Alan Collier
Clarkson
Summary
Experienced in general and executive management with over 20 years in sales, business development, strategy development and implementation, marketing, operations, and strategy across various industries, including manufacturing (steel roofing and cladding, board manufacturing, alcohol distillation), and FMCG. Proven history in leading large teams, driving revenue growth, and enhancing operational efficiency. Results-driven Sales Manager with proven success in leading sales teams to achieve targets and expand market reach. Skilled in developing effective sales strategies, fostering client relationships, and identifying new business opportunities. Demonstrated ability to improve team performance through coaching and motivational techniques. Consistently enhanced revenue growth by implementing innovative sales tactics and optimizing operational processes.
Overview
20
20
years of professional experience
Work History
Area Manager Decorative
ForestOne
Perth
08.2022 - Current
- Achieved 180% of budget YTD, increased customer base by 31%
- Scheduled regular meetings with store teams to discuss objectives, performance metrics and customer feedback.
- Cultivated positive rapport with associates and team leadership.
- Gained market share in new sales performance through aggressive cold calling and support to existing customers.
- Analyzed financial data such as sales reports, budgets to identify areas of improvement.
- Conducted weekly reviews of inventory levels and product mix in stores.
- Monitored and evaluated customer performance to ensure goals were met.
- Identified business opportunities by analyzing consumer trends within local markets.
- Consistently achieved sales increase over forecast.
- Resolved customer complaints regarding sales and service.
- Cultivated strong professional relationships with key clients to drive long-term business development.
- Maintained an up-to-date knowledge of industry trends, legal requirements and competition activities.
- Developed and significantly grew assigned territory using strong engagement and marketing skills.
- Promoted high customer satisfaction by resolving problems with knowledgeable and friendly service.
- Demonstrated strong problem-solving skills, resolving issues efficiently and effectively.
Sales Development Manager
Kayreed Board & Timber
Johannesburg
08.2017 - 04.2022
- Consistently achieved sales targets, developed strategic sales and marketing plans
- Conducted market research and reported on competitors.
- Performed regular reviews of existing accounts to maintain satisfactory levels of customer satisfaction.
- Monitored competitor activities to stay abreast of changes in the marketplace.
- Directed and coordinated products, services and sales activities.
- Identified new markets for product expansion and growth opportunities.
- Designed incentive programs for sales staff to encourage high performance levels.
- Managed a team of sales representatives to ensure goals were met or exceeded.
- Gained market share in new sales performance through aggressive team training.
- Maintained current knowledge of industry trends, regulations, technologies that may impact the business operations or strategy.
- Developed and significantly grew assigned territory using strong engagement and marketing skills.
- Established ambitious goals for employees to promote achievement and surpass business targets.
- Supported sales team members to drive growth and development.
- Used change methodologies to increase sales and led projects for increased productivity.
- Resolved customer complaints efficiently while maintaining a positive relationship with them.
- Co-developed quota and compensation plan to motivate and reward sales staff.
- Coordinated inter-departmentally to drive sales development initiatives and carry out mission and goals of organization.
- Mentored team members to create clear paths toward career goals.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
- Improved profit margins by effectively managing expenses, budget and overhead, increasing closings and optimizing product turns.
- Created and maintained relationships with key clients by providing excellent service and support.
- Established new accounts and serviced existing accounts maintaining professional relationships.
- Developed and implemented new sales strategies to update product lines.
- Prepared monthly reports detailing progress towards achieving departmental objectives.
- Created and maintained sales environment to support business objectives.
- Analyzed sales data to identify areas of improvement in the sales process.
- Coached, developed and motivated team to achieve revenue goals.
- Tracked monthly sales to generate reports for business development planning.
- Provided training sessions for staff on selling techniques, customer service, and product knowledge.
- Coordinated Daily Field Reports (DFRs) and distributed to Management.
- Built sales forecasts and schedules to reflect desired productivity targets.
- Generated ad hoc reports, measuring against core KPIs and team progress to goal.
- Oversaw management and implementation of new revenue strategies, sales initiatives, and customer engagement tactics to increase market share.
- Enhanced sales volume through skilled support to both new and inactive customers.
- Developed comprehensive business development plan to achieve sustainability and annual budget goals.
- Participated in weekly meetings with other departments to discuss strategies related to sales development initiatives.
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Analyzed customer data to identify trends and opportunities for growth.
- Collaborated closely with team members to achieve project objectives and meet deadlines.
- Provided support and guidance to colleagues to maintain a collaborative work environment.
Account Manager
Austcor Packaging
Sydney
03.2017 - 07.2017
- Managed portfolio of customers accounting for AUD 5.5m per annum
- Analyzed client data and identified opportunities for growth.
- Utilized problem-solving skills when dealing with difficult customers.
- Managed multiple accounts simultaneously while meeting deadlines.
- Developed and maintained relationships with key accounts to ensure customer satisfaction.
- Resolved customer complaints in a timely manner.
- Tracked and reported on sales performance metrics to senior management, highlighting successes and areas for improvement.
- Identified customer needs by asking questions and advising on best solutions.
- Addressed customer questions and concerns regarding products and services.
- Utilized CRM tools to track client interactions, sales opportunities, and account history.
- Developed and implemented account plans to increase revenue and market share within designated sectors.
- Drove sales of company products and services by meeting with customers using strategic and organized approach.
- Acted as main point of contact in matters relating to client concerns and needs.
- Identified upselling and cross-selling opportunities to maximize account growth and revenue generation.
- Renewed existing accounts by building relationships with clients.
- Resolved client issues and complaints in a timely and effective manner, ensuring client satisfaction.
- Developed and executed strategic plans to penetrate new markets and acquire new clients.
- Provided technical support to customers when needed.
Sales Manager
Kayreed Board & Timber
Johannesburg
07.2016 - 02.2017
- Managed 13 account managers, achieved GP above budget
- Created and presented monthly reports to management on sales performance.
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Oversaw regional and local sales managers and staff.
- Implemented process changes to streamline sales department workflow.
- Developed and implemented sales strategies to increase market share.
- Assisted senior management in developing long-term strategic goals for the company's growth.
- Coordinated Daily Field Reports (DFRs) and distributed to clients.
- Developed pricing strategies that would maximize profits while still remaining competitive in the market.
- Improved profit margins by effectively managing expenses, budget and overhead, increasing closings and optimizing product turns.
- Analyzed data to identify trends in customer behavior and develop plans accordingly.
- Used change methodologies to increase sales and led projects for increased productivity.
- Maintained accurate records of all transactions between customers and company representatives.
- Supported sales team members to drive growth and development.
- Managed daily operations of sales department, including supervision of staff members.
- Achieved company growth and brand development through market expansion and sales.
- Provided technical support for customers when needed, answering questions about product features and capabilities.
- Established relationships with key clients, while maintaining existing customer base.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
- Executed strategic sales plans to expand customer base and revenue.
- Gained market share in new sales performance through aggressive team training.
Regional Manager Inland and Africa Export
Masonite (Africa) Ltd
Johannesburg
02.2014 - 05.2016
- Consistently achieved sales budgets, automated pricing database
- Conducted regular meetings with district managers to discuss sales performance and provide guidance on improvement tactics.
- Provided mentorship and coaching to staff members throughout the region as needed.
- Created and managed budgets for travel, training, and team-building activities.
- Reviewed monthly reports from individual districts regarding sales figures and other metrics.
- Analyzed business performance data and forecasted business results for upper management.
- Developed and implemented strategies to increase market share in the region.
- Managed regional operations including inventory control, staffing levels, logistics, customer service.
- Resolved conflicts between customers and employees within the region.
- Cultivated and maintained solid partner relationships to drive mutually beneficial collaboration and bottom-line profits.
- Delegated work to staff, setting priorities and goals.
- Expanded business, developed revenue and managed market gains.
- Established goals, objectives, policies, procedures, and standards of performance for all personnel in the region.
- Analyzed regional financial data to identify areas of growth opportunities.
- Handled human resource concerns and established plans to handle issues consistently and efficiently.
- Provided leadership, insight and mentoring to newly hired employees to supply knowledge of various company programs.
- Interviewed prospective employees and provided input to HR on hiring decisions.
- Remained calm and professional in stressful circumstances and effectively diffused tense situations.
- Developed annual budgets for each district within the region.
- Worked with direct reports to develop and implement action plans, improving operating results.
- Planned and led team meetings to review business results and communicate new and ongoing priorities.
- Created and maintained relationships with key customers in the region.
- Held regular one-on-one meetings with employees to review performance and priorities and provide feedback.
- Reviewed employee performance and provided ongoing feedback and coaching to drive performance improvement.
- Analyzed regional market trends to discover new opportunities for growth.
- Evaluated individual and team business performance and identified opportunities for improvement.
Sales Manager, Gauteng
Safintra (Pty) Ltd
Johannesburg
06.2012 - 01.2014
- Turned around Gauteng branch from monthly losses to breakeven in 12 months
- Manage Flagship Branch for South Africa
- Trained, coached, and mentored junior sales personnel to ensure success in their roles.
- Used change methodologies to increase sales and led projects for increased productivity.
- Developed and implemented sales strategies to increase market share.
- Developed sales plans, goals, strategies and objectives to achieve team goals and revenue objectives.
- Developed pricing strategies that would maximize profits while still remaining competitive in the market.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
- Analyzed data to identify trends in customer behavior and develop plans accordingly.
- Enhanced sales volume through skilled support to both new and inactive customers.
- Supported sales team members to drive growth and development.
- Resolved customer complaints regarding sales and service.
- Established relationships with key clients, while maintaining existing customer base.
- Achieved company growth and brand development through market expansion and sales.
- Conducted regular meetings with staff members to review goals and objectives for the quarter and year.
- Built sales forecasts and schedules to reflect desired productivity targets.
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Executed strategic sales plans to expand customer base and revenue.
- Implemented process changes to streamline sales department workflow.
- Improved profit margins by effectively managing expenses, budget and overhead, increasing closings and optimizing product turns.
- Created and presented monthly reports to management on sales performance.
- Assisted senior management in developing long-term strategic goals for the company's growth.
- Coached, developed and motivated team to achieve revenue goals.
- Established ambitious goals for employees to promote achievement and surpass business targets.
- Managed daily operations of sales department, including supervision of staff members.
- Worked effectively in team environments to make the workplace more productive.
- Prioritized and organized tasks to efficiently accomplish service goals.
- Worked successfully with diverse group of coworkers to accomplish goals and address issues related to our products and services.
Business Manager
Sonae Novobord (PTY) Ltd
Cape Town
03.2011 - 12.2011
- Achieved and exceeded sales budgets, managed ZAR 250m annual sales
- Oversaw daily operations across multiple departments, including sales, marketing, and HR.
- Maintained financial records, prepared budgets, and monitored expenditures for multiple departments.
- Implemented CRM systems to improve customer service and retention rates.
- Collaborated and built trust within organization and with customers, meeting or exceeding expectations.
- Negotiated pricing agreements with vendors and suppliers based on organizational needs.
- Monitored progress by establishing plans, budgets and measuring results.
- Provided leadership, insight and mentoring to newly hired employees to supply knowledge of various company programs.
National Procurement Manager
Sonae Novobord (PTY) Ltd
Johannesburg
01.2009 - 02.2011
- Directed procurement strategy and managed all inbound supply chain activities
- Investigated discrepancies between purchase orders and invoices received from vendors.
- Implemented strategies for cost reduction through improved terms of payment or better pricing structures.
- Organized and prioritized projects.
- Coordinated importation of items via ocean and air.
- Delegated tasks to procurement teams to expedite work processes.
- Developed procurement budgets to reduce unnecessary expenditures.
- Monitored supplier performance in terms of quality, delivery and responsiveness to ensure compliance with contractual agreements.
- Analyzed purchasing trends and identified opportunities for consolidating orders and leveraging volume discounts.
- Developed systems for tracking inventory levels at all times so that critical supplies were not depleted unexpectedly.
- Managed the procurement process from purchase order generation to delivery of goods or services.
- Developied departmental policies related to procurement procedures and practices.
- Identified potential vendors and evaluated them according to price, quality, selection, service, support, availability, reliability and sustainability.
- Implemented stock optimization strategies and minimized product loss.
- Built long-term relationships with company vendors and suppliers to secure optimal prices.
- Reviewed existing contracts on a regular basis to ensure compliance with company requirements.
- Identified systematic problems and root causes to resolve issues and improve service delivery.
- Reviewed supply levels and aging inventory to forecast purchasing needs.
- Developed and maintained effective relationships with suppliers and negotiated contracts with them.
- Identified dead inventory and created solutions for excess liquidation through creative inventory management solutions.
- Managed inventory levels to ensure availability of materials for production.
Product Development Manager
Sonae Novobord (PTY) Ltd
Johannesburg
08.2008 - 02.2009
- Mentored product managers, and managed new product development processes
- Oversaw testing and developed engineering standards for quality and productivity yields.
- Led and contributed to product development brainstorming sessions and ideation.
- Analyzed customer feedback data to inform product direction.
- Prepared cost analysis reports on new product development.
- Defined product requirements in collaboration with stakeholders across the organization.
- Built strong partnerships with engineering teams around the globe.
Supply Chain Manager
Sonae Novobord (PTY) Ltd
Johannesburg
05.2006 - 07.2008
- Directed supply chain strategy, managed logistics and budget of R235 million pa
- Fostered relationships with suppliers to develop purchasing agreements with logistics customers and reduce risks.
- Directed logistics operations, including warehousing and transportation, to enhance distribution efficiency.
- Facilitated risk management within the supply chain, developing contingency plans to mitigate potential disruptions.
- Defined performance metrics for measurement, comparison or evaluation of supply chain factors.
- Created reports summarizing supply chain operations such as inventory levels and shipping schedules.
- Managed end-to-end supply chain operations, ensuring timely delivery of products.
- Utilized ERP systems to streamline supply chain operations and provide real-time visibility into inventory and order status.
- Coordinated with suppliers to ensure timely delivery of goods.
- Collaborated with cross-functional teams to align supply chain strategies with business objectives.
- Kept supply and demand in balance to support production goals and optimize volume.
- Analyzed information about supplier performance or procurement program success.
- Led supply chain process improvement initiatives, resulting in increased operational effectiveness.
- Identified and rolled out both short- and long-term supply chain plans while optimizing procedures to decrease annual expenses.
- Coordinated with vendors to ensure timely availability of raw materials for production.
- Oversaw warehouse operations including receiving, storage, packing, unpacking, shipping, receiving functions.
- Managed cross-border logistics, including customs compliance and international shipping regulations.
- Liaised with carriers regarding shipment issues; resolving discrepancies between carriers' invoices and records.
- Analyzed supplier performance data such as on-time delivery rate and quality scores.
- Implemented advanced forecasting methods to accurately predict product demand and adjust supply chain activities accordingly.
- Conducted capacity planning to ensure resources were adequately allocated to meet fluctuating demand.
- Negotiated prices and terms with suppliers, vendors or freight forwarders.
- Analyzed supply chain performance metrics to identify areas for improvement and implement corrective actions.
- Boosted KPIs and continuous improvement strategies to enhance logistical operations and meet supply chain needs.
- Implemented communication channels with customers, clientele and key vendors, prioritizing opportunities and ensuring quick problem resolution.
- Led supplier relationship management efforts, fostering partnerships that enhanced supply chain resilience.
Area Sales Manager Inland
Sonae Novobord (PTY) Ltd
09.2005 - 04.2006
- Managed sales regions with Sales budget of R520 million per annum
Education
MDP - Value Chain, International Economics
University of South Africa
PretoriaB.Commerce - Marketing & Business Administration
University of Natal
Natal Skills
- General Management
- Financial Acumen
- Sales Management Professional
- Intermediate Excel & Analysis
- Operations Management
- Business development and planning
- Relationship building and management
- Customer relationship management
- Cross-functional collaboration
- Performance management
- Sales minded
- Goals and performance
- Business development
- Team development
- Staff training and development
- Supply chain management
- Territory management
- Profit maximization
- Vendor management
- Sales expertise
- Staff development
- Brainstorming ideas
- Order management
Career Chronology
- Area Manager Decorative, ForestOne, 08/22 - Present, Achieved 180% of budget YTD, increased customer base by 31%.
- Sales Development Manager, Kayreed Board & Timber, 08/17 - 04/22, Consistently achieved sales targets, developed strategic sales and marketing plans.
- Sales Manager, Kayreed Board & Timber, 07/16 - 02/17, Managed 13 account managers, achieved GP above budget.
- Account Manager, Austcor Packaging, 03/17 - 07/17, Managed portfolio of customers accounting for AUD 5.5m per annum.
- Regional Manager Inland and Africa Export, Masonite (Africa) Ltd, 02/14 - 05/16, Consistently achieved sales budgets, automated pricing database.
- Sales Manager, Gauteng, Safintra (Pty) Ltd, 06/12 - 01/14, Turned around Gauteng branch from monthly losses to breakeven in 12 months.
- Business Manager, Sonae Novobord (PTY) Ltd, 03/11 - 12/11, Achieved and exceeded sales budgets, managed ZAR 250m annual sales.
- National Procurement Manager, Sonae Novobord (PTY) Ltd, 01/09 - 02/11, Directed procurement strategy and managed all inbound supply chain activities.
- Product Development Manager, Sonae Novobord (PTY) Ltd, 08/08 - 02/09, Mentored product managers, and managed new product development processes.
- Supply Chain Manager, Sonae Novobord (PTY) Ltd, 05/06 - 07/08, Directed supply chain strategy, managed logistics and budget of R235 million pa.
- Area Sales Manager Inland, Sonae Novobord (PTY) Ltd, 09/05 - 04/06, Managed sales regions with Sales budget of R520 million per annum.
Health
Excellent
Personal Information
Nationality: Australian
Training
- International Freight Management (INCO 2000), 2001
- World Class Marketing Planning, Cranfield Graduate School of Business, 2001
- Global Best Practice in Key Accounts Management, Cranfield Graduate School of Business, 2001
- Roles and Responsibilities of Directors, KPMG, 2002
- Leadership in HIV/AIDS, 2008/2010
- Scotwork Negotiation Skills, 2010
Languages
- English
Leadership Roles
- Managing Director, Royal Swazi Distillers
- Regional/State Manager, Safintra Roofing, Masonite Africa, SonaeArauco
- Regional/State Manager, Sappi Kraft
- Sales/Sales Development Manager, Kayreed Board & Timber
Skills
15+ years, 20+ years, 5+ years, P&L, Balance Sheets, Forecasting, 20+ years, True, 10+ years
Languages
English
Professional
Timeline
Area Manager Decorative
ForestOne
08.2022 - Current
Sales Development Manager
Kayreed Board & Timber
08.2017 - 04.2022
Account Manager
Austcor Packaging
03.2017 - 07.2017
Sales Manager
Kayreed Board & Timber
07.2016 - 02.2017
Regional Manager Inland and Africa Export
Masonite (Africa) Ltd
02.2014 - 05.2016
Sales Manager, Gauteng
Safintra (Pty) Ltd
06.2012 - 01.2014
Business Manager
Sonae Novobord (PTY) Ltd
03.2011 - 12.2011
National Procurement Manager
Sonae Novobord (PTY) Ltd
01.2009 - 02.2011
Product Development Manager
Sonae Novobord (PTY) Ltd
08.2008 - 02.2009
Supply Chain Manager
Sonae Novobord (PTY) Ltd
05.2006 - 07.2008
Area Sales Manager Inland
Sonae Novobord (PTY) Ltd
09.2005 - 04.2006
MDP - Value Chain, International Economics
University of South Africa
B.Commerce - Marketing & Business Administration
University of Natal
Similar Profiles
Benjamin O'ConnorBenjamin O'Connor
Production Operator at ForestoneProduction Operator at Forestone
William PalmerWilliam Palmer
Quality Control Supervisor at TAKIGAWA CORPRATIONQuality Control Supervisor at TAKIGAWA CORPRATION
Amyrra CummingsAmyrra Cummings
Licensed Esthetician at Airbrush & GlowLicensed Esthetician at Airbrush & Glow