Tony Pearson Email & Phone Number

Australia

Australia

Brisbane, Australia

Responsibilities: - Deliver sales results- Develop and drive strategic direction for Sales- Lead and mentor various Sales Departments- Build strong external partner relationships- Understand the eCommerce retail/ digital environment and implement GTM strategies to maximise sales- Network and cultivate industry relationships- Manage and maintain accurate forecasts- Train, develop, and onboard new sales leaders- Provide input to sales department budgets, org design and compensation- Create & implement outbound sales strategy best practices and continually strive to improve the effectiveness of the sales organization.- Collaborate cross-functionally with Marketing, Operations and Customer Success to ensure streamlined client experience.Achievements:- Delivered a 57% YOY increase in Annual Recurring Revenue- Reduced Churn from 2.42% churn rate last year to 1.97% by May 2018- Grew Overall Customer Revenue by 45% YOY - Continued to refine sales processes and commission models for Direct Sales Team, Partner Sales Team and Enterprise Sales Team to maximise results. - Increased Quarter on Quarter NPS Results.- Delivered over $1mil in Revenue through newly formed Enterprise Division- Grew Neto Partner Sales Revenue from 5% of total business to achieving over 20% Revenue contribution in the past 3 months of FY18- Grew Merchant Services Revenue by 107% YOY- Increased the average sales team member monthly Gross Profit result from $39k per month in July 17 to $86k average in May 18. - Won Financial Review Most Innovative Company Award in 2017- Increased profitability of Design Services Revenue Team from loss making to profitable- Developed processes that enhanced operational efficiencies to deliver a reduction in Cost of Acquisition.

Brisbane, Australia

Responsibilities: -Achieve or exceed sales & revenue targets. - Research, formulate and prepare sales strategies and/or plans to obtain new customers- Work with sales channel to embed sales leadership practices. - Develop and create new client opportunities. - Maintain awareness of customer and competitor activity and provide market intelligence to internal stakeholders; Participate in and support sales forecasting and planning process.- Work professionally and effectively with all internal Neto support functions in development and execution of initiatives to support and improve the performance of our sales team.- Prepare Sales reports and Present results to Neto Board. - Work with the sales team and provide leadership, assistance and drive their sales.- Provide on the job coaching, mentoring and career development for sales teams.- Lead the sales team to excellence in customer service. Achievements:- Restructured Sales Team and grew Annual Recurring Revenue by 42% YOY - Re-designed and implemented a new sales commission model for Direct Sales Team, Partner Sales Team and Enterprise Sales Team. - Lead team through significant change initiatives and restructured overall team to maximize performance- Implemented Salesforce as the sales Team CRM- Implemented NPS Program across Sales Team.- Implemented a new Partner Strategy which included gaining investment from the Neto Board to agree on building a new partner Portal- Negotiated many new partner agreements- Awarded Anthill Top 100 Cool Company Award in 2016- Implemented numerous effective sales incentive schemes to drive incremental sales through the various sales departments within my group- Developed processes that enhanced operational efficiencies to deliver better sales conversion rates- Built effective and productive relationships with internal teams to ensure alignment of departmental processes and objectives.

Brisbane, Australia

Responsibilities:-- Deliver initiatives that enable the B2B channel to achieve EBITDA targets- Manage sales pipelines to ensure that all customer projects are delivered on time and within budget.- Effectively manage major customer projects to ensure that projects are accurately scoped and communicate with all stakeholders (internal and external) to ensure all are informed at relevant stages of project implementation.- Effectively manage the Vita Group TBS program from sales through to installation and after sales service.- Work with sales channel to embed sales leadership practices.- Effectively lead the Business Operations team to design and maintain specific B2B policies and procedures - Foster a culture of sharing best practice across the B2B Channels, Vita Group and external stakeholders- Conduct thorough operational due diligence on prospective B2B acquisitions and co-ordinate the opening and closing of any location. Achievements:- Restructured TBS Delivery team and increased sales and delivery from 20 phone systems - per month to 60 per month over a 4 month period - Re-designed and implemented a new sales commission model for the SMB channel to reflect revised product mix and customer satisfaction focus. - Lead team through significant change initiatives and restructured overall team to maximize performance- Acquired 5 new Telstra Business Centre’s and successfully opened these locations on time and within budget.

Brisbane, Australia

Responsibilities:-- Achieve of Business Sales performance - Gross Profit and EBITDA Budgets- Achieve a shift in product sales mix.- Ensure business team turnover (voluntary) in no greater than 45%- Developed, maintained and managed sales operation process documents - Increase average sales by individual Sales Executive - Managed and reported on CRM usage across sales teams- Developed processes that enhanced operational efficiencies and reduced sales delivery costs, shortened delivery lead times and increase revenue- Build effective and productive relationships with internal and external teams to ensure alignment of sales objectives.- Ensure all major customers have SLA’s in place and deliver against these agreed service commitments.Achievements:- Delivered over $22mil in Revenue to Telstra through Vita’s Enterprise Sales Team and became Telstra’s largest partner across Enterprise and SMB in 14/15- Grew Vita sales revenue by 70% YOY in its Enterprise Channel with a $9.1mil GP result and a $2.5mil EBITDA result- Increased the average sales team member monthly GP result from $27k per month to $60k per month. - Won Aria’s Exceptional Growth Partner in 2014 and 2015.- Restructured sales team and recruited ICT specialist sales team to deliver against board strategy.

Brisbane, Australia

Responsibilities:-- Achievement of TBC & Small Business Sales performance - Gross Profit and EBITDA Budgets- Grow TBC Footprint.- Ensure business team turnover (voluntary) in no greater than 45%- Developed, maintained and managed sales processes and sales operating rhythms - Increase average sales by TBC location - Roll out new Salesforce CRM system- Developed processes that enhanced operational efficiencies and reduced sales delivery costs, shortened delivery lead times and increase revenue- Build effective and productive relationships with internal and external teams to ensure alignment of sales objectives.- Ensured all Telstra contractual commitments are delivered.Achievement:- Increased profitability of Vita’s TBC channel to $1mil plus EBITDA in 13/14 (channel made a $500k loss in 12/13)- Reduced staff turnover by 20% - Won Telstra Business Centre of the Year in 2014- Grew Business Centre footprint from 5 TBC’s to 12- Won multiple quarterly Customer Service awards for overachievement in NPS results

Australia

Responsibilities:-- Lead a Sales Team to achieve their sales and service targets- Delivered revenue, sales and operational targets in line with strategic business direction- Identified and implemented ongoing product and service growth opportunities and guided the delivery of successful sales strategies into the Vita Group (Telstra Store, Fone Zone, Next Byte, One Zero and Telstra Business Centre’s) - Maximised profit growth of products and services across activation and retention products to build and maintain market-share - In partnership with the Regional Field Sales teams, monitored and analysed National Sales Performance - Lead contract negotiator Achievements:- FY 11/12: $300mil+ revenue; Total Physical Sales = 356,326; Achieved 104% to target - Increased continual Customer Satisfaction Ratings within sales portfolio - Lead team through significant change initiatives and maintained optimum sales performance- Executed a Retail Optimisation program.

Brisbane, Australia

Responsibilities:-- Continually improved Channel sales performances- Identified and implemented performance optimisation initiatives- Developed, maintained and managed sales operation process documents - Coordinated and delivered statistical analysis of core sales operations, procedures, processes and performance levels- Developed and delivered periodic sales reports and sales improvement initiatives to Executive Management team - Managed and reported sales life-cycle analysis, paying particular focus to reduction of cycle times and costs of delivering increased sales- Developed processes that enhanced operational efficiencies and reduced sales delivery costs, shortened delivery lead times and increase revenue- Built effective and productive relationships with internal teams to ensure alignment of departmental processes and objectives.Achievements:-- Awarded Telstra GMD Award for the delivery of multiple improvements to Retail Transformation- Introduced new process improvement and executed various cost out initiatives that delivered $16mil revenue for FY 05/06- Introduced Telstra’s Customer Connect Program that assisted Telstra Partners to contact their customers, resulting in substantial uplift in mobile recontracting activity- Delivered Next G Network Rollout to Telstra Partners

Brisbane, Australia

Responsibilities:-- Drove Whole of Business via the various channels within Fone Zone. (ie Fixed, Mobile, Data, Internet and Pay TV) - Developed ongoing relationships with decision makers and influencers and delivered highest levels of support on strategic and economic priorities.- Maintained and grew revenue through the delivery of quantifiable value to customers - Drove sales through retail points of presence,, call centre direct and indirect sales and corporate initiatives - Managed and resolved all sales promotional activities, sales team skill development and customer complaints - Created and implemented sales account plans and business development strategies to maximise revenue growth- Provided Subject Matter Expertise to Portfolio-sales-force and customersAchievements:-• Facilitated Partner growth from 46 retail stores to 103 retail stores nationally, including 62 Corporate Account Managers (outbound), 75 Customer Retention Staff and 550 Total Team Members• Generated in excess of $260m revenue for Telstra in FY 03 / 04• Achieved in excess of 370,000 Post Paid SIO’s for Telstra’s largest Partner segment• Established Fone Zone as the biggest selling Big Pond Dealer within Telstra’ indirect Channel • Between 2004 – 2009 and whilst managing the Fone Zone Partner portfolio, the company won the following Awards: - National Retail Association awards including: Best Training Initiative Runner up – Outstanding Customer Service Initiative Finalist – Individual Achievement Award – National Retail Manager Best Designed Store – Cairns Central Best New Retail / Business Store – MacArthur Central Brisbane - Australian Telecom Awards September 2003 - Best Phone Retailer 2003 - Telstra National Dealer of the Year 2002 - Telstra Customer Service Award 2003 - Australia’s Best Retailer - National Retail Association Awards 2004 - Outstanding Customer Service Award - National Retail Association Awards 2004

Brisbane

Responsibilities:-- Developed National Sales Plans and monitored new business sales and revenue growth- Developed and implemented a Channel Partner Sales Strategy which contributed to Telstra’s profitability and market position- Ensured Channel Partner strategies were coordinated Nationally- Coordinated sales team resources and executed robust Portfolio sales strategies and business development plans- Developed Business Cases for endorsement by Executive Management, to support Channel Partner Strategy- Ensured overarching Partner collaboration and engagement through teamwork and strong leadership Achievements:-- Under my leadership the Queensland Sales team consistently over achieved all sales targets- Developed a new process for how Telstra went about assessing new dealership applications which was then adopted nationally - Implemented numerous effective sales incentive schemes to drive incremental sales through the various state channel partners