Summary
Overview
Work History
Education
Skills
Additional Information
Timeline
Generic

Carl D'Costa

Harrington Park,Australia

Summary

Business Development Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach. Skilled Business Development leader offering 20+ years of experience in leading operations , sales and enhancing revenue. Bringing expertise in client acquisition and contract negotiation, along with excellent interpersonal communication, relationship-building and team leadership abilities. Results-driven and proactive with demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.

Experience with all forms of packaging from Polymers to Film, Rigid Packaging and Closures.

Good Technical understanding of Packaging equipment, VFFS, HFFS, Fill Seal machinery ( Rotary and Linear ), Laminating and Printing.

Overview

40
40
years of professional experience

Work History

Business Development Manager - Packaging

Jet Technologies
04.2018 - Current
  • Distributor of Packaging servicing the Coffee, Dairy and Wine / beverage industries among others.
  • Built relationships with customers and community to establish long-term business growth.
  • Product Managed Dry Goods for the Wine Industry, entailing Screw Caps, Corks, Sparkling hoods, Muselets etc.
  • Product managed Testing equipment for Oxygen , CO2, Polyphenols etc, for the Wine Industry.
  • Travelled throughout Australia and New Zealand to wine regions promoting exclusive sustainable options for Dry Goods.
  • Travelled to Europe for industry training within the wine market.
  • Attended and Exhibited at Trade show events including Auspack, Winetech and Packprint.
  • Managed accounts to retain existing relationships and grow share of business.
  • Reached out to potential customers via telephone, email, and in-person inquiries.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Generated new business with marketing initiatives and strategic plans.
  • Negotiated and closed long-term agreements with new clients in assigned territory.
  • Monitored market trends and competitor activities to identify areas of potential opportunity.
  • Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
  • Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
  • Kept meticulous client notes and updated account information in company databases.
  • Compiled and analyzed data to determine approaches to improve sales and performance.
  • Represented company and promoted products at conferences and industry events.
  • Established relationships with key decision-makers within customer's organization to promote growth and retention.

Sales Manager

Le Mac Pty Ltd
08.2015 - 03.2018
  • Handled customer relations issues, enabling quick resolution, and client satisfaction.
  • Built relationships with customers and community to establish long-term business growth.
  • Resolved customer issues quickly to close deals and boost client satisfaction.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
  • Closed lucrative sales deals using strong negotiation and persuasion skills.
  • Prepared sales presentations for clients showing success and credibility of products.

NSW Coatings and Adhesives Manager

Chemiplas Australia Pty Ltd
07.2007 - 08.2015
  • Service customers in the Paint, Ink, Coatings, Construction and Adhesive industries in regard to raw material supply
  • Provide technical assistance where required for new projects and formulation issues
  • Consult with principle suppliers on stock requirements and technical issues
  • Provide pricing to the market to maximize profit and sales volume
  • Liaise with customers and their clients on new development projects and outcomes
  • Manage the Sydney branch from an operational point of view
  • Issue monthly reports to management and principles on feedback in the market.
  • Skilled at working independently and collaboratively in a team environment.
  • Self-motivated, with a strong sense of personal responsibility.
  • Proven ability to learn quickly and adapt to new situations.

Group Technical Manager

Allkotes Pty Ltd
10.1998 - 06.2007
  • Designed, Wrote and Implemented the Quality Assurance and OH&S manuals to cover 5 sites and 6 divisions
  • Successfully established a National supplier scheme to enhance buying power and reduce costs
  • Sourced and developed 7 new product lines that provide an edge in the market
  • Presented workshops at major print trade shows (Packprint and Printex)
  • Developed a laminating adhesive for use internally, reducing cost by more than 10 cents per kilo, resulting in savings of $250000 over 4 years
  • Guided and mentored 8 direct reports to a level of self sufficiency
  • Commissioned 10 new machines over the last 5 years
  • Croda Herberts: Guided and mentored 4 direct reports within the laboratory
  • Assumed the responsibility of the lab in the Technical Managers absence
  • Developed 2 new product lines for Australian manufacture using German technology
  • Part of the QA team involved in gaining accreditation to ISO 9000
  • Formulation experience covers, Acrylic, enamel (Alkyd), Isocyanate and waterbased technology
  • Leigh Mardon: Developed numerous flexible packaging lines for customers including Streets, Dairy Farmers, Smiths, PepsiCo and WD & HO Wills
  • Analysis and introduction of a number of new coatings and raw materials., Specialty coaters and Laminators for the printing industry
  • Extrusion coating of plastic films for the print finishing industry
  • Control of all Technical issues within the group eg - Customer complaints, Raw material evaluation, New product development and Regulatory affairs
  • Design, Implement and Control of all OH&S issues within the group
  • Designed, Implement and Control of the Quality Assurance System and Procedures for accreditation to AS/NZS ISO 9001: 2000, for the entire group
  • Conduct and evaluate audits throughout the entire group
  • Chair all meetings associated with QA, OH&S and Management issues
  • Directly responsible for all Human Resource and Industrial Relations issues for 3 sites
  • Direct control of the Supply of raw materials and the approval of suppliers
  • Negotiation of Pricing, Contracts and Quality issues with all suppliers
  • Presented talks and workshops at industry exhibitions
  • Liaise with customers on technical issues and problems and negotiate settlements if required
  • Set budget requirements for sales in conjunction with the National Sales Manager
  • Provided sales backup from a Technical perspective to all customers in NSW, VIC, QLD and ACT
  • Technical involvement including Regulatory Affairs with our affiliated company involved with the extrusion coating of Plastic Film
  • Controlled the production and operations of 2 sites in the group while maintaining my technical responsibilities
  • Involved with production planning and budget forecasts for the 2 Sydney sites
  • Instigate and analyse KPI’s for all sites within the group
  • Control Maintenance for the group with 5 engineers directly reporting all activities
  • Formulation of specialized coatings and adhesives for use in-house.
  • Skilled at working independently and collaboratively in a team environment.
  • Self-motivated, with a strong sense of personal responsibility.
  • Excellent communication skills, both verbal and written.
  • Used critical thinking to break down problems, evaluate solutions and make decisions.
  • Cultivated interpersonal skills by building positive relationships with others.
  • Participated in team projects, demonstrating an ability to work collaboratively and effectively.
  • Proven ability to learn quickly and adapt to new situations.
  • Worked well in a team setting, providing support and guidance.

Senior Research & Development Scientist

Croda Herberts Pty Ltd
04.1994 - 10.1998
  • Automotive re-finish paint manufacturer
  • Manage the Research & Development of all new products within the group
  • Negotiate with all suppliers on price and quality
  • Write and control the QA system for the research & development laboratory
  • Conduct trials within the market
  • Develop testing procedures for all new products
  • Supervise and advise on new factory development products

Senior Technical Officer

Leigh Mardon Flexibles
03.1990 - 04.1994
  • Flexible packaging printer for the food, snack food and tobacco industries
  • Development of new packaging materials for the snack food industry
  • Conduct trials on new raw materials for their approval
  • Liaise and conduct trials of new packaging at the customer’s plant to evaluate the processability on their packaging machines
  • Write reports on successes and failures of packaging materials
  • Evaluate and report on all new Raw Materials
  • Liaise with suppliers on alternatives to current materials in order to improve productivity, efficiency, quality and performance
  • Key projects are , Ski Double Up - Yoghurt Lidding , Streets - Magnum wrapper , UHT - Long life milk lidding .

Research & Development Chemist

Ashland Pacific Pty Ltd
02.1988 - 03.1990
  • Manufacturer of Bases and Resins for the paint and ink industries, Development of Polymer products for the surface coating industry
  • Grass roots formulation of new products
  • Provide supervision to all production runs of new products
  • Operation of a Pilot Plant
  • Extensive usage of laboratory equipment including, GC, HPLC, FTIR and Various Viscometers.

Precision Valves Pty Ltd
09.1983 - 02.1986
  • This position was basically used to familiarise myself with the processes involved with Injection Moulding and Extrusion of plastics whilst attending University.

Education

Graduate Diploma - Business Administration

University Of Western Sydney, University Of NSW
1992

Bachelor of Science - Organic Chemistry

UNSW
Sydney, NSW
11.1989

Skills

  • Skill Summary
  • Non Technical Skills:
  • Calm and relaxed persona
  • Good lateral thinker
  • Communicates well with staff of all levels
  • Excellent people skills
  • Sound Business Acumen
  • Excellent negotiation skills
  • Good sense of humour
  • Computer Skills:
  • MS Excel; Advanced
  • MS Office; Advanced
  • MS PowerPoint; Advanced
  • MS Word; Advanced
  • Other:
  • Sound working Knowledge of the wine industry and requirements regarding Dry Goods and Packaging
  • Experience with Flexographic, Gravure, Lithographic and Web Offset printing
  • Experience with Laminating, Coating, Foil Stamping, Embossing and general print finishing processes
  • Experience with Wet formulation of new products, Colour matching, Quality Control
  • Good working Knowledge of Injection moulding and Extrusion
  • Good knowledge of Blow moulding and Vacuum formed Moulding
  • Experience with all aspects of the Administration side of a Business, including budgeting, forecasting, human resource requirements and financials
  • Sound understanding of Sales, including relationship building, budgets and targets, forecasting and sales analysis
  • Certificate - Internal Auditing with Lloyds Register, Experience with HACCP analysis and auditing
  • Client Base Retention
  • Staff Management
  • Product and Service Sales
  • Account Management
  • Account Development
  • Marketing
  • Training and Development
  • Negotiation
  • Sales Expertise
  • Territory Expansion
  • Mentoring
  • Networking Events
  • Business Administration

Additional Information

  • Was part of an APCO working group looking at the challenges of sustainability in packaging and the 2025 targets.
  • Extensive experience in food and beverage processing covering the Dairy, Coffee, Ready Made Meals, Dips, Wine, Beer and Spirits markets.
  • Consultative and easy natured approach to New Business Development.
  • Relationship focus to client management.

Timeline

Business Development Manager - Packaging

Jet Technologies
04.2018 - Current

Sales Manager

Le Mac Pty Ltd
08.2015 - 03.2018

NSW Coatings and Adhesives Manager

Chemiplas Australia Pty Ltd
07.2007 - 08.2015

Group Technical Manager

Allkotes Pty Ltd
10.1998 - 06.2007

Senior Research & Development Scientist

Croda Herberts Pty Ltd
04.1994 - 10.1998

Senior Technical Officer

Leigh Mardon Flexibles
03.1990 - 04.1994

Research & Development Chemist

Ashland Pacific Pty Ltd
02.1988 - 03.1990

Precision Valves Pty Ltd
09.1983 - 02.1986

Graduate Diploma - Business Administration

University Of Western Sydney, University Of NSW

Bachelor of Science - Organic Chemistry

UNSW

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Carl D'Costa