Adderley Marshman
Brisbane
Summary
Commercially driven Major Account Manager and Business Development professional with extensive experience managing strategic customer portfolios across Australia, New Zealand, Asia, Europe and the Middle East. Proven track record of growing major accounts, securing new business opportunities, exceeding sales and margin targets, and building long-term customer partnerships. Experienced in solution selling, consultative sales, contract negotiation, pricing strategy, logistics and supply chain coordination, and stakeholder management from operational teams and business owners through to procurement managers, senior executives and multinational customers. Highly skilled at identifying customer challenges, developing tailored commercial solutions and coordinating cross-functional teams to deliver customer value and profitable growth. Recognized for building trusted relationships, delivering exceptional service outcomes, driving account expansion, and operating autonomously across complex domestic and international markets. Proficient in Salesforce, SAP, Power BI and data-driven account management.
Overview
19
19
years of professional experience
Work History
Account Manager, Regional Accounts
Fonterra New Zealand
2019.11 - 2025.09
- Manage a diverse portfolio of strategic accounts across Southeast Asia, North Asia, Europe and APAC markets, delivering sustainable sales growth, customer retention and profitable commercial outcomes.
- Manage major customer relationships across multiple international markets, ensuring delivery of sales, margin and growth objectives.
- Develop and execute account growth strategies aligned with customer needs and organizational objectives.
- Identify and secure new business opportunities within existing customer portfolios, increasing customer share of wallet and account penetration.
- Apply a consultative and solution-selling approach to understand customer challenges and develop tailored commercial solutions.
- Build trusted relationships with stakeholders ranging from operational teams and business owners through to procurement managers and senior executives.
- Negotiate commercial agreements, pricing structures and supply arrangements to maximise customer value and profitability.
- Collaborate with logistics, supply chain, technical and commercial teams to deliver integrated customer solutions.
- Utilize Salesforce and reporting tools to manage account pipelines, forecast activity and track commercial performance.
- Consistently achieve and exceed revenue, margin and customer service targets.
- Key Achievements
- Grew major account spend from NZ$5 million to NZ$100 million.
- Delivered NZ$20 million monthly sales volumes during peak season trading.
- Achieved FY23 margin performance of NZ$3 million.
- Strengthened customer retention through proactive relationship management and solution-based selling.
Account Manager, Industrial & Ethanol
Fonterra New Zealand
2018.11 - 2019.10
- Managed a portfolio across industrial ingredients, cream products and ethanol export markets with responsibility for customer relationships, service delivery and commercial outcomes.
- Developed tailored supply, logistics and service solutions to meet customer operational requirements.
- Worked closely with customers to understand production needs and commercial objectives.
- Coordinated internal stakeholders across supply chain, technical and commercial teams to deliver customer-focused outcomes.
- Managed service delivery, demand planning and commercial reporting.
- Presented performance reports and commercial updates to senior management.
- Key Achievement
- Held full accountability for the Lactanol export business covering sales, service performance and end-to-end supply chain execution.
- Managed contract negotiations, ensuring alignment with company objectives and compliance standards.
- Implemented process improvements that streamlined operations and increased team efficiency.
- Negotiated contract terms with clients, securing favorable agreements for both parties.
- Established clear communication channels between clients and internal teams, ensuring seamless project execution.
Sales Operations Executive
Fonterra NZMP / Nestlé
2011.01 - 2018.10
- Supported commercial operations, customer service performance and demand planning activities across major FMCG and finished goods categories.
- Managed demand planning and customer delivery activities for the Nestlé Pacific finished goods portfolio.
- Analyzed performance metrics, service levels and customer requirements to identify improvement opportunities.
- Supported key account teams with sales reporting, customer insights and commercial execution.
- Worked cross-functionally to align customer demand, supply planning and operational performance.
- Key Achievements
- Established a 24-month supply scheduling agreement aligned to Nestlé Dubai requirements.
- Developed a UAE-based third-party solution that recovered USD $500,000 in revenue through product repack and resale.
- Implemented process improvements around letters of credit that improved commercial efficiency.
- Completed a secondment to Dubai managing the Nestlé account across UAE, Egypt, Algeria and Iran.
- Developed innovative solutions to complex problems, resulting in improved organizational performance.
Export Manager
Expeditors International New Zealand
2007.01 - 2011.10
- Managed export operations, customer relationships and logistics solutions across international freight and supply chain operations.
- Led a team of five export specialists across sea freight and airfreight operations.
- Developed customer-focused logistics and supply chain solutions across a diverse customer base.
- Managed supplier relationships and commercial agreements to achieve service excellence and profitability.
- Negotiated contracts and service arrangements with logistics providers and customers.
- Managed operating budgets, project reporting and P&L performance.
- Ensured compliance with IATA regulations and dangerous goods requirements.
- Key Achievements
- Reduced operational costs by 20% while increasing productivity.
- Increased shipment volumes and improved business unit revenue.
- Successfully delivered complex logistics projects into challenging international destinations.
- Improved team performance and collaboration through strong leadership and continuous improvement initiatives.
- Prepared various import, export and supplier forms for customs submittal.
- Expanded export market presence by identifying and securing new business opportunities.
- Managed complex logistics for timely delivery of goods, ensuring optimal shipment conditions were maintained.
Education
Some College (No Degree) - Leadership in Business
Te WānangaAotearoa
Henderson Auckland2018-01
International Computing - undefined
Te WānangaAotearoa
2016-01
Electronic Engineering (NTC 2) - undefined
Technical College
1995-01
Skills
- Sales & Account Management
- Major Account Management
- Key Account Growth
- Business Development
- New Business Acquisition
- Strategic Account Planning
- Customer Retention & Expansion
- National Account Management
- Revenue Growth
- Solution Selling & Commercial
- Solution Selling
- Consultative Sales
- Customer Needs Analysis
- Value Proposition Development
- Commercial Negotiation
- Pricing Strategy
- Contract Negotiation
- Sales Target Achievement
- Opportunity Identification
- Customer & Stakeholder Management
- Executive Relationship Management
- Procurement Engagement
- Customer Service Excellence
- Strategic Partnership Development
- Influencing & Negotiation
- Stakeholder Engagement
- Customer Problem Solving
- Operations & Supply Chain
- Logistics Solutions
- Supply Chain Solutions
- Demand Planning
- Service Delivery
- Cross-Functional Leadership
- Transport & Distribution Coordination
- Continuous Improvement
- Systems
- Salesforce CRM
- SAP
- Power BI
- Microsoft Excel
- Microsoft PowerPoint
- Microsoft Word
- Account management
- Customer service
- Teamwork and collaboration
- Client relationship management
- Strategic planning
- Sales development
- Account oversight
- Networking skills
- Account development
- Project management
- Customer relationship management (CRM)
- Strategic account planning
- Sales reporting
- Contract negotiation
- Revenue generation
- New account creation
- Cross-functional collaboration
- Revenue growth
- Business development and planning
- Sales forecasting
Accomplishments
- Strategic Account Growth & Business Development
- Successfully grew major customer accounts across multiple international markets through structured account planning, solution selling and commercial relationship management.
- Increased customers spend from NZ$5 million to NZ$100 million while delivering sustainable revenue and margin growth.
- Generated NZ$20 million in monthly gross sales during peak trading periods and achieved NZ$3 million FY23 net gross margin contribution.
- Forecast FY24 return on capital of NZ$6 million through disciplined portfolio management and commercial execution.
- Major Commercial Negotiation
- Negotiated and implemented a major Whole Milk Powder supply agreement covering regular and instant products in customer-branded packaging.
- Delivered 18KMT in contracted volume and achieved a net price outcome worth USD $1.08 million.
- Solution Selling & Customer Partnership Success
- Applied a consultative solution-selling methodology to identify customer pain points, supply constraints and growth opportunities.
- Developed tailored supply, pricing and service solutions that improved customer satisfaction, strengthened relationships and increased account profitability.
- Consistently uncovered new business opportunities within existing portfolios through proactive customer engagement and value-based selling.
- Cross-Functional Customer Solutions
- Successfully collaborated with logistics, operations, technical, supply chain and commercial teams to develop integrated customer solutions.
- Improved service outcomes, supply continuity and commercial performance while meeting diverse customer requirements.
- Salesforce Transformation Support
- Supported the implementation of Salesforce Service Cloud, helping translate commercial and sales operational requirements into practical system solutions.
- Delivered user adoption support across China, Singapore and Japan, improving sales process visibility and regional utilisation.
Timeline
Account Manager, Regional Accounts
Fonterra New Zealand
2019.11 - 2025.09
Account Manager, Industrial & Ethanol
Fonterra New Zealand
2018.11 - 2019.10
Sales Operations Executive
Fonterra NZMP / Nestlé
2011.01 - 2018.10
Export Manager
Expeditors International New Zealand
2007.01 - 2011.10
International Computing - undefined
Te WānangaAotearoa
Electronic Engineering (NTC 2) - undefined
Technical College
Some College (No Degree) - Leadership in Business
Te WānangaAotearoa