Summary
Overview
Work History
Education
Skills
References
Timeline
Generic

Ivan Wright

Perth,WA

Summary

A dynamic and accomplished Business Development Manager with a focus on delivering and articulating value. Extensive technical, service, sales and financial experience with a strong track record of excellence in delivering results driven outcomes. A strategic and lateral thinker with a proven ability to develop strong business relationships that promote authentic bottom-line growth. Broad business knowledge and capability in the technology industry, having successfully performed in strategy development, change management, retail and distributor and nominee director positions. Key Capabilities include: Finely tuned financial and commercial management skills with an ability to develop and analyse budgets Demonstrated ability to successfully deliver to financial targets and quotas Capacity to embrace, support and contribute to continuous improvement innovation to drive business success Passionate about providing leading edge solutions to great customers, successfully negotiating and landing deals High energy, commercial acumen and proven ability to bring an innovative approach to delivering on client needs. Excellent sales, distribution, merchandising and marketing capabilities to build return on investment

Overview

25
25
years of professional experience

Work History

Sales Executive- Print and promotion marketing

Winc
04.2024 - Current
  • Responsible for managing existing WA customer base, with the strategy of growing customer print and marketing spend.
  • Successfully maintained 100% of the existing customer base
  • Delivered 3.5 % revenue growth for year 2023
  • Delivered above budget margin for 2023
  • Met 93% of 2024 budget and maintained margin
  • Achieved 2023 accountable for today and tomorrow award for the whole of the Winc company.

Workflow Consultant-Business Communications

Pitney Bowes Australia
01.2015 - Current
  • Provided consultancy and sales services on behalf of Pitney Bowes to existing customer base and developed new customer opportunities.
  • Focused on helping customers transition to digital strategies, helping to align technology with their underlying business strategy.
  • Successfully liaised with customers across all verticals at C-Level to promote workflow solutions to enable continuous improvement of back-office processes.
  • Identified and developed business plan for new solution offerings
  • Prepared and managed the bid management process
  • Led commercial negotiations for contracts and tenders
  • Prepared contract agreement for new and existing business
  • Set and reported monthly financial results, trends, challenges and opportunities
  • Met year on year revenue budget
  • Grew customer base by 20% in a market where paper base communication is declining.
  • Successfully cross sold new software solution into major accounts.

Sales Executive

QLM Labels
01.2019 - 04.2024
  • Responsible for managing the existing WA customer base whilst growing new opportunities, along with hunting for new customers.
  • Developed new business opportunities within existing and new customers and deliver budget $1.5 million p.a.
  • Successfully developed a stronger presence within the WA market, especially within Tier One and Tier Two customers.
  • Maintained and grew existing database by 4%
  • Successfully cross-sold a broader range of packaging solution to existing and new customers
  • Achieved 15 new contacts within Tier 1 and 2 Customers
  • Achieved 2021 budget of $1.3 million
  • Achieved year on year growth within portfolio
  • Achieved customer retention of 96%

Metro Business Consultant

Fuji Xerox
01.2015 - 01.2017
  • Managed small to medium businesses across East and West Perth Metro.
  • Drove new business sales across small to medium businesses within allocated territory
  • Upsold existing customers with new software-based solutions
  • Maintained contact and developed existing customer relationships
  • Renewed existing contracts
  • Grew customer base by 5%
  • Maintained all existing customers
  • Developed software awareness
  • Improve Customer retention

National Business Manager

Zipform Pty Ltd
01.2013 - 01.2015
  • Company Overview: Zipform is recognized as the WA market leader in business communication. Zipform are well respected for the need to continually offer new solutions and endless development as we help customers move away from traditional paper base communication to a multi-channel electronic delivery solution.
  • Liaised with major customers and identified new sales opportunities
  • Set and achieved sales budgets
  • Identified and developed business plan for new solution offerings
  • Targeted and developed strategies around potential acquisitions
  • Prepared and managed the bid management process
  • Led commercial negotiations for contracts and tenders
  • Prepared contract agreement for new and existing business
  • Prepared sales strategy and implemented with buy in from all Divisions
  • Developing and implementing business plans around the range of solutions offered within the document lifecycle space, and establishing go-to-market strategies
  • Worked onsite to document and uncover current customer workflow processes around communication, including all customer inbound, outbound and internal communications
  • Developed a model that encompasses end-to-end solutions in the document management space, including defining organisational capabilities and aligning these with channel partners to deliver a fully integrated solution to customers
  • Successfully winning several tenders that delivered revolutionary high-end solutions (software and hardware) through new technologies never before brought to market
  • Upskilled six transaction sale personnel in true solutions sales process, mentoring them in challenging customers around full-service solutions rather than purely product or equipment sales
  • Zipform is recognized as the WA market leader in business communication. Zipform are well respected for the need to continually offer new solutions and endless development as we help customers move away from traditional paper base communication to a multi-channel electronic delivery solution.

Business Director and Owner

Pack & Send Pty Ltd
01.2011 - 01.2013
  • Company Overview: Pack & Send operates a vast network of company- and franchise-owned Service Centre’s in Australia, New Zealand and the United Kingdom, providing full-service freight, courier, shipping, postal and removals solutions.
  • Approached to undertake the role based on expertise, I undertook a full review of business processes and implemented process and workflow improvements around operations and customer interactions.
  • Instituted KPIs to enable measurement of performance and the identification of areas for continuous improvement
  • Streamlined job processing procedures throughout the organisation from job receipt to completion, improving workflows, completion times and customer satisfaction
  • Implemented key changes to reduce labour costs and improve raw material usage, generating significant reduction in processing costs and waste
  • Pack & Send operates a vast network of company- and franchise-owned Service Centre’s in Australia, New Zealand and the United Kingdom, providing full-service freight, courier, shipping, postal and removals solutions.

Director Document Messaging Technology (DMT)

Pitney Bowes Australia/New Zealand
01.2000 - 01.2011
  • As Director DMT I provided strategic direction and management for the DMT Sales and Service Business within Australia and New Zealand.
  • Provided direction and management of the DMT national maintenance organisation consisting of 35 Service Technicians covering onsite and field requirements over a 24/7 coverage model
  • Achieved operational and financial goals and objectives across Australia and New Zealand, including annual sales of $AUD8 million and service contracts valued at $AUD5 million
  • Provided consultancy services to the mail/document industry on service and operational strategies to ultimately improve customers’ bottom-line growth
  • Implemented joint strategies with major customers to improve overall productivity and machine optimisation
  • Directed sales initiatives, targeting and penetrating all major Service Bureaus within Australia and New Zealand, increasing recurring service revenue from $AUD3.9 million to $AUD5 million
  • Developed a high-performance Sales and Service Team that consistently achieved targets, and created a culture where both divisions worked together to meet customer expectations
  • Delivered the organisation from the number 3 player in the market-to-market leader, winning all available major contracts within Australia and New Zealand
  • Awarded number 1 rating for Sales within APAC, and achieved the Pitney Bowes (Worldwide) criteria for inclusion in the annual International Sales Leadership Conference from 2003 to 2009
  • Secured a multi-million contract for state-of-the-art software and hardware technology in the APAC region
  • Increased average machine reliability rate from 88% uptime to above industry standard of 96%

Education

Basic Auslan - ongoing

Australian Sign Language
05.2025

Diploma Business Management -

NZIM

Occupational Health and Safety Management -

NZIM

Diploma Production Management -

HB Polytechnic

Project Management -

Auckland University

Business Accounting -

Massey University

Skills

  • Financial management
  • Commercial management
  • Budget analysis
  • Financial targets delivery
  • Continuous improvement
  • Innovation
  • Negotiation
  • Sales
  • Distribution
  • Merchandising
  • Marketing
  • Return on investment

References

  • Greg Paynter, Director, Plymouth Consulting, 0409 339 323
  • Noah Terracall, Asia Pacific Executive Sales, 0424 076 081
  • Lachlan Smith, Owner, Mailing Solutions, 0408 118 906

Timeline

Sales Executive- Print and promotion marketing

Winc
04.2024 - Current

Sales Executive

QLM Labels
01.2019 - 04.2024

Workflow Consultant-Business Communications

Pitney Bowes Australia
01.2015 - Current

Metro Business Consultant

Fuji Xerox
01.2015 - 01.2017

National Business Manager

Zipform Pty Ltd
01.2013 - 01.2015

Business Director and Owner

Pack & Send Pty Ltd
01.2011 - 01.2013

Director Document Messaging Technology (DMT)

Pitney Bowes Australia/New Zealand
01.2000 - 01.2011

Basic Auslan - ongoing

Australian Sign Language

Diploma Business Management -

NZIM

Occupational Health and Safety Management -

NZIM

Diploma Production Management -

HB Polytechnic

Project Management -

Auckland University

Business Accounting -

Massey University

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Ivan Wright