Alex Archard
Melbourne,Australia
Summary
Result-driven Key Account Manager with background in establishing strong relationships and negotiating contracts to benefit businesses. Strong understanding of market trends, customer needs, and effective communication strategies. Skilled at boosting sales revenue by designing strategic growth plans and maintaining key client partnerships. Significant impact made in previous roles through the implementation of innovative solutions for complex business challenges.
Overview
33
33
years of professional experience
Work History
Key Account Manager
Wernerco /Bailey Ladders
Melbourne, Victoria
03.2024 - 12.2024
- Coordinated with the customer service and support teams to address and resolve key account issues promptly.
- Conferred with management to offer feedback on operations and promotions based on customer preferences and purchasing habits.
- Conducted financial analyses to understand key account profitability and identify areas for cost reduction or revenue enhancement.
- Increased product sales through targeted marketing campaigns.
- Used excellent verbal skills to engage customers in conversation and effectively determine needs and requirements.
- Coordinated with logistics and supply chain teams to ensure timely and accurate product delivery to key accounts.
- Monitored competitive activities within assigned accounts and communicated findings to management.
- Analyzed market trends, customer feedback, pricing strategies. to recommend changes in product offerings or services.
- Addressed client questions and resolved complaints related to products, services and accounts.
- Provided input into product development and marketing strategies based on key account feedback and requirements.
- Identified new opportunities for growth within existing accounts, as well as potential new customers.
- Coordinated cross-functional teams for successful execution of projects related to large scale accounts.
- Attended trade shows and industry events in order to build brand awareness among target audiences.
- Reduced process lags by training employees on best practices and protocols.
- Facilitated training sessions for key accounts on product features, benefits, and best practices.
National Account Manager
Electrolux Home Products
Melbourne, Victoria
07.2017 - 05.2021
- Managed customer relationships with key stakeholders in the retail industry.
- Supported sales team members to drive growth and development.
- Collaborated with marketing team to create promotional campaigns for each account.
- Coordinated cross-functional teams to ensure successful execution of account strategies.
- Developed strong relationships with buyers at major retail outlets across the country.
- Hired and motivated high-performing sales team.
- Monitored competitive activity within the retail industry and adjusted strategies accordingly.
- Provided timely customer service resolution for all escalated issues from national accounts.
- Coached, developed and motivated team to achieve revenue goals.
- Re-engaged lapsed accounts to establish relationships and promote products.
- Ensured compliance with company policies, procedures, and regulations when working with national accounts.
- Created sales forecasts, tracked performance metrics, and identified opportunities for growth.
- Led development of comprehensive training materials for sales reps on how to effectively manage national accounts.
- Authored intensive sales reports on representatives and customer categories to recommend detailed plans and implement through marketing and promotional programs.
- Directed and coordinated products, services and sales activities.
- Generated new ideas for product offerings based on feedback from customers in the retail industry.
- Identified areas of improvement in current processes and systems related to managing national accounts.
- Implemented pricing strategies that ensured profitability while maintaining competitive rates in the marketplace.
- Demonstrated products at customer locations and answered questions.
- Conducted market research to identify potential customers and new business opportunities.
- Improved profit margins by effectively managing expenses, budget and overhead, increasing closings and optimizing product turns.
Key Account Manager
Electrolux Home Products
Melbourne, Victoria
02.2012 - 02.2017
- Negotiated contracts and terms of agreement with key accounts, ensuring profitability and compliance.
- Identified new business opportunities and leads for key clients.
- Listened to customer needs to identify and recommend best products and services.
- Coordinated with the customer service and support teams to address and resolve key account issues promptly.
- Conferred with management to offer feedback on operations and promotions based on customer preferences and purchasing habits.
- Conducted financial analyses to understand key account profitability and identify areas for cost reduction or revenue enhancement.
- Increased product sales through targeted marketing campaigns.
- Coordinated with logistics and supply chain teams to ensure timely and accurate product delivery to key accounts.
- Monitored competitive activities within assigned accounts and communicated findings to management.
- Analyzed market trends, customer feedback, pricing strategies. to recommend changes in product offerings or services.
- Addressed client questions and resolved complaints related to products, services and accounts.
- Provided input into product development and marketing strategies based on key account feedback and requirements.
- Identified new opportunities for growth within existing accounts, as well as potential new customers.
- Coordinated cross-functional teams for successful execution of projects related to large scale accounts.
- Attended trade shows and industry events in order to build brand awareness among target audiences.
- Facilitated training sessions for key accounts on product features, benefits, and best practices.
- Led quarterly and annual planning meetings with key accounts to align business goals and strategies.
- Established strong relationships with clients through regular communication and follow-up activities.
Account Manager
Electrolux Home Products
Melbourne, Victoria
01.2000 - 02.2012
- Developed successful customer relationships to boost sales opportunities.
- Resolved customer complaints in a timely manner.
- Provided technical support to customers when needed.
- Prepared monthly financial statements for each account.
- Monitored competitor activities in order to stay ahead of the competition.
- Participated in brainstorming sessions to develop new ideas for business development initiatives.
- Conducted market research to identify selling possibilities and evaluate customer needs.
- Established strong relationships with decision-makers and influencers within client organizations.
- Reset store displays for special events and seasonal merchandise changes.
- Utilized CRM tools to track client interactions, sales opportunities, and account history.
- Implemented customer feedback mechanisms to gather insights and improve service delivery.
- Participated in trade shows, conferences, and networking events to represent the company and attract new business.
- Collaborated with marketing teams to develop targeted campaigns for account acquisition and growth.
- Tracked and reported on sales performance metrics to senior management, highlighting successes and areas for improvement.
- Conducted regular business reviews with clients to understand their needs and align products and services accordingly.
- Identified upselling and cross-selling opportunities to maximize account growth and revenue generation.
- Presented product features and advantages to potential customers during sales meetings.
- Addressed customer questions and concerns regarding products and services.
- De-escalated customer interactions by providing alternative solutions to issues.
- Analyzed sales space capacities based on system parameters, securing high stock availability.
Sales Representative Team Leader
Sunbeam Appliances P/L
Melbourne, Victoria
06.1992 - 12.1999
- Developed and implemented team strategies to increase sales productivity.
- Monitored competitor activities in order to stay ahead of the competition.
- Identified areas of improvement within the team's processes and procedures.
- Generated reports summarizing team performance against established goals.
- Used excellent verbal skills to engage customers in conversation and effectively determine needs and requirements.
- Assessed current market conditions to inform pricing decisions and develop marketing campaigns.
- Created individual performance plans for each Sales Representative on the team.
- Conducted regular meetings with the team to review performance metrics and set objectives.
- Replenished and arranged items to maintain appearance.
- Provided training, coaching, and support for new and existing Sales Representatives.
- Organized events such as trade shows or conferences to promote products or services.
- Coordinated with logistics teams to ensure timely delivery of products to customers.
- Listened to customer needs to identify and recommend best products and services.
- Increased profitability and revenue by identifying customer needs and determining appropriate offerings.
- Drove sales of company products and services by meeting with customers using strategic and organized approach.
- Provided every customer with comprehensive assistance upon entering store through merchandise selection and completion of purchases.
Sales Coordinator
Wattyl Paints P/L
Melbourne, Victoria
03.1992 - 11.1999
- Conducted market research and reported on competitors.
- Performed follow-up calls with customers after each sale was completed.
- Built sales forecasts and schedules to reflect desired productivity targets.
- Developed and maintained relationships with new and existing clients to increase sales revenue.
- Planned trade shows and conferences for new product launching or existing product promotion.
- Coached, developed and motivated team to achieve revenue goals.
- Coordinated and finalized sales proposals to complete purchases.
- Maintained an up-to-date database of prospective clients and their contact information.
- Provided administrative support to the sales team including scheduling meetings, preparing presentations and managing email correspondence.
- Supported sales team by delivering current territory sales data and costing information.
- Managed client relationships by responding promptly to inquiries and addressing any issues that arose during the course of a sale.
- Collaborated with internal teams such as marketing, finance and operations departments in order to ensure successful execution of projects from start to finish.
Education
MBA - Business Administration And Management
Monash University
Clayton, VIC08-1997
Associate Diploma - Marketing
Moorabbin Tafe
Moorabbin, VIC08-1992
Skills
- Needs analysis
- IT support
- Account performance analysis
- Sales program creation
- High-impact proposal presentation
- Services optimization
- Client relationship building
- Business development
- CRM software proficiency
- Territory management
- Cross-functional collaboration
- Data-driven decision making
- Business strategies
- Account strategy
- Account development
- Key account management
Timeline
Key Account Manager
Wernerco /Bailey Ladders
03.2024 - 12.2024
National Account Manager
Electrolux Home Products
07.2017 - 05.2021
Key Account Manager
Electrolux Home Products
02.2012 - 02.2017
Account Manager
Electrolux Home Products
01.2000 - 02.2012
Sales Representative Team Leader
Sunbeam Appliances P/L
06.1992 - 12.1999
Sales Coordinator
Wattyl Paints P/L
03.1992 - 11.1999
MBA - Business Administration And Management
Monash University
Associate Diploma - Marketing
Moorabbin Tafe
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