Andrew Burns
Myocum,NSW
Summary
Dynamic Executive with a proven track record. Recognised for creating high-performing teams and cultivating a results-oriented culture with expertise in challenging conventional processes to implement effective change strategies that enhance organizational success.
Continuous employment in the FMCG industry, covering state and national senior management positions, leading and overseeing sales (total market, including export), marketing, manufacturing, new product development, procurement, quality, warehouse, and distribution functions.
Results-driven General Manager with over 14 years of leadership experience at Norco Dairy Cooperative, complemented by roles at Frito-Lay, Snack Brands Australia, and Arnott's Snack Foods.
Experienced in fostering long-term, profitable business relationships across diverse industry sectors. Proven ability to collaborate effectively with cross-functional teams to drive strategic initiatives and enhance operational efficiencies. Core competencies include relationship management, business development, and strategic planning.
Currently leveraging extensive industry knowledge to provide consultancy services that enhance business performance.
Overview
27
27
years of professional experience
Work History
Director
Andrew Burns Consultancy Pty Ltd
Myocum, NSW
05.2020 - Current
Supply Chain Engagement Manager - Contract
Australian Banana Growers Council
Myocum (National Coverage) , NSW
10.2022 - Current
- About. A new role within the Australian banana industry, with the aim of increasing the demand and consumption of Australian bananas.
- 92% of Australian households buy bananas on an annual basis!
- Achievements.
- Improving the communication between the banana industry, Hort Innovation (Marketing), and the retailers via regular client meetings, grower presentations, and written articles.
- Keeping retailers informed and engaged on weather events, etc., that will have major impacts on supply, and supply communication tools designed to assist consumers.
- Collaborating with marketing teams and retailers to enhance integration, allowing retailer amplification of our marketing activities reducing the need and reliance of priced promotions.
- Coordinating targeted events individually with retailers to achieve incremental business (banana) growth.
- Developing and applying effective strategies for locating secondary banana displays to attract light/occasional buyers.
- A member of the Banana Marketing Strategic Investment Advisory Panel.
- Monitoring progress against goals and milestones, and communicating updates to the team and stakeholders on a regular basis.
Supply Chain Engagement Manager - Contract
Australian Mango Industry Association
Myocum (National Coverage Incl New Zealand) , NSW
10.2021 - 06.2025
- About. To develop and organize a range of events and activities involving the key stakeholders to build interest, knowledge and to increase the demand and consumption of fresh Australian mangoes throughout the season.
- Achievements. Cultivated and sustained relationships with industry stakeholders through regular, planned engagements, including the delivery of our marketing campaigns to our growers at national roadshows.
- Strengthening retailer collaboration through regular scheduled updates on business/marketing plans and inventory forecasts.
- Provided training via the provision of a Australian Mango retail training guide for the retailers and their produce teams, leading to improved customer satisfaction with mango products. Additionally, addressed over 200 produce team members during mango planning sessions for Woolworths New Zealand.
- Generated sales challenges during the season to enhance in-store display creativity, improved product positioning driving demand and volume increases.
- Provided comprehensive end-of-season performance reviews, along with projections, strategies, and recommendations for the new season ahead with our 4 major retailers.
- Provided articles, insights and relevant mango related content for weekly e bulletins and quarterly for the Australian Mango industry magazine.
- Monitored progress against goals and milestones, and communicated updates to the team and stakeholders on a regular basis.
Sales Manager - Contract
Nepean River Dairy
Myocum (Strict Covid Restrictions - 100% Work From Home), NSW
05.2020 - 06.2021
- About. Providing domestic sales growth initiatives for a Sydney based Dairy manufacturing client, establishing opportunities within the grocery, route and food service channels.
- Achievements. Initially, I introduced clients' capabilities and product opportunities to the relevant Category Managers and worked closely with the Coles branded NPD team to bring products to life, from concept to shelf.
- Successfully achieved national distribution within Coles of 11 new Coles-branded SKUs, and pending release to 500 Coles Express stores. Circa $11m revenue, 14 million unit sales, 20% margin.
- Represented, submitted, and gained contracts for additional, currently ranged, retailer-branded products.
- Introduced clients business to the foodservice sector. Pending release of new products Jan 2022.
- Managed the initial relationships and assisted transition over to my client.
General Manager
Norco Foods
Lismore, NSW
03.2009 - 03.2020
- About. Norco is a 100% Farmer Owned Dairy Cooperative within its Head office based in Lismore NSW. Norco Foods is one of 3 business units that make up the Cooperative. Norco Foods business size. $400m PA. Direct staff 8, indirect 608, capex $4m. Producer of dairy based products across fresh and frozen formats. State, National and international client/sales reach.
- Achievements. Established clear performance goals and metrics for revenue, P&L, customer service, and customer retention.
- Delivered exceptional client experiences through hands-on leadership of associates and managers.
- Implemented and supported "more for more" retailer incentive schemes, driving product support, distribution and sales gains.
- Built and maintained loyal, long-term customer relationships through effective account management.
- Designed sales and service strategies to improve revenue and retention.
- Enhanced operational performance by developing effective business strategies, systems, and procedures.
- Tracked daily/weekly/monthly sales to generate reports for business development planning.
- Strengthened product branding initiatives by developing communication campaigns, promotional materials, and market intelligence for Norco's developing market to drive sales opportunities.
- Liaised with cross-functional teams to develop product positioning strategies.
- Management of the overall team to drive out costs and increase margins via structured efficiency reviews and internal processes.
- Ensured processes employed within the business unit were efficient, documented, understood, best practice and operating within the regulatory requirements of government and industry standards.
- Key Achievements
- Coles Supplier of the year award. 2014.
- Negotiated a 10 year milk supply arrangement with Coles.
- Submitted and successfully achieved a $15m Regional Growth Fund grant from Federal Government for expansion activities for the Norco's icecream business unit.
- Became fastest growing dairy business in Australia (white milk), now 2nd largest in size within Queensland. 15.9% sales growth, 39.3% value growth in the year
- Canstar award 2017 and 2020 for "most satisfied customers" full cream milk.
- Creation of complete new Norco branding initiative and business restructure following purchase of brands from Fonterra 2012.
Sales and Marketing Manager
Norco Foods
Lismore, NSW
07.2006 - 03.2009
- Managed the NPD, Sales, Marketing and logistics functions for the then newly created Norco foods.
- Achievements. Directed branding, sales enablement and PR strategies to support implementation of comprehensive marketing strategies.
- Supported sales team members to drive growth and development.
- Increased repeat customer base by maintaining relationships with high-profile clients and effectively managing service issues.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
- Created presentation materials for sales, customer relations, and management purposes.
- Facilitated improvement in sales outcomes by holding performance evaluations to assess team members' strengths and weaknesses and counsel on improvement strategies.
Integration Manager
Norco Co operative
Lismore, NSW
04.2006 - 06.2006
- Achievements. Lead the integration of the then Norco/Pauls joint venture operation under Norco Co operative control.
- Effectively communicated and provided frequent update to all levels within all levels of Mgmt and staff.
- Facilitated change of 145 franchisees moving from Norco/Pauls contracts over to Norco.
- Assisted and drove onsite transition from Pauls owned office systems to new Norco Sap systems.
- Changed all product labels and created new Norco brands across 113 products.
- Re negotiated and amended trading terms with all major/minor retailers along with range alterations.
- Successfully completed the integration within 18 weeks.
National Sales Operations Manager - Impulse
Arnotts
Sydney, NSW
08.2002 - 08.2005
National Sales Operations Manager - Total Market
Snack Brands Australia
Sydney, NSW
01.1999 - 07.2002
Skills
- Contract negotiation
- Talent acquisition
- Customer relationship management
- Performance monitoring
- Sales data analysis
- Profit and revenue-generating strategies
- Multidisciplinary team leadership
- Collaborative team member
- Market research, forecasting and analysis
- Effective sales presentations
- Product positioning
- Data analysis
- Business strategy development
- Capital improvement planning
- Financial oversight
Timeline
Supply Chain Engagement Manager - Contract
Australian Banana Growers Council
10.2022 - Current
Supply Chain Engagement Manager - Contract
Australian Mango Industry Association
10.2021 - 06.2025
Director
Andrew Burns Consultancy Pty Ltd
05.2020 - Current
Sales Manager - Contract
Nepean River Dairy
05.2020 - 06.2021
General Manager
Norco Foods
03.2009 - 03.2020
Sales and Marketing Manager
Norco Foods
07.2006 - 03.2009
Integration Manager
Norco Co operative
04.2006 - 06.2006
National Sales Operations Manager - Impulse
Arnotts
08.2002 - 08.2005
National Sales Operations Manager - Total Market
Snack Brands Australia
01.1999 - 07.2002
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