ALAN THORNELY
Sydney,NSW
Summary
Dynamic National Account Manager with a proven track record in new market acquisition and relationship building. Achieved an impressive 11% increase in quarterly sales by leveraging strong negotiation skills and financial data analysis to drive strategic growth and profitability. Core competencies include strategic planning, client relations, and market analysis. Committed to furthering organizational success through innovative growth strategies and effective partnerships.
Overview
27
27
years of professional experience
Work History
Founder and Owner
Brew Esp
01.2010 - 01.2024
- Comprehensive understanding of the nature of the café industry having successfully owned a mobile café business in the Sutherland Shire of Sydney for 14 years
- Implemented Alternative Milk policies including customer advice materials on sugar and fat contents
- Developed and provided training to staff on handling and cross contamination policies
- Performed regular maintenance and servicing of machines and equipment due to remote nature of the business
- Able to effectively provide advice to perspective buyers and current owners and advise on equipment requirements
- Responsible for staff acquisition, onboarding and ongoing training to become Baristas
- Responsible for design of concept and brand design for the business
- All Sales and Marketing including key relationship management, cold calling and door knocking for new business and social media strategy
- Able to effectively and concisely discuss strategies for growing profitable customer bases with buyers
- All finance management including procurement, accounts receivable, accounts payable, payroll and preparation and lodgement of BAS and other tax requirements
- Able to clearly and concisely discuss strategies for profitability with prospective buyers
- Management accounting- responsible for all sales forecasting and profit and loss analysis
- Implemented strategies to achieve an average 13% annual growth
- Responsible for product selection and pricing to align with ethical and responsible brand strategies
- Negotiated supplier contracts including volume-based incentives to achieve 18.7% Cost of Goods Sold (COGS)
- Leadership and staff development including teaching and mentoring staff to become competent Baristas as well as developing exceptional customer service qualities
- Five former staff are current Baristas
- Serviced over 50 businesses with on-site café services
- Maintained 89% retention of corporate clients, demonstrating the quality and reliability of the service offered
- Developed an Uber Eats style offering during covid when 80% of my business was sent into stay-at-home lockdown
- Using Facebook I implemented a no contact home delivered coffee service which resulted in a 147% increase in turnover
- Undertook a five-month handover of the business while successfully managing the process through constant communication, overcoming objections and disclosures for purchasers’ due diligence
- Thorough understanding of Ordermentum as a purchasing platform for supply of goods
- Purchased Alternative milks through this platform
National Account Manager
Cliftons
01.2006 - 01.2010
- Responsible for new business and key account management of 10 ASX100 companies
- Developed and effectively implemented sales plans for 14 customers with annual spending over $50K
- Exceeded quarterly sales targets by an average of 11% with 7% increase in profitability
- Designed and implemented a User Acceptance Testing product in consultation with 6 ASX top 10 Companies
- Presented the product to 120 businesses across Australia, New Zealand and Hong Kong through a series of seminars
- Responsible for the largest and most strategic account
- Negotiated a $1.6 million dollar Oracle Learning Centre contract
- Use of CRM Systems to record all sales history and interactions in accordance with company policies
- Provided information to Business for financial projections and analysis
Marketing Manager
Gordon Social and Recreation Club
01.1997 - 01.2006
- Completed in depth analysis of business operations and established a pathway for Hong Kong gamblers to frequent poker machine facilities between 1997 to 2006
- Responsible and accountable for budgets from $350K to $2.6M
- Plan, execute and manage promotional programs, ensuring effective communication and support to staff
- Responsible for delivering a turnaround in losses of negative $14M to a $1.6M profit during my tenure through design and implementation of Gaming and Liquor promotions and an increase of membership from 3000 to 15,000
- Responsible for Gordon Rugby Club Sponsorship acquisition and delivery of around $100,000pa
- Oversee sponsorship spend management to ensure effectiveness of promotional programs and activities, driving maximum profitability and growth
Education
Marketing Fundamentals -
Australian Graduate School of Management
Finance Management -
Australian Graduate School of Management
Project Management fundamentals - Prince II
Thomson Learning
Diploma Hospitality and Tourism Management -
Metropolitan Business School
Skills
- New Market Acquisition
- Stakeholder Engagement
- Relationship Building Expertise
- Effective Communicator
- Financial Data Analysis
- Consumer Insights Research
- Cross-Functional Collaboration
- Adaptive to change
- Innovative Problem Solving
- Strong Negotiation Expertise
- Self-Motivated Professional
Timeline
Founder and Owner
Brew Esp
01.2010 - 01.2024
National Account Manager
Cliftons
01.2006 - 01.2010
Marketing Manager
Gordon Social and Recreation Club
01.1997 - 01.2006
Marketing Fundamentals -
Australian Graduate School of Management
Finance Management -
Australian Graduate School of Management
Project Management fundamentals - Prince II
Thomson Learning
Diploma Hospitality and Tourism Management -
Metropolitan Business School