Gregor Brownlee
Melbourne,VIC
Summary
Throughout my 17 years at Coca-Cola, I absorbed and applied best practices in strategic sales initiative that drove revenue growth and enhanced market share. As a results-driven Sales Manager with over 30 years of experience, I have honed my skills in developing and implementing strategic sales initiatives to achieve tangible results. My experience and expertise has provided me with a deep understanding of the fast-moving consumer goods (FMCG) industry, including market dynamics, consumer trends, and competitive landscapes. My knowhow in this field allows me to effectively navigate challenges and capitalize on opportunities for business growth.
Overview
27
27
years of professional experience
Work History
National Business Manager - Convenience | Petrol
Coca-Cola EuroPacific Partners
11.2019 - Current
- Represented CCEP at a national level in the Convenience and Petroleum channel, driving brand visibility and market penetration.
- Achieved consistent growth in revenue, profit, and volume, exceeding budgeted account targets through strategic initiatives.
- Crafted and executed innovative promotional strategies to enhance brand awareness and drive sales.
- Utilized advanced forecasting techniques to anticipate market trends and optimize inventory management.
- Analyzed ex-factory/scan sales data to identify insights and opportunities, informing decision-making processes.
- Prepared comprehensive category reviews, business plans, and account plans to guide strategic direction and maximize profitability.
- Conducted in-depth analysis of market range, space utilization, and field force activity by state, providing actionable insights for effective account management and marketing strategies.
National Business Manager - Wesfarmers
Coca-Cola EuroPacific Partners
07.2017 - 11.2019
- Spearheaded CCA's representation at national level for Wesfarmers, ensuring alignment with corporate objectives and fostering strong partnerships.
- Exceeded targets by achieving consistent growth in revenue, profit, and volume across designated accounts.
- Developed and executed innovative promotional strategies to drive brand visibility and sales growth.
- Utilised advanced forecasting techniques to anticipate market trends and optimize inventory management.
- Conducted thorough analysis of ex-factory/scan sales data, generating actionable insights to inform decision-making.
- Prepared comprehensive category reviews, business plans, and account plans to guide strategic direction and maximize profitability.
- Analysed market range, space utilisation, and field force activity by state, providing strategic guidelines for effective account management and marketing initiatives.
National Business Manager - Coles Group
Coca-Cola EuroPacific Partners
07.2010 - 06.2017
- Leveraged data-driven insights when making strategic decisions about market positioning, pricing structures, advertising campaigns.
- Identified profitable business leads and built pipeline of prospective customers.
- Developed and implemented comprehensive sales plan to achieve designated group sales objectives consistent with overall company short- and long-term objectives.
- Complied with policies and quality standards to maintain consistency in quality of services.
National Business Manager - Coles Group
SPC Ardmona
07.2007 - 11.2010
- Spearheaded CCA's representation at a national level for Wesfarmers, ensuring alignment with corporate objectives and fostering strong partnerships.
- Exceeded targets by achieving consistent growth in revenue, profit, and volume across designated accounts.
- Developed and executed innovative promotional strategies to drive brand visibility and sales growth.
- Utilized advanced forecasting techniques to anticipate market trends and optimize inventory management.
- Conducted thorough analysis of ex-factory/scan sales data, generating actionable insights to inform decision-making.
- Prepared comprehensive category reviews, business plans, and account plans to guide strategic direction and maximize profitability.
- Analyzed market range, space utilization, and field force activity by state, providing strategic guidelines for effective account management and marketing initiatives.
National Business Manager - Coles Myer
George Weston Foods
01.2001 - 06.2007
- Represented GWF at a national level for Coles Myer, fostering and expanding business relationships with existing accounts to drive sales and revenue growth.
- Achieved budgeted account growth in revenue, profit, and volume through strategic planning and execution.
- Created and implemented effective promotional strategies to enhance brand visibility and stimulate sales.
- Utilized advanced forecasting techniques to anticipate market trends and optimize inventory management.
- Conducted thorough analysis of ex-factory/scan sales data, preparing detailed reports to inform decision-making.
- Developed comprehensive category reviews, business plans, and account plans to guide strategic direction and maximize profitability.
- Analyzed market range, space utilization, and field force activity by state, providing strategic guidelines for effective account management and marketing initiatives.
National Account Manager
Consolidated Foods
01.1998 - 01.2001
- Represented CFA at Coles, Bi-Lo, Woolworths, Davids, and Franklins, cultivating strong business relationships and expanding market presence.
- Achieved budgeted account growth in revenue, profit, and volume through strategic planning and execution.
- Developed and executed impactful promotional strategies to drive product visibility and sales.
- Utilized forecasting techniques to anticipate market trends and make informed decisions.
- Analyzed ex-factory/scan sales data to identify patterns and trends, preparing comprehensive reports for management review.
- Prepared detailed category reviews, business plans, and account plans to guide strategic direction and optimize performance.
- Conducted analysis of market range, space utilization, and field force activity by state, providing actionable insights for effective account management and marketing initiatives.
Account Manager
Consolidated Foods
10.1996 - 12.1997
- Represented CFA at Davids, Franklins, and Safeway, ensuring effective communication and collaboration with key stakeholders.
- Successfully achieved budgeted account growth in revenue, profit, and volume through strategic planning and execution.
- Created and executed innovative promotional strategies to enhance product visibility and drive sales growth.
- Utilized advanced forecasting techniques to anticipate market trends and optimize inventory management.
- Analyzed ex-factory/scan sales data and prepared detailed reports to identify opportunities for improvement and inform decision-making.
- Prepare comprehensive category reviews, business plans, and account plans to drive strategic direction and maximize profitability.
- Conducted analysis of market range, space utilization, and field force activity by state, providing actionable insights for effective account management and marketing initiatives.
Education
Graduate Diploma - Applied Finance
Securities Institute of Australia
Melbourne, VICGraduate Diploma - Business (Marketing)
Swinburne University of Technology
Melbourne, VICSkills
- Problem Resolution
- Project Planning
- Employee Coaching and Mentoring
- Performance Evaluations
- Strategic Planning
- Brand Management
- Customer Relationship Management
- Performance Tracking and Evaluation
Accomplishments
- Renegotiated Kmart Trading Terms for a three-year period
- Renegotiated Bunnings Trading Terms for a two-year period
- Launch of Powerade Zero 600mL. 24h speed to market. Share of Trade 54% 11 months post launch.
- Conceived and implemented Tour Down Under Store campaign in SA – Powerade growth incentive
- Conceived and implemented State of Origin store campaign in QLD / NSW $461k raised for the Children's hospitals in each state.
- Successful negotiation of Energy and Water Reset strategies for 2013
- Grew Net Sales Revenue +14.5% to $61m
- Grew Net Profit +5.6% to $14m
- Grew Volume +16.2% to 2.9m PC
- Grew Net Sales Revenue +4.5% to $64m
- Grew Net Profit +22.8% to $12.8m
- Grew Volume +1.2% to14.4 tonnes
- Dairy Smallgoods: 22.9% (-2.3%) #1
- Dairy Pate: 26.8% (+0.1%) #1
- Dairy Cheese: 14.1% (+4.0%) #4
- Deli Smallgoods: 17.2% (+1.6%) #2
- Successful relaunch of Lowan Whole Foods into the Cereal, Flour, Additives and Bread Mix categories – 89 skus.
- Retained distribution (180 listings) and improved baseline sales on a fragmented, multi branded cereal based products range.
- Combined account management responsibilities with management of Victorian Sales Team – Monthly sales meetings and field accompaniment.
- Launch of viable boxed oat competitor to market leader – Uncle Toby's – 4 Lowan skus.
Coca-Cola EuroPacific Partners
Coca-Cola Amatil
Volume Value Profit
2017 55.6m UC $452.3m $188.4m
2016 52.3m UC $427.1m $181.5m
2015 50.6m UC $419.8m $158.4m
SPC Ardmona
FY09
George Weston Foods
FY05
FY06
Category Shares
Consolidated Foods
Community
- Lifeblood 1989 - current: Donated 436 Whole Blood / Plasma / Platelet units (Target 1,000).
- St Kilda Primary School - Parents Association 2004 – 2014: Actively participated in fundraising initiatives.
- The Dragons 2008 – 2016: Served as a basketball coach.
- Helping Hoops Charity 2012 – 2020: Served as Director of Fundraising for a basketball charity aimed at underprivileged children.
- Everesting December 14, 2019: Participated in a global cycling endurance event.
Timeline
National Business Manager - Convenience | Petrol
Coca-Cola EuroPacific Partners
11.2019 - Current
National Business Manager - Wesfarmers
Coca-Cola EuroPacific Partners
07.2017 - 11.2019
National Business Manager - Coles Group
Coca-Cola EuroPacific Partners
07.2010 - 06.2017
National Business Manager - Coles Group
SPC Ardmona
07.2007 - 11.2010
National Business Manager - Coles Myer
George Weston Foods
01.2001 - 06.2007
National Account Manager
Consolidated Foods
01.1998 - 01.2001
Account Manager
Consolidated Foods
10.1996 - 12.1997
Graduate Diploma - Applied Finance
Securities Institute of Australia
Graduate Diploma - Business (Marketing)
Swinburne University of Technology
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