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 partners 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 Food and Health & Personal Care
Pact Group
2021.12 - Current
- Team: 9 x Sales Managers 13 x Customer Service Representatives
- 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 analyze 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 behaviors, and emerging market opportunities.
- Budget Management: Efficiently manage the sales budget and ensure optimal forecasting by the team. *Contract Negotiation: Lead contract and pricing negotiations
- Team Collaboration: Work cohesively with departments across the organization, contributing to overall company objectives and financial performance.
- Increased sales revenue by implementing innovative marketing strategies and optimizing team performance.
National Sales Manager
Simplot
2018.06 - 2021.12
- Team: 7 Direct Staff and 98 indirect staff
- Topline Revenue: $250M
- People Leadership: Lead coach and develop State Field Managers and overall capability of the Field Team.
- Strategy Development: Formulate a robust go-to-market strategy that delivered the retail sales target and positioned Simplot as providing best-in-class service to our customers through the Retail team.
- Relationship Management: Develop and maintain strong relationships at a National and State level to optimize an ROI per store and deliver profitable growth for the overall Retail channel.
- Performance Analysis: Utilized data and insights to enhance Simplot's insight-led selling capability and enhance our customer experience by adding value to our customers.
- Sales Leadership: Developed & Executed key customer plans to ensure sales targets were met or exceeded whilst supporting the growth of Simplot Brands.
- Market Analysis: Monitor competitor activity and act swiftly to ensure Simplot continues to grow ahead of the category and exceed our customers' expectations
- Budget Management: Forecasted sales and established processes to achieve sales objectives and related metrics.
- Team Collaboration: Work collaboratively with departments throughout the organization to contribute to overall company goals and financial performance.
State Sales Manager
Simplot
2013.03 - 2018.06
- Team: 6 Direct Staff and 17 indirect staff
- Topline Revenue: $120M. Retail Revenue:$70M Foodservice Revenue: $50M
- People Leadership: Lead and develop the capabilities of the entire team to meet and surpass the Retail and Foodservice State Budget.
- Strategy Development: Create a sales strategy for the State based on market research and trends within the Retail and Foodservice market.
- Relationship Management:Build and maintain existing relationships within the Retail and Foodservice channels and expand business share.
- Performance Analysis: Implement data-driven activities to enhance Simplot's presence with the end-user without compromising our distributor relationships.
- Sales Leadership: Develop and execute important State-based plans with a focus on the Foodservice channel.
- Market Analysis: Monitor competitor activity to ensure we are competitive in securing key tenders across the State.
- Budget Management: Forecast sales and establish processes to achieve sales objectives and related metrics.
- Team Collaboration: Work collaboratively with departments throughout the organization to contribute to overall company goals and financial performance.
- Conducted regular performance evaluations for team members to identify areas of strengths and opportunities for improvement, resulting in tailored development plans.
- Increased sales revenue by developing and implementing strategic sales plans, targeting key accounts, and monitoring market trends.
State Sales Manager
Yes Distribution
2011.07 - 2013.02
- Team: 6 Direct Staff
- Utilized data-driven insights from CRM systems to guide decision-making processes around pricing, target markets, and sales strategies.
- Partnered with cross-functional stakeholders to ensure seamless coordination between sales, marketing, product development, and customer support teams.
- Increased sales revenue by developing and implementing strategic sales plans, targeting key accounts, and monitoring market trends.
- Boosted customer satisfaction levels through attentive service, prompt issue resolution, and proactive communication practices.
- Implemented robust territory management strategies for optimal resource allocation and maximized coverage of high-potential regions.
- Led a high-performing sales team for exceptional results through coaching, mentoring, and performance management.
- Analyzed competitor activities to identify opportunities for differentiation and capitalize on market gaps.
- Negotiated favorable contract terms with various retail partners, reducing costs while maintaining superior quality standards.
- Established clear sales targets and provided regular feedback to the team regarding their progress towards meeting objectives.
State Sales Manager
Coca Cola Amatil
2008.06 - 2011.05
- Team: 4 Direct Staff and 15 indirect staff
- Collaborated with marketing teams to create effective promotional campaigns that generated increased brand awareness and customer engagement.
- Analyzed competitor activities to identify opportunities for differentiation and capitalize on market gaps.
- Established clear sales targets and provided regular feedback to the team regarding their progress towards meeting objectives.
- Achieved consistent sales growth by identifying new markets, expanding product offerings, and executing targeted prospecting efforts.
- Led a high-performing sales team for exceptional results through coaching, mentoring, and performance management.
- Developed strong relationships with key clients, resulting in long-term partnerships and increased account loyalty.
- Partnered with cross-functional stakeholders to ensure seamless coordination between sales, marketing, product development, and customer support teams.
National Account Manager
Sara Lee
2002.03 - 2008.05
- Built strong relationships with key decision-makers at the executive level within national accounts organizations.
- Managed, supported, and grew business relationships with existing accounts and developed strategies to increase sales and revenue.
- Fostered an environment of collaboration and open communication with internal teams to ensure seamless execution of national account initiatives.
- Maximized revenue growth by identifying upsell opportunities within existing accounts.
- Coordinated regular meetings with national accounts to review performance metrics, address concerns, and discuss potential areas of improvement.
- Increased market penetration by growing brand awareness.
- Maintained a high level of industry knowledge through ongoing research, attending conferences, and networking with industry professionals.
- Operated within budgetary constraints, participated in the development of annual budget forecasts, and reconciled operating budgets.
- Negotiated contracts for favorable terms, resulting in increased profitability and client satisfaction.
- Managed accounts to retain existing relationships and grow share of business.
- Collaborated cross-functionally with headquarters, regional brokers, and other teams nationally to maintain consistent message and experience.
Education
MBA - Business Administration
Victoria University
Melbourne, VIC12.2020
Advance Diploma Sales & Marketing - Sales And Marketing
Damelin College of Education
Johannesburg, South Africa01.1997
Skills
- Sales Coaching
- Key account growth
- CRM proficiency
- Negotiation expertise
- Multifaceted
- Relationship Building
- Collaborative
- Leadership
Timeline
Head of Sales Food and Health & Personal Care
Pact Group
2021.12 - Current
National Sales Manager
Simplot
2018.06 - 2021.12
State Sales Manager
Simplot
2013.03 - 2018.06
State Sales Manager
Yes Distribution
2011.07 - 2013.02
State Sales Manager
Coca Cola Amatil
2008.06 - 2011.05
National Account Manager
Sara Lee
2002.03 - 2008.05
MBA - Business Administration
Victoria University
Advance Diploma Sales & Marketing - Sales And Marketing
Damelin College of Education
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