George Pilovski
Footscray,AUSTRALIA
Summary
Dynamic, results driven and performance oriented senior business leader with over 20 years of experience in senior commercial roles in FMCG, retail, banking and financial services, utilities, civil construction, logistics and government. Forward thinker, offering commercial expertise and experience in the areas of market insights, strategic planning, revenue management, product and customer performance, and pricing initiatives. Successful business partnering skills focused on making an immediate impact through effective collaborations, infrastructures, and application of knowledge. Brings strong corporate finance and commercial expertise gained from various industry segments and used to make an immediate improvement to profit. Expert motivator with a record of leading and inspiring high-performance teams of up to 35 professionals. Uses outstanding communication and interpersonal skills as well as superior business acumen to align corporate objectives through effective collaboration and engagement across all levels of an organisation.
Overview
27
27
years of professional experience
Work History
Head of Commercial
Silk Contract Logistics
09.2020 - Current
- Drive improved profitability through pricing, alignment with operational capacities/ capabilities and contract design
- Head of Commercial is a role that plays a lead role across several functional areas
- Finance, Operations, Customer Experience, Commercial, Sales and support services
- Commercial arrangements
- Including Sales process, policy, sales strategy, and governance
- Head of Customer Service, Customer Experience strategy
- Capital evaluations and planning
- Mergers & Acquisition support
- Business Analytics & commercial insight
- Contract review and tender responsibility
- Responsibility of Profitability and Pricing model development, maintenance, administration, and governance
- S&OP (Sales & Operational Planning) process owner.
Head of Commercial
Border Express
03.2018 - 09.2020
- Drive improved profitability through pricing, alignment with operational capacities/ capabilities and contract design
- Head of Commercial is a role that plays a lead role across several functional areas
- Finance, Operations, Customer Experience and Commercial
- Commercial arrangements
- Including Sales process, policy, strategy and governance
- Head of Customer Service, Customer Experience strategy
- Responsibility of Profitability and Pricing model governance
- Identify changes to models & work collaboratively with the Head of Business Analytics to effect changes, as required, to the Profitability & Pricing models ensuring alignment
- Provide support to sales & account management teams with required analytics
- Monthly portfolio review/ reporting (EBITDA growth, segmentation dist., trigger events)
- Provide input into monthly/ quarterly review of segmented customer banding (Old, Silver, Bronze, Red)
- Management of sales strategy / sales analytics (identify opportunities to chase, utilisation/capacity to address)
- Contract review and tender responsibility
- Collaborate with functional areas to identify operational costs that we are not currently recovering from customers & design/ calculate appropriate Additional Surcharges
- Maintain complete & accurate customer records
- Collaborate with Head of Account Management to deliver on annual Cost Recovery objectives
- Provide freight profile/cost analysis for quarterly customer engagement reviews
- Connect with Sales team to align revenue streams to operational capacity (eg; utilisation improvement)
- Contribute to the development of clear sales strategic objectives that demonstrate a firm focus on business expectations; identify opportunities for growth that address the short and long-term direction of the company.
Head of Commercial
Startrack
02.2014 - 08.2018
- Provide executive leadership of AUD 3.6b and has 12 direct reports
- Provide commercial and market insights to the Heads of Product, Operations, Sales and Marketing
- Oversee the business intelligence and diagnostic reporting function
- Develop strategy to optimise revenue, including contract performance
- Design new work practices and systems, pricing and yield initiatives
- Develop, reviews and maintains contract and tender management process
- Manages commercial related activities including pricing, contracts, tenders, revenue and profit management
- Report on customer and product performance and profitability
- Manages monthly, quarterly and annual planning, budgeting and forecasting.
Head of Finance - Sales / Marketing & Customer Performance
Startrack
04.2012 - 02.2014
- Provided financial management, insights, contract review, analysis, and reporting for the Enterprise Sales and Marketing function: AUD 4.8b revenue, 90,000 customers, and 504 sales staff
- Managed 7 direct reports
- Aligned sales KPIs with required business outcomes
- Provided financial support services including systems integrity
- Evaluated price, volume and mix variances, effects on yield and the relationship with customer profitability via continual contract performance review
- Developed relationships with sales leaders, providing relevant advice and insight at management meetings
- Effectively managed campaigns, specifying and implementing new processes on organisational strategy
- Compiled sales segment budgets, monitored progress throughout the year
- Developed and maintained customer profitability reporting
- Delivered monthly analysis and reporting including detailed commentary of sales performance
- Assisted with salesforce transformation.
Senior Finance Manager / Retail operations
Australian Postal Corporation
03.2011 - 04.2012
- Partnered with management to provide sound financial and commercial business advice to enhance retail network and support services' decision making
- Oversaw the financial management of a retail network with over 4,000 outlets
- Provided financial and commercial analysis that facilitated improvement on profit and return on invested capital
- Assessed supply chain optimisation opportunities, network and segment performance improving and planning
- Evaluated Price, Volume and Mix and effects on yield and profitability by retail product
- Created and maintained network segmentation performance requirements, transfer pricing and models
- Derived critical performance levers and predicted future profit impacts of customer demand and network changes
- Influenced development of financial and business systems to support performance requirements
- Established, agreed and communicated financial planning assumptions and scenarios including target setting and opportunity identification
- Provided financial support for commercial partnerships, network planning, supply chain options and performance.
Senior Finance Manager, Product and Performance
National Australia Bank
11.2008 - 03.2011
Commercial Manager, Operations and Supply Chain
Asaleo Care (Formerly SCA P/L)
11.2006 - 11.2008
Senior Business Partner, Product Pricing and Performance
Cadbury-Schweppes
11.2002 - 11.2006
Group Financial Controller
St Vincent's Health
04.2000 - 11.2002
Senior Finance Manager
Energex
04.1999 - 04.2000
Finance Manager
Boral Ltd | Boral Energy
01.1997 - 04.1999
Education
SIX SIGMA (GREEN BELT) -
01.2010
CPA -
01.2001
BACHLOR OF BUSINESS (Accounting and Business Law) -
01.1997
Skills
- Visionary Leadership
- Budget Development
- Strategic Planning Direction
- Pricing & Yield Management
- Sales strategy and process
- High-stake Negotiator
- Profit Margin Increases
- Capital Management
- New Business Development
- Contract Management
- Revenue Management
- Relationship Building
- Operations Management
- Key Partnership Development
- Customer Service/Experience
- MS Office
- Finance One
- Oracle
- SA
- PeopleSoft
Timeline
Head of Commercial
Silk Contract Logistics
09.2020 - Current
Head of Commercial
Border Express
03.2018 - 09.2020
Head of Commercial
Startrack
02.2014 - 08.2018
Head of Finance - Sales / Marketing & Customer Performance
Startrack
04.2012 - 02.2014
Senior Finance Manager / Retail operations
Australian Postal Corporation
03.2011 - 04.2012
Senior Finance Manager, Product and Performance
National Australia Bank
11.2008 - 03.2011
Commercial Manager, Operations and Supply Chain
Asaleo Care (Formerly SCA P/L)
11.2006 - 11.2008
Senior Business Partner, Product Pricing and Performance
Cadbury-Schweppes
11.2002 - 11.2006
Group Financial Controller
St Vincent's Health
04.2000 - 11.2002
Senior Finance Manager
Energex
04.1999 - 04.2000
Finance Manager
Boral Ltd | Boral Energy
01.1997 - 04.1999
SIX SIGMA (GREEN BELT) -
CPA -
BACHLOR OF BUSINESS (Accounting and Business Law) -
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