Byron Griffin
Melbourne,Australia
Summary
Accomplished Sales Director with a successful track record of achievement in the technology and luxury industries. Achievements include people management, brand growth, revenue growth (retail & wholesale) and volume and share growth in a variety of different channels within the APAC regions. Recognized for effective leadership across high-performing teams, business development initiatives and turnaround or change management. Key Strengths include: Market Analysis & Capture, People Coaching and Mentoring, Sales Generation, Channel, Customer, Store development & Growth, Budgeting & Forecasting, Strategic Planning, Change Management/Re-engineering, Project planning and business growth.
Overview
29
29
years of professional experience
Work History
Sales Director, Business Development
Design Collection Denmark
09.2018 - Current
- Built relationships with customers across retail, department, wholesale and A&ID with the aim of establishing long-term business growth for the DCD brands in Australia
- Achieved sales goals (including Covid years) and store growth targets by fostering storing relations with various partner accounts
- Developed key partnerships with industry-leading organizations to strengthen professional network and expand future business opportunities across the brands represented.
- Contract and Lease negotiations specifically for own Mono store strategy.
- Developed and implemented strategic project plans to meet business objectives.
- Achieved project deadlines by coordinating with contractors to manage performance and cost
- Negotiation of annual contracts and service agreements with vendors to achieve prime pricing.
- Managed Pricing strategy to secure competitive advantage and desired returns across the different sales channels and stores
- New Business strategies allowing for additional revenues such as setting up online sales channel
- Share sales and product margin targets and assist different channel managers to prepare budgets across revenue, margin and operating costs
- Maintained financial controls, planned business operations and control expenses while identifying and pursuing opportunities to grow business operations through store expansion and boost profits by controlling expenses
- Recruited, hired, and trained initial personnel, working to establish key internal functions and outline scope of positions for new organization.
- Led change and transformation across business areas to deliver benefits and align company resources.
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Additional Responsibilities and Achievements:
- Full P&L control and management
- Prepared annual budgets with controls to prevent overages.
- Director of company responsibility
- Oversee customer engagement strategies via social media platforms and in house BTL activities across channels. t
Market Director
Bang & Olufsen
01.2017 - 08.2018
- Reporting directly to the Vice President for Sales, my role was to increase B&O revenue & share, execute market initiatives and build a strong commercial collaboration with our partners across the APAC region
- Region of responsibility included South East Asia, South Africa, Japan, Australia & New Zealand
- Collaborated with sales, marketing and other internal teams to meet shared goals.
- Developed and implemented successful sales strategies to drive growth and exceed revenue targets.
- Developed useful pricing models to maximize profit margins and generate leads.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Identify new business partners across the regions
- Engage in product launches, trade shows and consumer events to represent the brand and identify new business
- Additional Responsibilities and Achievements: Store and Distributor management
- Manage both wholesale and retail partners by setting sales targets, following up on performance and sharing best practise across partnerships
- Prepare sales budgets, forecasts and reporting for all partners across the region, which include technology partner channels and mono branded stores
- Support existing partners with expansion projects, through site identification, store build, and staff training
- Drive PR and channel marketing to ensure brand presence and growth, through Social media and ATL/BTL
- Manage support staff and Distributor’s.
Regional Sales Manager
Sony Australia
01.2012 - 01.2017
- 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
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Additional Responsibilities and Achievements: Management of staff
- Generated detailed sales reports and forecasts to analyze performance and track progress.
- Collaborated with internal business units to evaluate performance in regional area and develop strategies to expand revenue generation.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Executed successful marketing campaigns to generate new business and expand customer base.
- Leadership and management of team members (11 members) across marketing and sales function
- Coaching and mentoring through “Hands on Approach” supported by regular interstate travel
- Quarterly Business Review Updates supporting great culture
- KPI setting and performance reviews
- P&L responsibility for states (Sales and Marketing), both internal (SGA & fixed costs) and external (Marketing and State Development)
- Commercial management of accounts, including rebate negotiation and Business Reviews at Head office/senior level
- Implementing strategic business plans across customer and channel, ensuring Sony presence, and successful revenue growth
- Customer mapping and data mining through Sales and Market analysis (weekly) and sell through management (Inventory control)
- CRM, Training and retail activation planning ensuring share growth (GFK)
- Change Management and successful transition within States and Teams
- WA and SA office change for more more profitable return
- Inventory control and regular liaison with Supply Chain ensuring flow of product
- Weekly “one on one” with Managing Director sharing Wins and Challenges
- Weekly target achievement and Business plan reviews.
Consumer Head: Sales and Marketing
Sony South Africa
01.2009 - 01.2011
- Commencing as Regional sales, and promoted to top position of Consumer head within 5 years
- Full responsibility over Sales and Marketing divisions, managing 43 staff in total
- Due to impressive performance and results, invited to join Sony Australia in FY11
- Revenue and share growth was the top priority
- FY11 achievement in excess of 1 billion ZAR
- Grew the Sony brand from 18.6% to 26.3% in TV category
- Introduced distributor channels with success
- P&L responsibility across sales and marketing functions, including commercial terms and collections
- Account Management and Negotiation at a board room level
- New channel growth through introduction of 8 Sony Centre stores within South African Market (11% contribution)
- Responsible for cost leadership programs including sourcing of new logistics/freight partner and reduction of receivables resulting in warehouse saving of more than 2% per annum
- Sales and Marketing focus across multiple channels and categories, with emphasis on Consumer Electronics categories.
National Sales Director
Nu Metro Home Entertainment
01.2003 - 01.2003
- Accepted an opportunity to join South Africa’s largest Film Distributor in driving revenue through management of the different Film companies
- Learned a great deal which afforded me the opportunity to complete my Thesis on DVD Piracy
- Accountable for commercial targets across the different studios and publishing houses (7 Film Studio’s and 2 Publishing Houses)
- Responsible for new studio contracts with individual overseas studios, including Paramount Pictures and BBC
- Attend key trade meetings with top accounts at Board room level or at geographic destination (Cannes Film Festival).
National Retail Manager
Canon South Africa
01.2000 - 01.2002
- Accepted the challenge of a National role with Canon and successfully grew their retail channel from infancy to 300 million (ZAR) per annum, across 7 major channels
- Portfolio of products included Photo and Office
- Responsible for budgets & targets across all retail channel customers e.g Printers, Faxes, Multifunction's, Scanners, consumables and Photo/Digital.
Sales Manager
Kodak South Africa
01.1995 - 01.2000
- Joined Kodak as it entered the South African market post-Apartheid
- After successfully setting up coastal infrastructure, joined HO, where I lead the Xpress team, opening up 11 Kodak Franchisers.
Education
MBA - Business Management
Oxford Brookes University
01.2006
Higher Diploma in Business Management -
Damelin Business School
01.2003
Diploma in Marketing Management -
Damelin Business School
01.1997
Skills
- Strategic Planning
- Decision-Making
- Staff Training and Development
- Strategic Account Development
- Contract Management
- Business Development and Planning
- National Account Management
- Brand-Building Strategies
- Operations Management
- Market Penetration
- Goals and Performance
References Available
True
In House Training
- Six Sigma Accreditation
- Customer Experience Training
- Health and Safety Accreditation
Personal Information
Title: Senior Manager/Director of Sales
Timeline
Sales Director, Business Development
Design Collection Denmark
09.2018 - Current
Market Director
Bang & Olufsen
01.2017 - 08.2018
Regional Sales Manager
Sony Australia
01.2012 - 01.2017
Consumer Head: Sales and Marketing
Sony South Africa
01.2009 - 01.2011
National Sales Director
Nu Metro Home Entertainment
01.2003 - 01.2003
National Retail Manager
Canon South Africa
01.2000 - 01.2002
Sales Manager
Kodak South Africa
01.1995 - 01.2000
MBA - Business Management
Oxford Brookes University
Higher Diploma in Business Management -
Damelin Business School
Diploma in Marketing Management -
Damelin Business School
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