John Elias
Sydney,NSW
Summary
Accomplished National Account/Sales Manager with a 20-year track record of surpassing sales targets and leading high-performing sales teams. Recognized for excellence with prestigious awards, including Supplier of the Year and Operations Excellence Supplier of the Year, as well as accolades for sales achievements. Utilizing comprehensive understanding of business dynamics and customer priorities, successfully develop and execute joint business plans that consistently exceed sales objectives. Additionally, proficiently renegotiate multiple trading terms agreements, resulting in improved customer profit and loss statements and regular promotional activities.
Overview
22
22
years of professional experience
1
1
Certification
Work History
NATIONAL ACCOUNT MANAGER
Jasco Pty Ltd
12.2021 - Current
- Responsible for Eckersleys Australia's largest Art & Craft retailer, and Winc Australia's largest B2B and Education provider.
- Main responsibilities include submitting new products, managing trading terms, and executing promotional campaigns.
- Managing Eckersleys refurbishments relating to Jasco products
- Reached out to customers frequently to check on satisfaction, inquire about needs and propose new offerings.
- Built strong relationships with key decision-makers at executive level within national accounts organizations.
Account Manager NSW & TAS
Faber-Castell
06.2019 - 12.2021
- Responsible for state-based sales across various channels, achieving significant sales growth and implementing joint business plans.
- Increased client satisfaction by building strong relationships and addressing their needs promptly.
- Managed a diverse portfolio of accounts, ensuring timely communication and effective problem resolution.
- Negotiated contract terms with clients, securing favourable agreements for both parties.
- Implemented strategies to increase revenue from existing accounts through upselling and cross-selling initiatives.
- Developed customized account plans for clients to help them achieve their business goals.
- Developed targeted presentations for key accounts, effectively communicating value proposition and securing commitments.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Achieved or exceeded company-defined sales quotas.
National Sales Manager
Hamelin Brands Pty Ltd
09.2018 - 03.2019
- Managed a team of state managers, set budgets, and increased product ranging with key accounts.
- Reengaged with strategic customers following business voluntary administration period, ensuring groundwork was set to return to sales growth
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
- Achieved consistent year-over-year growth in both revenue generation and territory expansion through strategic planning and execution.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
Channel Manager
Hamelin Brands Pty Ltd
03.2018 - 08.2018
- Responsible for commercial channel sales, rebuilding trust with major buying groups post-administration.
- Developed solid working knowledge of products to understand benefits to potential customers.
- Coordinated sales activities with partners and resellers to identify and close new business.
- Negotiated contracts with potential partners to secure favorable terms for both parties while maintaining a strong working relationship.
- Played a pivotal role in launching new products or services through coordinated efforts involving marketing teams, technical support staff, and relevant stakeholders within each channel.
- Managed key accounts to ensure customer satisfaction, retention, and ongoing business development opportunities.
NSW State Manager
Hallmark Cards Australia
03.2017 - 09.2017
- Managed a state budget and a direct team, ensuring compliance and re-signing major accounts.
- Managed a team of sales representatives, providing guidance and support for their professional growth.
- Supported the successful launch of new products by coordinating marketing campaigns and promotional events across the region.
- Conducted regular performance reviews, identifying strengths and areas for improvement in staff performance.
- Negotiated contracts and commercial agreements with favorable terms.
- Managed and guided staff through daily and special project work.
- Defined clear targets and objectives and communicated to other team members.
National Account & Export Manager
STAEDTLER Pacific
01.2011 - 03.2017
- Managed key accounts and export operations, achieving consistent budget targets through joint business plans.
- Coordinated sales forecasts and inventory management to ensure adequate stock levels for prompt fulfillment of customer orders.
- Prepared various import, export and supplier forms for customs submittal.
- Expanded export market presence by identifying and securing new business opportunities.
- Enhanced customer satisfaction by providing exceptional support and resolving issues promptly.
- Followed SOPs with all customer account actions and data management to keep consistent service levels.
- Managed trading terms, product and promotional submissions.
Pharmacy Channel Sales Manager
3M Australia
08.2009 - 12.2010
- Managed key accounts and sales brokerage, achieving significant growth in product categories.
- Developed customized sales plans for each channel partner, driving increased revenue.
- Managed potential channel conflict by fostering excellent communication and strict adherence to channel rules of engagement.
- Optimized pricing structures across multiple channels based on regional differences in demand patterns.
- Forecasted growth and presented trends based on previous buying behavior.
- Streamlined communication between company and channel partners, ensuring alignment of goals and objectives.
- Conducted regular business reviews with key stakeholders to provide updates on performance metrics and address any concerns or challenges.
- Launched new product offerings into the channel market successfully by collaborating closely with product management teams during planning stages.
Group Key Account Manager
3M Australia
10.2007 - 08.2009
- Managed total sales through various channels, achieving supplier awards and implementing category management strategies.
- Fostered a positive team environment by promoting open communication and collaboration among account management staff.
- Actively participated in industry events and conferences to stay informed on trends and developments impacting group key account management strategies.
- Identified new business opportunities within existing client base, expanding the company''s market share.
- Negotiated favorable contract terms for both the company and clients while maintaining long-term relationships.
- Provided strategic direction for account management team, aligning goals with overall company objectives.
- Collaborated with sales and marketing teams to create targeted campaigns for group accounts, driving revenue growth.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Prepared sales presentations for clients showing success and credibility of products.
National Account Manager
Corporate Express Limited
03.2005 - 10.2007
- Managed national accounts, negotiated trading terms, and consistently exceeded growth targets.
- Implemented new Wholesaler partnership project
- Built strong relationships with key decision-makers at the executive level within national accounts organizations.
- Developed customized proposals that demonstrated a deep understanding of each client''s unique needs and goals.
- Strengthened relationships with key clients by maintaining consistent communication and providing tailored solutions.
National Account Specialist
3M Australia
08.2002 - 03.2005
- Managed dealer network customer base, increasing product ranging and compliance.
- Developed long-term partnerships with clients by consistently exceeding expectations and providing exceptional support.
- Delivered comprehensive presentations to potential clients, showcasing company capabilities and cultivating trust in our services.
- Coordinated with logistics teams to ensure timely delivery of products, enhancing customer experience and fostering loyalty.
Education
Professional Selling Skills -
Australian Institute of Management
Australian Institute Of Management01.1994
Direct Marketing Certificate -
Aust. Direct Marketing Association
Australian Institute Of Direct Marketing01.1993
Industrial Sales representation -
Meadowbank TAFE
North Ryde01.1992
Diploma in Commerce -
Meadowbank TAFE
Meadowbank NSW01.1991
High School Certificate -
S.C.E.C.G.S. Redlands
Cremorne, NSW01.1989
Skills
- Six Sigma
- Contract negotiations
- Business development and planning
- National account development
- Oral and written communication
- Category Management
- Sales leadership
- Team development
- Sales reporting
- MS Office
- Forecasting
- Strategy
- Client Relationship Building
- Business growth and retention
- Pricing strategy
- Account development
Certification
- Six Sigma Green Belt certification
- Six Sigma Champion certification
- Lean Six Sigma certification
- Category Management – Delta Associates
- Fact Based Selling – Delta Associates
Accomplishments / Awards
- Staples Supplier of the Year award 2017 - STAEDTLER
- Staples Operational Excellence award 2017 - STAEDTLER
- ASA runner up Supplier of the year award 2011, 2012, 2013, 2014, 2016 - STAEDTLER
- Corporate Express Supplier of the year award 2009 - (3M)
Hobbies and Interests
- Water-skiing
- Snow skiing
- Rugby Union & League
- Soccer
- 4wding / Camping
- Travel
Timeline
NATIONAL ACCOUNT MANAGER
Jasco Pty Ltd
12.2021 - Current
Account Manager NSW & TAS
Faber-Castell
06.2019 - 12.2021
National Sales Manager
Hamelin Brands Pty Ltd
09.2018 - 03.2019
Channel Manager
Hamelin Brands Pty Ltd
03.2018 - 08.2018
NSW State Manager
Hallmark Cards Australia
03.2017 - 09.2017
National Account & Export Manager
STAEDTLER Pacific
01.2011 - 03.2017
Pharmacy Channel Sales Manager
3M Australia
08.2009 - 12.2010
Group Key Account Manager
3M Australia
10.2007 - 08.2009
National Account Manager
Corporate Express Limited
03.2005 - 10.2007
National Account Specialist
3M Australia
08.2002 - 03.2005
Professional Selling Skills -
Australian Institute of Management
Direct Marketing Certificate -
Aust. Direct Marketing Association
Industrial Sales representation -
Meadowbank TAFE
Diploma in Commerce -
Meadowbank TAFE
High School Certificate -
S.C.E.C.G.S. Redlands
- Six Sigma Green Belt certification
- Six Sigma Champion certification
- Lean Six Sigma certification
- Category Management – Delta Associates
- Fact Based Selling – Delta Associates
Similar Profiles
Geoffrey McElroyGeoffrey McElroy
Solutions Support Coordinator at Jasco ProductsSolutions Support Coordinator at Jasco Products
David E. MilamDavid E. Milam
Regional Field Service Engineer at JASCO INC (North America)Regional Field Service Engineer at JASCO INC (North America)
Tyresha GuestTyresha Guest
Forklift-operator at Jasco Products CompanyForklift-operator at Jasco Products Company