Gary Chapman
Sydney ,NSW
Summary
Business unit manager with over 19 years of successful experience in sales leadership and executive management. Recognised consistently for performance excellence and contributions to success in the battery and associated electronics industry. Awarded the PANASONIC automotive and industrial devices distributor of the year 2016, awarded EXIDE Technologies sales award 2018. Grew FY23 revenue by 23% & margin by 39%. Strategic planner, refined leadership style backed by education in business administration and marketing. Technical training from world leading cell and battery system manufacturers SAFT , PANASONIC, Energizer-Eveready and EXIDE Technologies. Experienced sales leader driving results across multicultural sales teams both nationally and internationally within the stored energy market.
Overview
20
20
years of professional experience
Work History
National Sales Manger
PIXII Australia
12.2023 - Current
- Establish sale steam procedures and SOP.
- Establish sales territories and areas of responsibility within the sales team.
- Establish and enhance new and existing business relationships with all DNSPs.
- Begin market analysis, target identification and sales strategy for commercial and industrial market segments.
- prepare and submit tender responses for various community battery projects.
- Prepare sales forecast and report to Europe.
- Prepare and present monthly sales reviews to Europe.
- Conduct customer meetings with key account principles.
- Communicate customer's technical and functional system requirements to the engineering team.
- Monitor, direct, lead and motivate the local sales team.
Director of Sales
EXIDE Australia Pty Ltd
01.2020 - 11.2023
- Responsible for market expansion, budget attainment, technical support and sales operations across Australia, New Zealand and Pacific Islands.
- Drive sales revenue and growth across all major segments by proactively managing and coaching energy solutions sales team ensuring maximum ROI and target attainment.
- Manage key account relationships and strategic partnerships across multiple channels and stakeholders.
- Manage P&L across business division.
- Drive all sales and marketing initiatives within APAC.
- Analyse, compile and present quarterly segment and regional performance reports to executive management.
- Provide market insight and design inputs to European design team in accordance with AS5139 and AS3000.
- Provide insight and guidance to European design team concerning PCS functionality, trends, and future development requirements.
- Grew revenue by 23% and margin by 39% FY23.
- Established pricing strategies to maintain competitive pricing and maximise profits.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
Sales Manager New Zealand
Exide Technologies LTD
07.2018 - 12.2019
- Responsible for sales growth and market expansion across both divisions, network power and motive power for New Zealand and Pacific Island markets.
- Undertook full analysis of motive power market within New Zealand. Established current brand positioning along with pricing model, product offering, distribution/location of customers in relation to proximity of product. Identified various role players in distribution and supply of motive power product offering. Established estimated market size and identified target accounts.
- Formulated updated market strategy based on findings of said market analysis. Set about implementing new market strategy for motive power within New Zealand.
- Compiled research paper on current structure of EXIDE Technologies New Zealand's operation. Discussed research findings with senior management.
- Monitored effectiveness of newly implemented market strategy and its impact on customer buying trends, market conditions and competitor actions and behavior. Adjusted where required.
- Developed strategic relationships with key clients such as AB equipment, Centra, Still and of late Hyster (Sime Darby) to foster growth and profitable business initiatives.
- Won first HYSTER project at EASTPACK value 300K FY19.
- Accomplished sales goal in network power in 2019 and boosted revenue through product knowledge and customer relationship management within motive power market segment.
- Supervised sales team of 3 people, stepping in to support employees and deliver smooth sales processes for customers.
- Developed and implemented comprehensive salesperson training program.
- Oversaw all operations and personnel within New Zealand operation. Assisted in recruitment and selection of new employees.
- formulated and integrated new strategies to expand business operations and grow customer base. Designed promotional product drives with network power distributors and participated in joint trade show and marketing initiatives.
- Owned all aspects of sales planning, development, organising, leading and motivation of sales team for New Zealand territory.
- Monitored sales team performance, analysed sales data and reported information to executive management.
- Assessed employee performance and developed improvement plans.
- Assisted in product development efforts using industry-specific data to increase sales in new market segments. Continued as member of generation 2 lithium development team.
- Improved productivity while reducing staffing and operational costs.
- Brought in new business connections and revenue generation opportunities by improving networking strategies. Active committee member of newly created NZ forklift industry association.
- Executed search for suitable distributor for motive power. Represented senior management in negotiations with executive from AB equipment.
Sales Manager - Network Power
Exide Technologies LTD
03.2017 - 06.2018
- Responsible for sales and market expansion for Network Power business unit.
- Successfully negotiation Transpower contract revenue 1.5 million. Successful contact negotiation Chorus revenue 2.0 million
- Carry out full analysis of New Zealand network power market. Analyze historic sales and product mix. Analyze both historic and current customer base in order to establish understanding of current market position and assist in formulation of suitable growth strategy.
- Carry out full analysis of existing product offering in relation to competing products and services within New Zealand market place. Analysis of pricing model, proximity of product to customer/distribution network. Study and analysis of various people and personnel involved in delivering/support and sales of company products and services.
- Analyse stock holding in relation to findings of said market analysis and begin to align product mix and quantities to meet newly formulated market strategy.
- Completely recreate product and market offering to reflect current customer and market requirements. Relaunch product/service offerings into new and old market segments in fresh, customer focused manner.
- Establish suitable distributor network within New Zealand market space. Identify and negotiate with potential/suitable distributors and formulated suitable distributor framework.
- Provide product training, technical support, promotional and technical material to distributor network.
- Constantly evaluate and analyse distributor performance continually looking for ways to improve customer experience and grow market share.
- Seek new business opportunities within New Zealand and Pacific Islands.
- Stabilise then grow monthly network power revenues and achieve consistent monthly revenue.
- Ensure key accounts are nurtured and maintained through continual development of interpersonal customer relationships.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Ensure all senior management initiatives and policies are carried out and implemented within New Zealand operation and market.
- Forecast, monitor and predict stock levels in order to maintain optimum stock on hand to best service New Zealand customer base and limit opportunity costs that may affect t wider organization.
- Responsible for all technical product support and after sales support activities within New Zealand.
- Assist in and advise on development of suitable lithium based product initiatives for network power market. Collaborate with and represent to European colleagues Australian/New Zealand market conditions. Interpret customer/market requirements in relation to future lithium based products and communicate these points across wider team.
- Compiled and presented paper on lithium market within New Zealand.
- Always ensure company assets including, it's staff, reputation, brand position and goodwill are protected, secured and deployed in responsible and efficient manner.
Managing Director
Just Batteries (PTY) Ltd
10.2010 - 08.2016
- Communicate, impassion and motivate all staff members in relation to vision created for organization.
- Conduct detailed analysis of each business process across organization. Formulate improved methods and processes and present findings and recommendations to board. Identify capital production equipment and processes that would improve efficiencies and reduce costs.
- Execute approved changes, constantly monitor and adjust where required.
- Partnered with vendors and suppliers to effectively manage and budget for over $6 000 000.00 in inventory.
- Negotiated finance terms and facilities with various institutions on behalf of board. Closely monitored cash-flow forecasts and requirements. Took ultimate responsibility for both debtor and creditor accounts.
- Evaluated suppliers by assessing quality, timeliness and compliance of deliveries to maintain tight cost controls and maximize business operational efficiency.
- Exercised appropriate cost control to meet budget restrictions and maximize profitability.
- Overall management of 8 functional departments: Sales, Finance, H.R, Production, Quality, Procurement , I.T, R&D. Managed total staff compliment of 45.
- Ultimate responsibility for workplace health and safety, negotiate with union on behalf of board of directors and ensured adherence to all legal business requirements across organization.
- Spearheaded successful business development initiatives aligned with company's strategy and core competencies. Ultimate responsibility for overall performance of organizations ability to deliver suitable return to it's investors.
- Led and directed team of 5 electronic and mechanical engineers on projects in deadline-driven environment for THALES Defense, DENEL AEROSPACE, AIRBUS Defense and SAAB Military Communications.
- Drove strategic improvements to enhance operational and organizational efficiencies.
- Established and administered annual budget with effective controls to prevent overages, minimize operational expenses whilst ensuring best possible return on investment for board of directors. Present annual and quarterly budgets and performance reviews to board of directors. Explain diversions and present corrective actions.
- Provided leadership to executive team in order to achieve ambitious targets with well-orchestrated plans and strategies.
- Identified and resolved problems through root cause analysis and research.
- Oversaw creation and implementation of ISO9001 quality manual and system. Took ultimate responsibility for quality system implemented.
- Monitored sales forecasts and projected financial planning for organization to achieve revenue goals on daily basis.
- Ultimate responsibility for retention of key accounts within both supply and customer channels. Spear head high level negations with both key suppliers and customers for both supply and manufacturing contracts.
Director of Sales and Marketing
Just Batteries (PTY) Ltd
01.2004 - 09.2010
- New startup, first priority was to formulate suitable marketing and product strategy that would facilitate launch of new manufacturing concern within portable energy and associated electronics market space.
- Identify, recruit and train suitable personnel for various sales positions and functions. Manage sales team comprising of 6 sales representatives and three sales support staff.
- Identify, negotiate and appoint suitable distribution network across sub Sahara Africa. Provide framework for distributor development and support functions to drive growth within distribution segment of business.
- Identify and classify key market segments and target customers. Carry out market research to formulate technical specification and product features to meet targeted market segments.
- Create pricing models and forecast revenue predictions for new product categories and present to senior management and when required board of directors.
- Establish suitable sales incentive program ensuring fairness and achieving buy in from sales team. Monitor individual performance, provide coaching and leadership where required and address shortfalls and implement corrective actions. Create individual sales targets and strategies in collaboration with individual team members.
- Carry out weekly sales team meetings to monitor performance, discuss challenges and note competitor activity. Update successes and setbacks and collaborate and strategise with sales team to overcome losses and setbacks.
- Forecast and manage stock volumes, delivery time frames and specific product mix in order to best serve customers whilst simultaneously remaining realistic and responsible for stock on hand values.
- Formulated, implemented and managed all promotional activities and materials from print media initiatives, trade and industry shows to digital online campaigns and AdWords. Evaluate and adjusted in order to maximize return. Write and publish weekly battery industry articles to drive online traffic.
- Travel to international production facilities to seek best in class market specific technologies. Negotiate distribution and product representation rights within sales territory. Negotiate pricing and volumes along with lead times and quality. Relay all technical design criteria and confirm product ability to meet technical requirements.
- Drive new product design initiatives through collaboration with sales team, customers and research and development department.
- Continually scan environment for changes in market conditions and entry of new product variants. Continually monitor and build on developed barriers to entry and respond swiftly to identified threats.
- Assist sales and marketing team members to continuously improve product knowledge, skill sets and career-building potential by creating culture of continual personal improvement.
- Produced P&L statements to enable research into loss-reduction strategies and margin expansion potential.
- Plan, lead, organized, controlled and motivated both internal sales team members as well as external distribution network.
Education
Short Course - Supply Chain Management
University of Cape Town
Cape Town, South Africa 06.2016
Master of Science - Marketing
University of Salford
Manchester, United Kingdom2015
MBA - General
University of Wales
Cardiff, United Kingdom 03.2013
National Diploma - Business Management
University of Johannesburg
Johannesburg, South Africa 01.2001
Skills
- Sales inventory operations planning (SIOP) and forecasting
- Territory sales management
- Strategic partnerships and channel development
- Sales team leadership
- New Product Development and Launch
- Excellent Emotional Intelligence
- Technical Training by: SAFT , PANASONIC EXIDE
- New business development, market analysis and expansion
Accomplishments
- Awarded Panasonic Industrial Batteries, European Distributor of the year 2016.
- Awarded the Exide-GNB sales award 2018.
- Awarded the "CYTOON" project Thales Defence.
- Grew traction battery market share from 12% to 50% 2018-2020 - New Zealand.
- Successfully established BESS business unit in APAC and secured first purchase order.
- First Li-ION Traction battery sale in APAC 2020.
- Successful product design and launch with CEC certification EXIDE Technologies residential energy storage system APAC 2021.
Timeline
National Sales Manger
PIXII Australia
12.2023 - Current
Director of Sales
EXIDE Australia Pty Ltd
01.2020 - 11.2023
Sales Manager New Zealand
Exide Technologies LTD
07.2018 - 12.2019
Sales Manager - Network Power
Exide Technologies LTD
03.2017 - 06.2018
Managing Director
Just Batteries (PTY) Ltd
10.2010 - 08.2016
Director of Sales and Marketing
Just Batteries (PTY) Ltd
01.2004 - 09.2010
Short Course - Supply Chain Management
University of Cape Town
Master of Science - Marketing
University of Salford
MBA - General
University of Wales
National Diploma - Business Management
University of Johannesburg
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