Xavier Johns Email & Phone Number

Melbourne, Vic, Au

Melbourne, Victoria, Australia

Responsibilities:Oversee and lead management of B2B distributors to build collaborative customer relationships & develop/deploy performance growth framework. Responsible for shared leadership and coaching of sales teams, delivery against budget, forecasting, development and execution of growth program to drive results, including product launches and ranging trials.Key Achievements:• Pioneered structured Quarterly Business Reviews & Joint Business Planning driving customer engagement.• Negotiation of trading terms and refined tender process for new business driving sales performance.• Implemented business development plans across sales team to deliver KPIs and achieve deliverables.• Developed a growth initiative calendar for sales plans and new product launches to achieve budgets.• Slashed excess stock on hand by $2M through enhanced forecasts and stock management.

Melbourne, Victoria, Australia

Responsibilities:Lead and deliver agreed initiatives to sales, supply chain and connected business functions to achieve growth opportunities. Identify best practice and quantify fact-based benefits to develop project briefs and business cases to secure stakeholder support through workshop facilitation to quantify value and business benefits prior to gate submission. Led a team of 6 indirect reports to ensure data quality and execution of agreed national initiatives and project activities to deliver against plans and conduct post implementation reviews.Key Achievements:• Masterminded successful project delivery of master data cloud validation solution, saving $80K annually.• Delivered segmented customer execution transformation (CLOC) - structural design and implementation.• Architected channel-based sales policy & field sales teams, improving customer service and prospecting.• Directed the redesign of customer classification across Australia, driving customer growth service model.• Sales data lead for Salesforce implementation project, including CRM and case management.

Melbourne, Victoria, Australia

Responsibilities:Led initiatives to achieve growth and reduce waste by driving efficiency and streamlining sales execution, service, processes, systems and structure. Execute synergies for integration between field sales and national call centre – pilot, review and implement. Present opportunities and secure senior stakeholder support for change plans and training.Key Achievements:• Led Australian Route to Market Investigation & Diagnostic – 12 Elements, producing future sales roadmap.• Led project to integrate Grinders Coffee into SAP, including sales policy design and solution deployment.• Sales functional lead (Product Owner) for Customer e-Form development and enhancement packages.• Successfully deployed training to 42 Grinders Coffee sales roles nationally in use of CCA Sales Tools.

Melbourne, Victoria, Australia

Responsibilities:An embedded Sales Project Analyst within the Business Implementation Team preparing SAP OR3 sales release, including CRM deployment. Responsibilities included user story documentation for migration from Basis AS400 to SAP ECC/CRM, process mapping of core activities identifying key change requirements for migration, sales lead for pilot deployment within NZ.Key Achievements:• Led review and redesign of business processes for customer sampling to align with SAP requirements.• Refined system protocols ensuring seamless communication between field sales and call centre.• Led data cleansing of master data of +60,000 customers for SAP conversion, across +25 SAP fields.• Led user acceptance testing to validate solution for field sales.• Successfully delivered training to sales teams across Australia & New Zealand prior to deployment.

Melbourne, Victoria, Australia

Responsibilities:Led program to investigate, pilot and deliver a low-cost integrated distribution solution for cold chain beverages with national reach in preparation for national flavoured milk launch. I led investigation of Go to Market alternatives transitioning to a scalable and profitable fulfilment model, including conducting global competitor insights review across TCCC cold chains to determine AU geographic viability. Developed a robust business case with comprehensive cost modelling to benchmark solutions to determine and secure stakeholder support. This resulted in the piloting, review and deployment of an efficient, low cost, integrated delivery solution with product quality controls.Key Achievements:• Led investigation of global competitor insights to develop business case and cost modelling - CoolPac.• Implemented pilot to measure proof of concept and validate business viability with external partners.• Secured approval to deploy national delivery network solution and commission chilled warehousing.• Achieved cold chain footprint expansion from 38% to 96% capability across Australia.• Delivered 60% delivery cost saving through integrated service model solution.• Developed and presented global case study at Coca-Cola Company supply chain conference in Mexico.

Melbourne, Victoria, Australia

Responsibilities:Led national sales and re-launch program to deliver consistent execution and expansion of Crusta and Goulburn Valley brands. Developed business plans to expand reach of cold chain and target greenfield opportunity of NSW market. Undertook leadership of launch planning for NSW including sales, customer planning, warehousing and distribution. Re-design of revenue management of pricing models for national and key customers to ensure profitability.Key Achievements:• Led customer negotiations and ranging requirements with key national and state accounts.• National launch of Goulburn Valley to Go achieving customer penetration of 40%.• Implemented revenue management framework driving growth initiatives - stockists, price, pack & range.• Project managed Greenfield launch of chilled offer in NSW securing +1,500 stockists in 3 months.• Achieved 42% penetration of Goulburn Valley to Go product launch nationally.• Implemented national revenue management framework achieving $4.7M turnaround in brand performance.• Successfully managed a team of 5 state sales managers.

Melbourne, Victoria, Australia

• State Sales Manager (Juice) 14 direct reports | P&L Ownership | Customer Service• State Process Manager (Sales) Sales Execution | Training & Coaching | Small Projects• Field Sales Manager (Sales) 8 direct reports | CBD | Multi Channel | Sales | Execution• Key Accounts & New Business Vending Channel | National Accounts | Shopping Centres