achieved top line and NPBT growth from FY20 to FY21, whilst retaining market share. I am especially pleased with the meteoric development of strong, young new recruits, including three retail managers, multiple salespeople and operators across the division.

Darwin, Australia

Responsibility for sales and GP for Stratco NT business unit. This role formed part of the Northern Regions senior management team, reporting to the General Manager..My key learnings:- Developed skills as a manager, recruiter, team builder and coach.- Expanded my expertise as a consultative salesperson, building new relationships and improving the Stratco NT brand, measured by market share, online ratings, enduring B2B relationships and sustained profitability.- How to set my team apart from competitors, ignoring price focus.- Understanding indigenous and remote Australian populations, and the economic, geographical & cultural challenges these communities face.Responsibilities: - Overall responsibility for revenue and GP for Stratco NT and the sales team- Quarterly business planning, dynamic sales and financial strategy development and implementation- Recruitment, coaching and development of teams (store management, internal and external salespeople, retailers, administrators).- B2B and retail sales management- Retail operations, site layouts & logistics- Territory expansion, especially remote greenfield market penetration- Quarterly presentation to C-Suite and peersSkills employed:- Collaborative leadership & coaching - Consultative sales management- Strategic market penetration- Brand improvement - Revenue/expense management- Communication with all stakeholders from C-Suite to consumersSummary:The NT construction industry is apart from the rest of Australia and faces its own unique cultural & geographical challenges. The unique nature of the industry supplied constant learning and required evolving strategy to achieve our goals. I learned how to penetrate remote markets, and why price is rarely the most important thing. Gaining marketshare required tenacious attitude and extraordinary tactics.The NT was a defining point in my career that taught me, above all, the power of win-win thinking.

Brisbane, Australia

Drove growth of both Stratco and Stratco's authorised Dealer network via the Outback patio range. - Acted as an adviser for small business owners who sold and installed Stratco's product as dealers. Aided in developing their businesses through marketing, advertising, business and technical advice while adhering to and consistently exceeding a correlating budget.- Drove impeccable customer service and confidence in the Stratco system among customer base.- Acted as direct link between customer base and Stratco's internal marketing, estimating, purchasing and manufacturing teams. Responsible for conveying feedback and process redesign where necessary to assist in the growth of dealers' businesses.- Responsible for introducing new products and markets to wider sales team..- Developed offer for new products to market through in depth market research, purchasing and identifying appropriate suppliers, and arranging system processes.

Brisbane, Australia

My key learnings:- The consultative selling process is the most surefire way to cement yourself as a trusted advisor and set you apart from the pack of transactional or price-oriented sellers. Gaining a key understanding of a customer's motivation for spending is critical to ensure mutually beneficial relationships and a world-class customer experience.- Busywork is not always effective. Making time for time management is a key skill of any successful businessperson, and this skill can always be improved.- Internal culture is one of the biggest determinents of a customer experience. Poor internal communcation and relationships invariably degrades customer's experiences.- The ability to modify one's communication style with varying stakeholders makes or breaks any interaction. Responsibilities & achievements:- Achieve sales plan and GP targets monthly Exceeded both plans 12 / 14 months.- Achieve and exceed new business targets (B2B)- Expand geographical footprint through effective, strategic prospecting. - Embody Stratco's key values during all stakeholder interactions: Service, Quality, Innovation, People, Results, Safety- Cold-calling, identification of key stakeholders, and mutually beneficial relationship development.- Employ the Consultative Selling Methodology as popularised by Achieve Global.- Annual training to hone consultative selling skills- Deliver regular training to peers in monthly sales meetings- Assist in training sales cadets on road- Spearhead the development and launch to market of several new products, engage the sales team and empower them to sell these products with confidence

Se Qld

On behalf of CPM's major clients, I was responsible for developing brand awareness, share of space, and driving sales in a broad territory with focus on key major retailers. Achieved this by identifying key personnel and developing, maintaining and capitalising on strong rapport and relationships. Key clients ranged in industry including IT, technology, FMCG & toys.In final years with CPM was appointed senior account support and team leader on behalf of Mattel, with major focus on Target and Toys R Us accounts while leading the SE Qld team.

Se Qld

On behalf of CPM's major clients, I was responsible for developing brand awareness, share of space, and driving sales in a broad territory with focus on key major retailers. Achieved this by identifying key personnel and developing, maintaining and capitalising on strong rapport and relationships. Key clients ranged in industry including IT, technology, FMCG & toys.This position was on a casual basis while completing university.

Brisbane, Queensland, Australia

Queensland, Australia

King'S College, University Of Queensland

Tutored college students in- Music (various subjects)- Performance music- Chemistry

Se Qld

Direct sales and customer influence in electronic products on behalf of Hewlett Packard, JVC, Samsung. Involved customer sales in retail situations across various distributors.Merchandising for Swiss Vitamins, Hewlett Packard, JVC, Sony at retail level.

Brisbane, Queensland, Australia

General labour contracting to various sites.

Master Of Business Administration (Mba), Finance

Activities and Societies: Entrepreneurship speciality stream - Entrepreneurship - Strategic Management - Corporate Governance - Operations.

Education record

Completed The Founder Institute Sydney pre-seed accelerator, a 12-week intensive program to help validate tech businsesses. A tremendous.

Diploma, Strategic Sales Management

Activities and Societies: Leading a culture for responsible selling Leadership and management in sales Planning and implementing sales.

Bachelor Of Arts (B.A.), Music Performance, General

Bachelor of Music (Performance) commenced Bachelor of Arts stream change and completion Music - Double Major Chemistry - Minor Philosophy.

Bachelor'S Degree

Activities and Societies: King's Rowing 1st IV stroke 2005-2008 King's Choralfest coordinator King's Bandfest coordinator

Certificate Iii, Music

Activities and Societies: Operate professional audio equipment Implement copyriht arrangements Perform basic sound editing Work.