Jennifer Gow
Brisbane,QLD
Summary
Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
14
14
years of professional experience
Work History
COMMERICAL KEY ACCOUNT MANAGER, QLD
Nespresso Professional
11.2019 - Current
- Company Overview: Nespresso Professional (Nestle') provides customized coffee solutions tailored to various environments such as hotels, restaurants, and bars
- Adapt easily to new skills and applied them to daily tasks, improving efficiency and productivity
- Conduct day-day-day duties accurately and efficiently
- Demonstrate respect, friendliness, and willingness to help wherever needed
- Prospected new business leads through in-person presentations and cold calling
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities
- Boosted customer satisfaction by providing teams with training and skills to optimise service delivery in alignment with individual needs
- Maintained responsibility of acquiring and generating purchasing and 3 Year volume-based sales, contracts, negotiations and reporting for accounts resulting in new upfront NNS of up to $100,000 to $350,000 (newly signed contracts)
- Excelled and achieved more than 120% sales targets or have generated $2M NNS annually, PDP KPIs by cultivating and securing new customer relationships
- Achieved highest rating 3 in MY annual PDP review FY22
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning
- Managed high-profile territories, generating an added new business, and increasing existing account sales across a portfolio of 100 x hotel partners to grow share of HORECA business
- Demonstrate Nespresso Professional E2E bespoke products and solutions to show potential customers, value proposition, and efficiencies to encourage purchases
- Engaged in group product training, machine demonstrations, consumer awareness, branding and acquisition initiatives to raise awareness and revenues
- FY22 sold $505,000/FY23 $560,000 worth of Nespresso Professional B2B commerical and B2C in room machines exceeding annual sales NNS targets
- Resolved problems with high-profile customers to support relationships and increase return customer base
- Use Microsoft Teams, DocuSign, Power BI, SAP CRM, PowerPoint, and Microsoft Excel to create sales forecasts to target monthly, daily, and yearly goals
- Nespresso Professional (Nestle') provides customized coffee solutions tailored to various environments such as hotels, restaurants, and bars
- My 5 Key Clifton Strengths in 2023 - 1
- Strategic, 2
- Positivity, 3
- Ideation, 4
- Achiever, 5
- Woo
APAC SALES REPRESENTATIVE - B2B Enterprise I Large Market
Travelport Locomote
03.2015 - 12.2018
- Company Overview: Travelport Locomote is a corporate travel platform that empowers travel managers to drive change and achieve efficiencies in travel management
- Responsible for all aspects of a complex and solution-based sales process, conducted live demonstrations of the Locomote cloud-based solution including module powered workflows, travel bookings, live messaging, traveller safety, risk, real-time insights, analytics, and mobile strategy
- Introduced and integrated with 3rd party partners like Finance and ERP systems, SSO solutions and exclusive partner Expense Management Solution (EMS) Expensify
- Successfully secured new contracts and key account managed new customers across multiple markets and verticals
- Developed a trusted advisor relationship with key stakeholders and executive sponsors to drive product adoption and ensure they are using the solution to achieve full business value
- Strong leadership acumen, coaching and leading new team members to increased success and greater responsibilities
- Sourcing and signing up referring partners, non-preferred agents, and agencies into preferred APAC agreements
- Conducted in-depth platform training sessions and educated our customers and agencies on the technology roadmap features, releases, latest innovations, product enhancements
- Organised and hosted travel technical Lunch and Learn events with C-level executives including HR, CIO's, CFO's, Procurement, Travel Bookers, and Category Managers to educate the market and generate new revenue
- Collected technology feedback for product team and engineers to drive continuous improvement across all areas of the platform
- Built deepened strategic relationships with air, hotel, car, and corporate payment suppliers
- Partnered with Travelport internal key stakeholders to take part and respond to GDS and direct technology RFI's, RFP's and RFQ's
- Generated all sales and subscription agreements via DocuSign platform
- Travelport Locomote is a corporate travel platform that empowers travel managers to drive change and achieve efficiencies in travel management
REGIONAL SALES EXECUTIVE I CHANNEL DEVELOPMENT MANAGER - SMB, and Mid-Market
SAP Concur
09.2013 - 03.2015
- Company Overview: SAP Concur is the world's leading provider of integrated travel, expense and invoice management services and solutions
- Successful in positioning E2E SaaS solution-based sale to C-level executives and conducted live demonstrations of the platform, mobile strategy for companies (100 + seats) to save time reconciling, reduce costs and seamlessly manage their Travel, Expense, and Invoice expenditure
- Leveraged Salesforce CRM daily to manage all sales-related activities involved in a complex sales process, including prospecting, qualification, price/proposals, and contract negotiations with senior executives
- Launched and promoted the SAP Concur brand throughout distributed territories through hosting trade events, Lunch & Learn events, encouraging referrals and drive face-to-face meetings
- Developed comprehensive strategy for growing sales, improving client communications, and driving brand awareness with 3rd party SAP Concur partners
- Quickly achieved elevated levels of success and was awarded 'Concur Rookie of the Year Award', achieved 100% of individual quota FY13
- Delivered SAP training, user support and knowledge transfer at end of project and followed up to verify successful implementation
- Applied widely accepted SAP best practices to Concur Travel and Expense implementation, supplying rapid onboarding
- Coordinated deployments of new software, feature updates and fixes
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation
- Secured and grew more than 250 accounts in newly assigned QLD region and met territory sales goals
- Generated all sales and subscription agreements via DocuSign platform
- SAP Concur is the world's leading provider of integrated travel, expense and invoice management services and solutions
CORPORATE FINANCE EXECUTIVE I B2B Mid-Market I Large Market
American Express Global Commercial Payments
01.2011 - 01.2013
- Company Overview: American Express supplies innovative payment, travel and expense management solutions for individuals and businesses of all sizes
- Responsible for selling the value of the American Express corporate payment solutions to capture a company's Travel & Expense and B2B expenditure targeting companies ($40M + revenue) demonstrated to C-level executives how to improve working capital and extend cash flow terms, ROI, and value of membership rewards loyalty program to offset company travel spend and other business expenses
- Aligned Strategies with the global commercial card's local and regional sales
- American Express supplies innovative payment, travel and expense management solutions for individuals and businesses of all sizes
Education
High School Diploma -
Kelvin Grove State College
Brisbane, QLD11-1992
Skills
- Data-driven decision-making
- Relationship selling
- Sales tactics
- Customer rapport
- High-impact proposal presentation
- Account development
Languages
English
Native or Bilingual
Timeline
COMMERICAL KEY ACCOUNT MANAGER, QLD
Nespresso Professional
11.2019 - Current
APAC SALES REPRESENTATIVE - B2B Enterprise I Large Market
Travelport Locomote
03.2015 - 12.2018
REGIONAL SALES EXECUTIVE I CHANNEL DEVELOPMENT MANAGER - SMB, and Mid-Market
SAP Concur
09.2013 - 03.2015
CORPORATE FINANCE EXECUTIVE I B2B Mid-Market I Large Market
American Express Global Commercial Payments
01.2011 - 01.2013
High School Diploma -
Kelvin Grove State College
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