Open To Work
Graeme Lukeman
SYDNEY,NSW
Summary
Versatile manager with background in coordinating diverse teams and managing complex projects. Skilled in strategic planning, operational improvement, and fostering collaborative environments. Demonstrated ability to enhance efficiency and productivity while maintaining high standards of quality. Successfully implemented innovative solutions that resulted in positive organizational changes.
Overview
20
20
years of professional experience
Work History
Regional Manager AUS | NZ
Bambi Enterprises
Sydney, New South Wales
06.2023 - Current
- Turned around close to loss making operation about to exit the market
- Grew sales 35% across F25/F26 YTD. GP up 10% in F26 YTD with a good portion coming from improved operational efficiencies
- Total restructure of the NZ market including: sales strategy, sales RTM, operational structures and efficiencies including demand planning/forecasting, freight and warehousing
- Developed 12-month sales and promotional programs to enhance market share and minimize out-of-stock occurrences.
- Built in autoreplenishment system to ensure all stock sku’s are in stock on and on shelves at all times
- Restructured NZ sales resource to better and more efficiently service the market
- Rebuilt and took ownership of the demand planning for all stock being ordered and receipted from China and AUS into NZ to alleviate OOS issues
- Tendered out our freight operational. Managed to negotiate savings of 7-10% per annum with new freight company now in place almost 12 months.
- Tendered out warehousing operations managing to negotiate significant cost saving benefits with our current provider particularly across pick and pack and pallet rate fees.
- Restructured AUS sales team to enhance impact and improve management efficiency across the national market.
- Grew sales by 30% in the past 2 years by building a solid 12 month promotional program, strong relationships, and reliable delivery of supply.
- As of the start of F26 Bambi is now their No1 bedding supplier through substantial increase in market share, new product distribution and strong relationships across their management network.
- Secured a new national group of 65 stores, launching an initial core range of 15 products with an initial order exceeding $120k.
- Attendance and Influence on overall company decisions at monthly board meetings
- Restructured and led three weekly sales team meetings to equip sales teams with essential tools and information.
- Management of the sales team across AUS and NZ
- Full P&L Responsibility NZ Market
- Management of national groups including: Harvey Norman, David Jones, Snooze, Domayne, Bedshed, Beds R Us.
- Presenting and speaking on behalf of the company at customer National Group conferences, board meetings and committee meetings
- Mentoring and coaching of the sales team including time in trade, weekly 1 on 1's, and quarterly performance reviews
- Development and implementation of effective and efficient call planning, CRM, and trade marketing investment
- Monthly board reporting as well as weekly sales management meetings
- Develop and maintain strategic relationships with key internal and external stakeholders
- Quarterly business reviews and promotional planning with national groups
- New business development with national groups
- Development and implementation of new commercial channel servicing hotels and accommodation globally
- R+D for new product lines from concept to implementation inline with customer needs and gaps in the market
- Strong focus to ensure ROI is realised across all areas of the sales function
Chief Operating Officer
Ownly Group
10.2019 - 06.2023
- Built company strategy for pre launch, launch and post launch phases
- Design and implement business strategies, plans and procedures
- Set comprehensive goals for performance and growth
- Onboarded internal and contract resources aligned with company strategy to enhance operational effectiveness.
- Managed overall profit and loss for the company, ensuring financial health.
- Oversee daily operations of the company and the work of executives (IT, Marketing, Sales, Finance, HR, Operations)
- Lead employees to encourage maximum performance and dedication
- Evaluate performance by analyzing and interpreting data and metrics
- Directed initiatives that resulted in exceeding company sales, profitability, and cash flow targets.
- Participate in expansion activities (investments, acquisitions, corporate alliances etc.)
- Secured partnerships with key industry bodies
- Managed relationships with partners, vendors, and investors to strengthen collaboration and support business objectives.
- Implementation and negotiation of legal and contract frameworks including: IP, Shareholder, Capital Raising, Employment contracts, partnership agreements.
- Established policies that promote company culture and vision
- Present as the public face and speak on behalf of the company
- Advise CEO on company matters including: Structure, direction, expansion, exposure and risk analysis.
- Management of projects including R&D
General Manager
Plumm
01.2017 - 07.2019
- Hired with mandate to drive substantial change program to turn around loss-making operation
- Oversaw global profit and loss management to ensure financial stability
- Led restructure for staff resource and route to market model, including: Staff Resource re alignment
- Optimized operations to enhance retail and consumer purchase engagement
- Rolling out new company distributor model to more efficiently service all domestic and global market channels
- Introduced Domestic Market manager to liaise day to day with the implemented distributor network and national/multi-national accounts
- Mentored and coached 80+ sales reps, SMs, NSMs, and GMs nationally, achieving budget targets and developing upskilling strategies through CRM implementation, planning and forecasting initiatives, and in-field support
- Designed and Implemented 3-year organisational strategy, with impact across: People and workforce culture, Operations (process and procedural efficacy), Strategic direction and vision
- Coordinated operations of three domestic distributors to optimize supply chain
- Supervised two export market managers responsible for eight key Asian markets
- Converted new business clientele such as Tier 1 clients including: David Jones, Myer, Coles, Woolworths, Qantas, Costco, Flemington Racecourse, Melbourne Racing Club, and National On Premise Groups
- Led business out from $1m loss, to break even in Yr2 and achieve significant profit in Yr3
- Transformed performance to achieve sustainable profit growth, by: Building export presence in Asia region, rapidly growing into $1m revenue stream
- Building platform for launch to US market
- Establishing foundation to continue expanding to EU market
- Embedding new processes to drive growth in domestic market via retail channels
- Reduced $2.9m on-hand inventory to $1.3m, eliminating c. $600k in annual warehouse expenses
- Initiated consolidation initiative for slow-moving stock, achieving $400k of deleted lines
- Automated forecasting and demand planning process, improving inventory controls demonstrably
- Re-negotiated warehousing rates, achieving 18% cost reduction
- Lead several collaborative R&D projects end to end
- Sourced alternative (cost-effective) manufacturing options in Asia mitigating risk of over-reliance on single supplier
- Brought EU and China manufacturing management in-house, including: Signing OEMs directly with manufacturing businesses
- Delivering cost-saving of 25% on COG’s
- Re engineered the marketing function to improve ROI and capitalize on social media, event, and distribution exposure, as well as developing launch strategies for new ranges.
- Holding full accountability for financial and commercial outcomes (full P&L management)
- Prepared and presented monthly reports to the board on business performance
- Transforming and growing brand thought and managing Marketing budget and initiatives
- Providing visible and accountable leadership to team
- Developed initiatives aimed at boosting domestic and international sales performance
- Managing contract negotiations with key internal and external partners
- Directed cohesive strategies for marketing, sales, and resource management
National Account Manager
Treasury Wine Estates
Melbourne
03.2014 - 12.2016
- Negotiated several multi million dollar customer contracts and Sponsorships
- Secured significant new business contracts and renegotiated current Tenders and contracts in play
- Managed contracts of 15 influential Key Accounts nationally (with c. 300 sub-accounts).
- Influenced 50+ sales reps to assist in achieving national group objectives including regular in field support
- Delivered on budget targets consistently
- Conceptualised and developed innovative solutions for Stadia nationally to drive sales, align with liquor licensing requirements, and capitalize on market trends
- Integrated innovative solutions for Melbourne Cup Carnival (Flemington Racecourse) to: Maximise on market trends, Drive speed of service, Deliver on liquor licencing requirements
- Project managed highly successful $1.5m Melbourne Cup Carnival operation
- Directed cross-functional team projects, comprising marketing, finance, supply chain and operations
- Led multiple R&D projects to deliver on unique customer needs and market gaps
- Developed forward-planning strategies and joint business plans from analysis of sales data and market trends for key groups to achieve sustainable growth
- Utilised market data insights to influence colleagues and customers
Key Account Manager
Treasury Wine Estates
Melbourne
01.2010 - 01.2014
- Negotiated new business contracts with top end accounts (Chef Hat Restaurants)
- Negotiated partnership agreements with new clients
- Managed key national and state accounts.
- Coached and mentored interstate BDEs, enhancing their performance
- Ranked 2nd nationally for GSR performance among team of 120, demonstrating strong contributions to overall growth.
Business Development Executive On Premise
Fosters Group
Perth
01.2009 - 01.2010
- Hired with a mandate to penetrate new business within the premium clientele category
- Managed territory to achieve budget targets and expand market presence
- Negotiated promotional activities for hybrid accounts, enhancing on-premise visibility and retail compliance
- Managed negotiations of major contracts, securing TWE representation
- Led training programs for team, improving new business conversion and product knowledge
Liquor Manager
Re Store
Leederville, Australia
01.2008 - 01.2009
- Managed the liquor section of one of the largest independent stores in WA
- Conducted daily tastings with wholesalers and producers to select new wines, spirits, and beers that filled gaps in inventory and aligned with clientele taste profiles and demographics
- Facilitated personalized recommendations to customers, curating ongoing mixed cases for regular clientele to enhance customer loyalty
- Managed POS operations, reviewed weekly sales data, and handled payroll to ensure accurate financial tracking and reporting
- Managed inventory control processes to maintain optimal stock levels.
Managing Director
GreenScape Property Maintenance
Sydney
01.2006 - 01.2008
- Established start-up business generating $500k in revenue within 2 years
- Expanded client base from 0 to 205 accounts
- Led team of 4 full-time employees
- Oversaw financial, marketing, and operational functions
Education
Bachelor Business -
University of New South Wales
Kensington, NSWSkills
- Total quality management
- Product analysis
- Staff-retention programs
- Operations Start-up
- New business development
- Problem resolution
- Strategic planning
- Budget administration
- Supply chain management
- Performance analysis
- Data review
- Troubleshooting expertise
- Multi-unit operation management
- Verbal and written communication
- Skilled negotiator
- Product development
- Staff training and development
- Team training and development
- Efficient multi-tasker
- Vendor relationships
- Leader
- Cross-functional team management
- Revenue and market expansion
- Financial acumen
- Multimillion-dollar P&L management
- Budget analysis
- Team player
- Performance improvements
- Networking
- Profit generation
- Risk management
- Staff training/development
- Account management
- Global sales and marketing
- Budget forecasts
- Process improvements
- Recruitment
- Sales expertise
- Employee scheduling
- Relationship building
- Sales strategy
- Profit and loss management
- Demand planning
- Contract negotiation
- Market analysis
- Customer relationship management
- Performance evaluation
- Business development
- Team leadership
- Data-driven decision making
- Effective communication
- Strategic thinking
- Change management
- Problem solving
- Mentoring and coaching
References
Available on request.
Professional Development
- Sales Training: SPIN, CHEERS.
- CRM: Salesforce
- Victoria Chamber of Commerce: International Business Strategies (China)
- Negotiating Effectively
- Advanced Presentation Skills
- Advanced Excel Skills
- WSET Intermediate Certificate (Wine and Spirit Education Trust)
Work Preference
Job Search Status
Open to workWork Type
Full TimeLocation Preference
HybridRemoteSalary Range
$150000/yr - $200000/yrTimeline
Regional Manager AUS | NZ
Bambi Enterprises
06.2023 - Current
Chief Operating Officer
Ownly Group
10.2019 - 06.2023
General Manager
Plumm
01.2017 - 07.2019
National Account Manager
Treasury Wine Estates
03.2014 - 12.2016
Key Account Manager
Treasury Wine Estates
01.2010 - 01.2014
Business Development Executive On Premise
Fosters Group
01.2009 - 01.2010
Liquor Manager
Re Store
01.2008 - 01.2009
Managing Director
GreenScape Property Maintenance
01.2006 - 01.2008
Bachelor Business -
University of New South Wales