CAROLYN DAVIE
Brisbane,Australia
Summary
I am a dedicated and results-oriented business manager with a proven track record of driving profitable growth. With extensive experience collaborating with leading brands and private labels across diverse channels, including grocery, pharmacy, wholesale, convenience, foodservice, and discounters, I excel in fostering and maintaining mutually beneficial relationships. My strong interpersonal, leadership, and negotiation skills enable me to effectively engage with stakeholders.
I thrive in dynamic, high-pressure environments, enjoying the challenge of managing, motivating, and training a productive and motivated team. As a customer-focused, strategic sales management professional, I have successfully cultivated partnerships, retained key accounts, and enhanced profit channels. A self-motivated leader, adept at multitasking, I excel in expanding network connections and introducing products persuasively. I am well-versed in implementing pricing models, managing vendor relationships, and driving territorial expansion.
Overview
18
18
years of professional experience
Work History
Head of Sales AU
Haleon
Sydney, Australia
09.2024 - Current
- Responsible for Key JBP customers and Largest Customer in APAC
- To plan, influence and control the business sales strategy and activities to achieve GSK revenue, sales and profit targets with in the customer portfolio
- To develop and manage assigned customers, to achieve set Business objectives
- To devise, implement, manage and monitor a strategic plan for the customer/channel
- Responsible for 3 NAMs, 1 indirect report, working with Field Team Manager through implementation of channel plans into key customer specific plan & actively partakes in necessary Cycle meetings, programs and duties associated, including playing a leadership role in business
- Coach and develop the wider team to assist the team in hitting KPI's required for the customer/channel.
Head of Pharmacy Field, GTM and L&D
Haleon
Sydney, Australia
01.2024 - 08.2024
- Responsible for Key JBP customers and Largest Customer in APAC
- To plan, influence and control the business sales strategy and activities to achieve GSK revenue, sales and profit targets with in the customer portfolio
- To develop and manage assigned customers, to achieve set Business objectives
- To devise, implement, manage and monitor a strategic plan for the customer/channel
- Responsible for 3 NAMs, 1 indirect report, working with Field Team Manager through implementation of channel plans into key customer specific plan & actively partakes in necessary Cycle meetings, programs and duties associated, including playing a leadership role in business
- Coach and develop the wider team to assist the team in hitting KPI's required for the customer/channel.
Head of Pharmacy & Expert Field, GTM and L&D
Haleon
Sydney, Australia
05.2023 - 12.2023
- Responsible for Key JBP customers and Largest Customer in APAC
- To plan, influence and control the business sales strategy and activities to achieve GSK revenue, sales and profit targets with in the customer portfolio
- To develop and manage assigned customers, to achieve set Business objectives
- To devise, implement, manage and monitor a strategic plan for the customer/channel
- Responsible for 3 NAMs, 1 indirect report, working with Field Team Manager through implementation of channel plans into key customer specific plan & actively partakes in necessary Cycle meetings, programs and duties associated, including playing a leadership role in business
- Coach and develop the wider team to assist the team in hitting KPI's required for the customer/channel.
Head of Pharmacy Field, GTM and CWH
Haleon
Sydney, Australia
07.2022 - 04.2023
- Responsible for 36 people and Largest Customer in APAC
- To plan, influence and control the business sales strategy and activities to achieve GSK revenue, sales and profit targets with in the customer portfolio
- To develop and manage assigned customers, to achieve set Business objectives
- To devise, implement, manage and monitor a strategic plan for the customer/channel
- Coach and develop the wider team to assist the team in hitting KPI's required for the customer/channel.
National Business Manager - Head of National Accounts
GSK Consumer Healthcare Australia
Sydney, Australia
06.2017 - 07.2022
- Responsible for Key JBP customers and Largest Customer in APAC
- To plan, influence and control the business sales strategy and activities to achieve GSK revenue, sales and profit targets with in the customer portfolio
- To develop and manage assigned customers, to achieve set Business objectives
- To devise, implement, manage and monitor a strategic plan for the customer/channel
- Responsible for 3 NAMs, 1 indirect report, working with Field Team Manager through implementation of channel plans into key customer specific plan & actively partakes in necessary Cycle meetings, programs and duties associated, including playing a leadership role in business
- Coach and develop the wider team to assist the team in hitting KPI's required for the customer/channel
- Developing strategies through 4P principles with Key JBP Retailers
- Deliver & drive a mutually beneficial business plan optimizing promotional spend, NPD & category growth plans
- To coach and develop the wider team to assist the team in hitting KPI's required for the customer/channel
- "Go to market" strategic plan for assigned customers/channels and delivery of trading terms, optimizing Net Revenue Management in key customer to ensure triple way win and profitable growth
- Achieve sales revenue budgets within investment guidelines
- Supports and coaches the other team members towards delivery with strong focus on profit delivery targets
- Evaluate the results for total customer portfolio on all planned sales programs, objectives, trade promotional expenditure
- Monitor and analyses sales and trade spend for total customer with a view to maximize revenue
- Deliver sales & market share objectives across category and within customers & JBP Plans
- Achievements: Renegotiated Amcal Terms resulting in 4% Gross to net reduction
- Implemented strategy plans with CWH to deliver YOY growth in 2018 +7%.
National Sales Manager - Head of Pharmacy & Export
Perrigo Australia
Sydney, Australia
03.2016 - 05.2017
- Responsible pharmacy channel worth $35m GS & Export Channel worth $4m GS
- Responsible of 3 direct reports, 2 indirect reports and Field Team Developing existing product development and new product development strategies through bespoke ranging, price points, pack sizes matched to the store format and market
- Management of the P&L in line with strategy, utilizing budgets effectively
- Deliver & drive a mutually beneficial business plan optimizing promotional spend, new product development & category growth plans
- Achievements: Implemented new product development within Pharmacy Channel incremental $3m
- Developed & Implemented a strategy on bulk packs (EDP) for CWH worth +$5m NS sales
- Reduced discount dependency in channel saving on gross to net variance of -$2m rebates
- Renegotiated Priceline Terms resulting in +5% NS sales and +3% GM for Perrigo.
Business Insight Manager
Strikeforce Australia
Sydney, Australia
05.2015 - 03.2016
- Responsible for the inform insight division in Australia through developing new capabilities using data to improve business measures including forecasting, regression modeling, correlation analysis and return on investment
- Management of the P&L in line with strategy and growth plans, of which recommending efficiencies to improve field costs was a large aspect
- Created quotes & proposals for new business tenders
- Engagement across all levels of top FMCG clients through monthly and quarterly meetings, including Woolworth's, Nestle, Reckitt Benckiser among others
- Restructured the field team using the CACI system to efficiently plan coverage strategy through dynamic coverage modelling
- Achievements: Secured $5m additional new business
- Developed and implemented new tools to measure field performance through behavior driven insights on how to deliver the best ROI.
Senior National Account (FMCG) Co-op Grocery / Pharmacy Top 5 (Grocery) / Customer GTM Lead Convenience Channel
Reckitt Benckiser Healthcare
Slough, United Kingdom
08.2011 - 05.2015
- Responsible for the Household & Healthcare within the Co-operative Retail and Pharmacy, annual value of £45 million NS
- Full P&L responsibility; drive NR & GM, optimize trade investment, land CPI negotiations
- Developed & delivered effective 4P execution including full responsibility for NPD listings, category reviews, share of shelf and monthly review meetings
- Delivered a mutually beneficial business plan via promotional activity, bespoke ranging to meet specific price points/formats/shopper missions
- Managed a team of 4 people
- Built cross functional relationships across internal and external with key stakeholders
- Range Review across key categories and retailers within Convenience market
- Customization and Execution of 4P strategy with the Convenience Channel
- Including, translating & executing effective local success models which are mutually beneficial to RB & the customer's category performance
- Primary focus is on presence and placement working in partnership with sales and drawing insight and input from Trade Marketing & Consumer Marketing (including Shopper Insights)
- Achievements: Developed a format strategy across healthcare and household through benchmarking products, negotiating pricing, product developments and POS solutions
- Deployed a full category & insight range review to identify key opportunities for Co-op, resulting in +22k distribution points across the Household Range
- Delivered growth in P&L over 2 years from -27% to + 7%, resulting in additional +£1.3m Net Rev and grew GM by +£3.6m
- Drove share across key categories by over +20% through right range implementation, via deep dive in category and segment performance analysis.
National Account Manager / Category Manager (FMCG) (Grocery, Wholesale & Convenience)
Friesland Campina UK Ltd
Horsham, United Kingdom
01.2009 - 08.2011
- Customers included Sainsbury, Waitrose, Co-operative, Tesco, Aldi, Costco amongst other wholesale & convenience accounts
- Full P&L responsibility, including price & terms negotiations
- Introduced innovation & EPD, as well as OL through category analysis & understanding the shopper profile within each retailer/account
- Developed multi-level relationships with the account, enabling the delivery of mutually beneficial business plans within all major accounts
- Responsible 2 people Key account managers
- Developed and managed an own label business within the Co-operative Group, Tesco, Sainsburys & Aldi
- Range Review across key categories and retailers within Convenience market
- Customization and Execution of 4P strategy with the Convenience Channel
- Reviewing promotional performance and recommendations within the channel
- Achievements: Secured new accounts + £400k NS per annum
- Grew Makro & Nisa +15% in volume and value through right range based on shopper missions
- Grew Confex from £500k to £1.5m through delivery of a joint business plan
- Developed new own label and branded products with The Co-operative Group & Sainsbury’s & Aldi, delivering +5% volume and value.
Senior Account Manager (Strategic) – Ferrero Account
REL Field Marketing
Bracknell, United Kingdom
07.2006 - 01.2009
- Managed a field team of +50 people and 2 client coordinators
- Managed the P&L, including price negotiations and setting and managing targets/goals for KPI’s and Joint Business Plan
- Created proposals for new business and budgets for each year
- Ran regular Client meetings, reporting against key metrics and fixing issues
- Restructured field team using the CACI system & implemented best practice
- Achievements: Secured £80k additional business for REL through existing client
- Secured an additional spend of £500k through negotiating the 08/09 budget at REL.
Education
Post Graduate Certificate -
IGD Edinburgh Uni
London, United Kingdom09.2019
NVQ's -
Lufthansa Ground Services
London, United Kingdom06.2019
G.C.S.E -
Sandhurst Comprehensive
Sandhurst, United Kingdom06.1996
Skills
- Negotiation
- Category Management
- Business Planning
- Collaborative Working
- Impacting P&L
- Joint Business Planning
- Strategic Planning
- Commerical leadership
- P&L management
- Winning Cultures
- Delivering sustained out performance
- GTM Strategies
- Category management
Timeline
Head of Sales AU
Haleon
09.2024 - Current
Head of Pharmacy Field, GTM and L&D
Haleon
01.2024 - 08.2024
Head of Pharmacy & Expert Field, GTM and L&D
Haleon
05.2023 - 12.2023
Head of Pharmacy Field, GTM and CWH
Haleon
07.2022 - 04.2023
National Business Manager - Head of National Accounts
GSK Consumer Healthcare Australia
06.2017 - 07.2022
National Sales Manager - Head of Pharmacy & Export
Perrigo Australia
03.2016 - 05.2017
Business Insight Manager
Strikeforce Australia
05.2015 - 03.2016
Senior National Account (FMCG) Co-op Grocery / Pharmacy Top 5 (Grocery) / Customer GTM Lead Convenience Channel
Reckitt Benckiser Healthcare
08.2011 - 05.2015
National Account Manager / Category Manager (FMCG) (Grocery, Wholesale & Convenience)
Friesland Campina UK Ltd
01.2009 - 08.2011
Senior Account Manager (Strategic) – Ferrero Account
REL Field Marketing
07.2006 - 01.2009
Post Graduate Certificate -
IGD Edinburgh Uni
NVQ's -
Lufthansa Ground Services
G.C.S.E -
Sandhurst Comprehensive
References
References available upon request
Hobbies and Interests
- Squash
- Cycling
- Golf
- Reading (current affairs)
- Travelling to new countries
- Spending time with friends and family
- Swimming
Placeofbirth
United Kingdom
Personal Information
Nationality: British
Languages
English
References
References available upon request
Hobbies and Interests
- Squash
- Cycling
- Golf
- Reading (current affairs)
- Travelling to new countries
- Spending time with friends and family
- Swimming
Placeofbirth
United Kingdom
Personal Information
Nationality: British
Languages
English
References
References available upon request
Hobbies and Interests
- Squash
- Cycling
- Golf
- Reading (current affairs)
- Travelling to new countries
- Spending time with friends and family
- Swimming
Languages
English
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