Anthony Mackay
Keysborough,VIC
Summary
Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams. Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
22
22
years of professional experience
Work History
Head of Sales
Pact Group
12.2021 - Current
- Team: 9 x Sales Managers
- Topline Revenue: $210M
- People Leadership: Lead, coach, and develop the capabilities of the sales team across both the Health and Personal Care and Process Foods Division.
- Strategy Development: Formulate and execute innovative sales strategies to capitalize on market opportunities and drive business growth, ensuring the sales pipeline is 25% of the topline revenue target
- Relationship Management: Develop and maintain strong, productive relationships with key stakeholders and clients to optimize business outcomes
- Performance Analysis: Monitor and analyse performance metrics and market trends to inform business decisions and foster continuous improvement
- Sales Leadership: Achieve sales targets and KPIs by leading the respective Sales team effectively and aligning with internal stakeholders
- Account Management: Oversee comprehensive account management, ensuring exceptional service and compliance with contractual terms
- Market Analysis: Conduct in-depth market analysis to identify competitor activities, customer and consumer behaviours, and emerging market opportunities
- Recruit: Manage all recruitment of the sales team in line with the business values, strategy, and goals
- Budget Management: Efficiently manage the sales budget and ensure optimal forecasting by the team
- Contract Negotiation: Lead contract and pricing negotiations with a focus on mutual growth and sustainability
- Team Collaboration: Work cohesively with departments across the organization, contributing to overall company objectives and financial performance.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies.
- Evaluated performance against goals and implemented appropriate development plans.
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Coordinated with other departments to provide smooth execution of sales initiatives.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Met with clients, delivering presentations, and educating on product and service features and offerings.
National Sales Manager
Simplot
06.2018 - 12.2021
- Team: 7 Direct Staff and 98 indirect staff
- Lead coach and develop State Field Managers and overall capability of Field Team
- To build and develop capability within the team to achieve and exceed Retail
- Operations Sales targets, and position Simplot as providing best-in-class service to our customers through the Retail Operations team
- Development & Execution of key customer plans
- To ensure sales targets are met or exceeded whilst supporting the growth of
- Simplot Brands within the Major Retail Customers
- Ensures Simplot Brands are best represented in-store in line with our overall brand objectives and ambitions
- Manage and monitor store call frequency and deliverables against the Retail
- Operations strategy
- To manage our spend vs
- Returns efficiently and effectively to deliver optimised ROI per store and deliver profitable growth for the overall Retail channel
- Utilise data and insights through tools/technology to add more value to our customers
- Continually assess the use of data (and modern technology) to enhance Simplot's insight-led selling capability and enhance our customer alignment
- Customer relationship management
- Ensure all customer contacts are aware of Simplot's key brand activities and escalate any obstacles, to optimize execution in store
- Monitor competitor activity and customer field operations strategy
- Able to swiftly take action to ensure SAPL continues to grow ahead of the category and exceed our customers' expectations.
- Developed and implemented effective sales strategies and led nationwide sales team members to achieve sales targets.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Trained and developed exceptional sales leaders.
- Exceeded targets by building, directing, and motivating high-performing sales team.
- Managed national sales programs, and evaluated KPIs for promotional opportunities.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
State Sales Manager Retail & Foodservice
Simplot
03.2013 - 06.2018
- Team: 1 x State Distributor Manager, 1x Retail Account Manager, 1 x State Field Manager, 3 x Area Managers, 17 x Merchandisers
- Topline Revenue: $120M
- To build and develop capability within the team to achieve and exceed Retail execution
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Developed and maintained positive relationships with clients in assigned sales territories.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Executed successful promotional events and trade shows.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Managed accounts to retain existing relationships and grow share of business.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Oversaw employee performance, corrected problems, and increased efficiency to maintain productivity targets.
State Sales Manager
Coca-Cola Amatil
06.2008 - 05.2013
- Responsible for developing and implementing plans and strategies to build sales for the brands through the nominated distribution channel
- Ensure the state sales budgets and forecasts are achieved within the allocated expense and promotional support fund budgets
- Work closely with the National Team in the preparation and planning of all new product launches, promotional programming, and budgeting
- Responsible for the management of a sales team, and associated account portfolios
- Supervise and monitor sales performance and national promotional activities
- Review and update sales forecasts monthly, especially concerning promotional activity
- State Revenue Management
- Equipment placement plan
- Monitor and gather competitor Intelligence and activity
- Ensure compliance across national and state customers
- Leverage all marketing activities
- Coach, mentor & counsel sales team
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Generated detailed sales reports and forecasts to analyze performance and track progress.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Attended industry conferences and tradeshows to stay up-to-date with market trends and customer needs.
- Modeled strong negotiation skills to help team members close tough deals with lucrative clients.
State Sales Manager WA & QLD
Yes Distribution
07.2011 - 02.2013
- Team : 6 x Area Managers
- J U LY 2 011 — F EBRUARY 2013
- Overall responsibility of the State including P&L
- Manage and develop a team of eight reps
- Coach, mentor &evaluate staff performance
- Recruitment of new staff
- Develop journey plans and strategies
- Maximise execution of National and State focuses across the State
- Visit State Accounts concerning the preparation and planning of all NPD launches, promotional calendar, trading terms, and compliance
- Monitor sales performance and national promotional activities
- Weekly team meetings
- Minimum 2 day per week route rides
- Monitor equipment placement as per the national plan
- Monitor and feedback on competitor activity
- Attend quarter State Manager's meeting
- Performance plan & IDP
- Weekly and monthly reporting
- New business development
- B2B management
- Develop an annual business plan
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Developed and maintained positive relationships with clients in assigned sales territories.
National Account Manager
Sara Lee
03.2002 - 05.2008
- M AY 2 008
- Plan and implement a program of visits to key account customers to introduce new products and maintain awareness of the company's product range
- Negotiate all trading terms, sales promotion allowances, discounts, price increases and retail selling prices within the broad parameter set out
- Maintain a master business plan for all key accounts concerning sales objectives, pricing structures, promotional programs, and profitability targets
- Compile and submit customer correspondence, monthly key account reports, contact reports, monthly
- Expenses, promotional results, and listing schedules to the Sales Director
- Profitability: Achievement of agreed profit targets by account, by maintaining discounts within agreed levels
- Responsibility: Complete responsibility of all retail and national accounts encompassing sales
- Marketing, distribution, and all financial activities
- Forty-two percent of Total Company turnover.
- Managed, supported and grew business relationships with existing accounts and developed strategies to increase sales and revenue.
- Reached out to customers frequently to check on satisfaction, inquire about needs and propose new offerings.
- Increased market penetration by growing brand awareness.
- Provided product demonstrations to share features, answer questions and overcome concerns.
- Efficiently resolved sales, service and account issues to maximize customer satisfaction.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Created representative and customer sales reports and recommended initiatives for marketing and promotional programs.
- Improved bottom-line profits by creating new product penetration and retail market opportunities.
Education
MASTER OF BUSINESS ADMINISTRATION -
Victoria University
Melbourne, VIC12.2020
Advanced Diploma Sales & Marketing -
Damelin College
Johannesburg South Africa01.1997
Skills
- Problem-Solving
- Interpersonal Communication
- Verbal Communication
- Active Listening
- Teamwork and Collaboration
- Attention to Detail
- Critical Thinking
- Social Perceptiveness
Timeline
Head of Sales
Pact Group
12.2021 - Current
National Sales Manager
Simplot
06.2018 - 12.2021
State Sales Manager Retail & Foodservice
Simplot
03.2013 - 06.2018
State Sales Manager WA & QLD
Yes Distribution
07.2011 - 02.2013
State Sales Manager
Coca-Cola Amatil
06.2008 - 05.2013
National Account Manager
Sara Lee
03.2002 - 05.2008
MASTER OF BUSINESS ADMINISTRATION -
Victoria University
Advanced Diploma Sales & Marketing -
Damelin College
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