Karen Papas

A leading Australian intermodal logistics provider offering end-to-end freight services across the Bass Strait. With purpose-built vessels and integrated road transport, it connects Tasmania to mainland Australia and global markets. Following its merger with Team Global Express Tasmania, Strait Link delivers scalable, customer-focused shipping and logistics solutions tailored to the unique demands of the region.

• Led national sales strategy and execution across Bass Strait intermodal freight services, delivering sustained revenue growth and margin improvement.
• Played a pivotal role in post-merger integration with Team Global Express Tasmania, aligning sales operations with expanded infrastructure and future growth objectives.
• Directed national sales budget and commercial strategy across revenue, margin, and cost of sales
• Led capability development and succession planning for high-performing sales team
• Strengthened enterprise customer partnerships through strategic engagement and retention frameworks
• Partnered with executive leadership to align sales execution with broader business transformation
• Key Achievements:
• Delivered 11% YR1 and 8% YR2 portfolio revenue growth through strategic retention and acquisition
• Activated customer gap analysis to unlock new revenue streams and margin improvement
• Led quarterly sales and marketing planning aligned with corporate objectives and board priorities
• Established scalable customer engagement framework to drive satisfaction and loyalty

One of Australia’s most recognisable brands, providing nationwide postal, parcel, and logistics services. It operates one of the country’s largest retail networks and supports over 12.7 million delivery points. Australia Post plays a critical role in eCommerce, B2B, and government sectors, with a strong focus on innovation, sustainability, and community engagement.

• Managed a diverse portfolio of enterprise customers across eCommerce, B2B, and mail house sectors. Led strategic account planning, commercial negotiations, and cross-functional engagement to drive growth and operational performance.
• Negotiated service agreements including pricing, SLAs, KPIs, and financials
• Conducted quarterly business reviews and strategic planning sessions with clients
• Collaborated with product specialists and BD teams to identify and activate opportunities
• Key Achievements:
• Achieved 7% YoY growth, exceeding sales targets and increasing share of wallet
• Developed operating rhythms and feedback loops to identify risks and unlock value
• Strengthened customer engagement through structured cadence and performance reviews

Specialising in pest control, hygiene, and indoor plant solutions. Operating in over 80 countries, it delivers essential services to commercial, industrial, and public sector clients. In Australia, Rentokil Initial supports businesses with integrated service offerings that enhance workplace health, safety, and presentation.

• Led and developed a team of Account Managers across pest control, hygiene, and indoor plant services. Focused on strategic account growth, cross-divisional collaboration, and team capability uplift.
• Reviewed portfolio profitability and developed tailored growth strategies
• Delivered structured training, on-road coaching, and performance development plans
• Key Achievements:
• Rolled out cross-divisional learning and product integration across verticals
• Created and executed business plans to drive growth and mitigate risk

Textile rental, laundering, and hygiene services across Australia and New Zealand. Serving industries such as hospitality, healthcare, manufacturing, and education, Alsco offers uniforms, linen, mats, first aid kits, and washroom solutions. Its service model helps businesses maintain compliance, cleanliness, and operational efficiency.

• Led regional sales teams across VIC and WA, driving new business acquisition and portfolio expansion. Developed and implemented the annual sales plan and performance framework.
• Achieved 103% of sales budget for 2014
• Increased pipeline depth by 35%
• Boosted revenue from 75% to 103% through activity-based strategies

• Held senior sales and business development roles across telecommunications (Optus, Vodafone), media (Sensis, PMP), and entrepreneurial ventures. Built and led high-performing teams, drove strategic account growth, and developed deep expertise in solution selling, stakeholder engagement, and operational agility.
• Led cross-sector sales teams across B2B, retail, and service environments
• Delivered strategic growth through consultative selling and market expansion
• Founded and scaled a successful service-based business, demonstrating hands-on leadership and resilience