Regional Strategic Accounts Sales Manager
03.2022
DAVID NEWALL
Melbourne,Victoria
Summary
Personable Strategic Account Manager with proven success at building and maintaining long-term and profitable business relationships. Coordinates support, service and management resources and fulfills account performance requirements and customer expectations. Understands company products and services intimately and guides customers in applying ideal solutions to meet specific needs.
Work History
Ritchie Bros Auctioneers Pty Ltd
01.2018
Head of Civil and Mining
12.2017
Graysonline Pty Ltd
02.2016
Sales Manager Construction
Caterpillar
02.2016
- Victoria
- Coordination, management, and direction of the Victorian sales team (Construction)
- Establish new equipment sales budget for Victoria for all Caterpillar (and associated) products
- Approval of deals and management of overall gross profit margins
- On-going recruitment, development, training and regular appraisal of the sales team
- Management of customer coverage of sales force via CRM program (Saleslink)
- Significant customer contact to assist sales team in meeting both sales and customer relationship objectives
- Recommendation, development, promotion and implementation of marketing strategies to address short, medium or long term opportunities for growth
- Schedule, prepare for, and host regular sales conference (four per year) for Victorian and Tasmanian sales teams
- Management of the company’s new equipment inventory, by addressing slow moving stock via programs, campaigns and incentives
- Manage customer satisfaction levels, participate in dispute resolution where appropriate and approve support where required
William Adams Pty Ltd
05.2014
Major Account Manager
Orionstone Pty Ltd
05.2014
- Account Management responsibilities
- Establishing new accounts in the mining and construction industries
- Consulting on financial matters related to business / capital purchasers
- Establishing finance contracts for capital purchasers
- Establishing marketing plans for disposal of capital equipment
- Inspect, evaluate and create Rental Agreements and Rent to Purchase (RPO) contracts
- Building a solid customer base through a detailed CRM system
- Marketing and selling earthmoving and mining machines on consignment, Responsibility for managing the Orionstone rental fleet remarketing (team of 2)
- Monitoring and maintaining accurate construction and mining equipment valuations locally and internationally
- Inspecting equipment and setting used prices for each item of plant
- Creating monthly stocklists of surplus equipment
- Disposable of used equipment nationally
- Account management of key players within the mining industry
- Managing the disposal of surplus equipment through the wholesale channel
- Establishing packages of equipment for wholesalers, miners and large contractors
- Dealing with OEM’s for purchasing and trading equipment
Tracfin Pty Ltd
03.2013
Major Accounts Manager
Caterpillar
03.2013
- Heavy Construction
- Territory / Account Management responsibilities
- Achieve sales revenue targets, PINS and gross profit margins
- Prepare budget sales targets for my defined area
- Selling new and used heavy equipment
- Managing customer equipment requirements both short and long term
- Forecasting customer requirements for accurate inventory stocking levels on a monthly basis
- Developing relationships to increase sales in my territory
- Planning territory coverage plans
- Developing and implementing marketing strategies to address opportunities for growth
- Managing all aspects of machine sales from quoting to delivery
- Maintaining accurate Customer Relationship Management (CRM) database and produce monthly reports
- Arranging finance options for customers
William Adams Pty Ltd
02.2010
Territory Manager Melbourne Metro, •Territory / Account Management
Caterpillar dealer
02.2010
- Responsibilities
- Budgeting and planning sales for my defined area
- Selling new and used heavy equipment
- Managing accounts equipment requirements short and long term
- Forecasting customer requirements for accurate inventory stocking levels
- Developing relationships to increase sales in my territory
- Planning territory coverage plans
- Managing all aspects of machine sales from quoting to delivery
- Maintaining accurate Customer Relationship Management (CRM) database and produce monthly reports
- Arranging finance for customers
Williams Adams Pty Ltd
05.2007
Education
Certified Caterpillar Sales Manager – Caterpillar and -
Rutgers University
Bachelor of Management Degree - undefined
University of Ballarat
Bachelor of Management Degree - Marketing
University of Ballarat
2004
Skills
- Experienced Strategic / Corporate Accounts Manager
- Proven ability to manage key accounts across large regions
- Proven ability to grow and exceed assigned budgets
- Proven ability to develop and maintain customer relationships
- Ability to handle tasks simultaneously
- Proven time management skills
- Strong mechanical understanding
- Proven ability to prepare and deliver presentations
- Experienced and well-regarded leader
- Training and development experience across large teams
- Financial and budget preparation experience
- Change management planning and execution experience
- Advertising / Marketing development and co-ordination
- Sound computer skills across Microsoft suite of programs
Accomplishments
- Obtained Bachelor of Management Degree at University of Ballarat majoring in Marketing (2004)
- Certified Caterpillar Sales Manager – Caterpillar and Rutgers University (2015)
Additional Information
- Licences: Current full Victorian drivers licence & Heavy Rigid (HR) Licence
Timeline
Regional Strategic Accounts Sales Manager
03.2022
Ritchie Bros Auctioneers Pty Ltd
01.2018
Head of Civil and Mining
12.2017
Graysonline Pty Ltd
02.2016
Sales Manager Construction
Caterpillar
02.2016
William Adams Pty Ltd
05.2014
Major Account Manager
Orionstone Pty Ltd
05.2014
Tracfin Pty Ltd
03.2013
Major Accounts Manager
Caterpillar
03.2013
William Adams Pty Ltd
02.2010
Territory Manager Melbourne Metro, •Territory / Account Management
Caterpillar dealer
02.2010
Williams Adams Pty Ltd
05.2007
Certified Caterpillar Sales Manager – Caterpillar and -
Rutgers University
Bachelor of Management Degree - undefined
University of Ballarat
Bachelor of Management Degree - Marketing
University of Ballarat
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