Adam Hargreaves
Geelong,Australia
Summary
Executive with over 20 years of experience in heavily regulated, high-volume environments. Proven track record of building and nurturing strategic relationships to exceed sales and budget targets, while implementing strategies to enhance productivity and service quality. Expertise in managing budgets up to $35M and leading cross-functional teams of up to 55. Skilled in strategic planning, risk mitigation, and change management, driving organizational success through effective leadership and communication.
Overview
24
24
years of professional experience
Work History
Chief Revenue Officer
Axe Group
01.2021 - Current
- Grew revenue from $17M to $28M in three years.
- Key executive leadership role in an established SME software provider undergoing substantial business transformation to support rapid scale-up and transition from bespoke software solutions to enterprise-scale SaaS products.
- Guided the newly formed Executive Leadership team through enterprise transformation, implementing key governance, account management, and product strategies internally and across key customers and vendors.
- Developed a full go-to-market strategy to launch a new SaaS product suite in the Australia/NZ and US markets.
Sales Director
Solera
09.2018 - 12.2021
- $30 million in revenue under management, with sales-led growth exceeding 20% CAGR.
- Multiple customer segments. Accountable for sales and account management across a variety of distinct and vastly different customer segments, from the highly regulated and corporate General Insurance sector to the wild west of the auto recycling industry.
- General Insurance – Relationship and value-driven sales success; long sales cycles, heavily regulated, few but high-value customers.
- Automotive Sector – OEMs, Parts Supply Chain, and Repair Industry: a highly suspicious segment with closely guarded data, clients ranging from ASX200 motor dealer networks, and smash repair networks, to SME and sole trader smash repair and automotive recycling businesses.
- Digital Identity – a greenfield market, with target clientele across the financial sector and government. C-suite engagement (mix of CRO, CIO/CTO, and CMO).
- Demonstrated sales record for FY21 exceeded targets in a challenging environment. $6.7M annual contract value won in new insurance business. $2.7 million from new products to existing customers, $4 million from new customers.
- Applying broad commercial expertise through a combination of appetite and necessity augments business development, contract negotiation, and account management responsibilities, along with project management, business analysis, management reporting, and customer implementation.
- Reports: 4 direct reports. Reports to: Regional MD.
Strategic Procurement Manager
Worksafe Victoria
11.2017 - 09.2018
- Tasked with transforming and bringing a commercial focus to the traditional public sector procurement function.
- Bringing commercial and strategic insight to ensure the delivery of key procurements in support of organization-wide transformation activity.
- Building capability across the procurement team through the development and implementation of procurement policy, tools, and processes.
- Building a profile of the Procurement function across the organization by improving reporting and targeting stakeholder and executive engagement.
- Reported to: Chief Procurement Officer.
Program Director | Partner Performance Initiatives
Suncorp
04.2016 - 11.2017
- Conducted in-depth research to identify long-term strategic risks in motor insurance, arising from reduced claims frequency due to increased vehicle automation.
- Developed predictive models to assess the anticipated impact on repair costs, and evaluated the implications for the ongoing viability and profitability of the motor claims book.
- Delivered insights that informed strategic planning and underwriting adjustments in response to emerging technological trends. Preparing a strategic review of motor insurance.
- Day-to-day management of joint venture (JV) relationships and performance across smash repair, parts supply, and home repair.
- Collected key program data and analysis to support continuous improvement across the JV program.
Program Director | Claims Transformation
Suncorp
02.2014 - 03.2016
- Delivered $26M Claims Transformation program, achieving projected benefits of $30.8M annually.
- Completed program 12 months ahead of schedule and 2.5% under budget.
- Rationalized headcount by over 50%, minimizing redundancy costs through redeployment strategies.
- Achieved 87% Leader Index rating, with engagement and enablement up by 27% and 40%, respectively.
- Reengineered business processes and implemented new software to enhance claims platform efficiency.
- Coordinated cross-team efforts to introduce flexible working options, improving workforce productivity.
- Managed five direct reports and oversaw an additional 55 indirect staff across eastern Australia.
- Reported directly to Head of Motor Claims, maintaining alignment on strategic objectives.
Project Manager | Motor Parts Project
Suncorp
06.2012 - 02.2014
- Project Manager of Motor Parts: Handpicked as a subject matter expert (SME) and leader to develop a new business strategy culminating in a joint venture (JV) between Suncorp and a major U.S. parts supplier.
- Established strategic relationships with OE manufacturers and dealers.
- Boosted YOY benefits by $5 million from 2012, and achieved unprecedented service uptake levels.
- Devised and implemented a 'Green Parts' initiative with JV repairers, in alignment with strategic initiatives, and in response to increased customer interest in recycled parts.
- A first for the smash repairs industry, developed a one-stop-shop parts supply proposition, facilitated through negotiation across competing supply chains, laying the framework for the growth of the new parts supply JV.
Manager | Motor Claims Procurement
Suncorp
12.2008 - 06.2012
- Managed $2 billion motor claims portfolio across all Suncorp Group brands.
- Delivered cost savings of approximately $1 million monthly.
- Secured direct savings of $8 million and indirect savings of around $12 million through Paintless Dent Repair panel establishment.
- Executed 'Repairer Direct' program across 20 providers, reducing RFP process from 9-12 months to 3-6 months.
- Enabled assessment of 90% of claims within 2 weeks, expediting claim closure by 6 months without additional costs.
- Conducted market and risk analysis to identify business development opportunities and negotiate supplier contracts.
- Developed suite of 'plain English' agreements for swift onboarding of new suppliers in motor industry.
- Facilitated RFx processes to enhance procurement efficiency across multiple service providers.
Strategic Sourcing Manager | Department of Treasury and Finance
State Government of Victoria
01.2008 - 12.2008
- Achieved 17% bottom line savings through strategic sourcing initiatives across Victorian Government.
- Developed business case and secured management buy-in for reforming furniture purchasing practices.
- Identified data capture shortfalls during review of previous spend mapping exercises.
- Proposed solutions to embed capabilities within existing ERP systems for enhanced efficiency.
- Produced pilot for WoVG spend map to address future data capture issues.
Regional Procurement Manager SEAP
SGS Australia
04.2005 - 12.2007
- Managed national fleet, supplier contracts, and inventory procurement for global laboratory supplies.
- Directed ongoing reviews of key spending areas and business requirements across Australia and SEAP regional centers.
- Drove 25% savings from $4 million annual travel budget through implementation of new travel policy.
- Negotiated 25% reduction in mobile and fixed telecom costs
- Achieved greater than 10% savings on industrial gas supplies.
- Achieved $1.2 million savings by transitioning 250 fleet vehicles to leasing via sale and leaseback.
- Supervised three direct reports and two indirect reports while collaborating with the SGS Global Supply Chain Manager and the CFO of Australia.
Team Coach | Project Development Leader
National Australia Bank
12.2000 - 07.2003
- Conducted fraud investigations, executing analysis and quality control while documenting departmental processes.
- Facilitated collaboration between department, customers, bankers, and overall bank operations.
- Managed departmental hiring, onboarding, and training initiatives to enhance team performance.
- Achieved reductions in error rates and fraudulent application approvals while improving processing turnaround times.
- Reported directly to Executive Manager of Account Acquisition Centre.
Education
MBA -
Australian Institute of Business
09-2016
Bachelor of Applied Science (BAppSc) - Human Movement, Psychology
Deakin University
Melbourne, VIC02-2003
Certificate IV - Renewable Energy Technology
Swinburne University of Technology
Melbourne, VIC02-2003
Skills
- Business Development
- Developing strategic partnerships
- Strategic business planning
- Revenue Growth
- Budget and financial management
- Risk Management and Analysis
- Strategic Planning and Execution
- Stakeholder management
- Team Leadership: Up to 55
- Program Design and Delivery
- Contract negotiation
- Regulatory compliance
- Management reporting
- Change Management
References
References available upon request.
Timeline
Chief Revenue Officer
Axe Group
01.2021 - Current
Sales Director
Solera
09.2018 - 12.2021
Strategic Procurement Manager
Worksafe Victoria
11.2017 - 09.2018
Program Director | Partner Performance Initiatives
Suncorp
04.2016 - 11.2017
Program Director | Claims Transformation
Suncorp
02.2014 - 03.2016
Project Manager | Motor Parts Project
Suncorp
06.2012 - 02.2014
Manager | Motor Claims Procurement
Suncorp
12.2008 - 06.2012
Strategic Sourcing Manager | Department of Treasury and Finance
State Government of Victoria
01.2008 - 12.2008
Regional Procurement Manager SEAP
SGS Australia
04.2005 - 12.2007
Team Coach | Project Development Leader
National Australia Bank
12.2000 - 07.2003
MBA -
Australian Institute of Business
Bachelor of Applied Science (BAppSc) - Human Movement, Psychology
Deakin University
Certificate IV - Renewable Energy Technology
Swinburne University of Technology
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