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KEN FULLER
Green Point
Summary
Competent Business Development Leader with strong background in identifying and capitalizing on business growth opportunities. Proven track record of successfully negotiating partnerships and expanding market presence. Demonstrated ability to lead cross-functional teams and develop strategic business plans.
Background in technical skills within the Electrical, Communications and PV Solar industries
Overview
42
42
years of professional experience
Work History
BUSINESS DEVELOPMENT MANAGER
SUNPOWER AUSTRALIA (MAXEON SOLAR TECHNOLOGIES)
01.2021 - Current
- Maintained volume and distribution network through relationships and support
- Managed a diverse portfolio of accounts, consistently exceeding revenue targets through upselling strategies and exceptional customer service.
- Represented company and promoted products at conferences and industry events.
- New product launch through network roadshows, trade shows and training
- Generated new business with marketing initiatives and strategic plans.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Performed client research and identified opportunities for account growth, account penetration and market expansion.
- Delivered compelling sales presentations to prospective clients, highlighting the unique value proposition of our products and services.
- Monitored market trends and competitor activities to identify areas of potential opportunity.
- Developed and maintained strategic partnerships to provide added value to clients and increase competitive advantage.
- Spearheaded development of new product line, leading to significant expansion of market footprint.
- Analyzed performance metrics to identify areas for improvement and implement corrective actions.
- Coordinated with product development teams to ensure offerings met market demands and client expectations.
- Implemented CRM tools to better track sales opportunities and customer interactions.
- Managed accounts to retain existing relationships and grow share of business.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Communicated product quality and market comparisons by creating sales presentations.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Prepared sales presentations for clients showing success and credibility of products.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
GENERAL MANAGER
BIZNESS INSIGHT
07.2020 - 12.2021
- Startup consultancy in business support system for small to medium size businesses
- Day to day management of the Business activities
- Developed strategic 1,3 and 5 year strategic plan
- Developing products & services to fit the strategic plan
- Develop sales and marketing plans
- Conduct proposals and client meetings
- Business system implementation / management
- Financial accounting and administration
- Established and set up financial, CRM and project management platforms
- Developed and implemented strategies to increase sales and profitability.
- Managed budget development, forecasting, and financial reporting processes to track progress towards organizational objectives accurately.
- Formulated policies and procedures to streamline operations.
BUSINESS DEVELOPMENT EXECUTIVE
DNA ELECTRICAL
07.2011 - 06.2020
- Electrical Contracting organisation servicing the commercial, industrial and government sectors
- Day to day management of Business Development activities
- Sales and marketing strategic plan
- Sourcing products & services
- Pricing strategies & implementation
- Establishing new markets
- Build and maintain client and supplier relationships
- Tenders, proposals, quotations and presentations
- Promotional activities
- Managing the estimation and quoting team
- CRM and client database management
- Document management & control
- Consult with MD’s on business plan
- Established an Energy Solutions department within company
- Developed Electrical construction & tendering department with growth from $1M / Yr to $3.5M / Yr over a 12-18-month period
- Established and secured DNA’s largest project at $1.8M
- Developed and established small project estimating department
- Built strong relationships with clients, leading to increased customer satisfaction and repeat business.
- Increased client base by identifying and pursuing new business opportunities through market research and networking.
- Communicated directly with customers and partners to build strong business networks and relationships.
- Leveraged CRM tools to track leads and analyze data, optimizing sales efforts for maximum return on investment.
- Created compelling proposals that demonstrated the unique value of our products/services while addressing client needs and expectations.
- Managed a portfolio of accounts, ensuring timely delivery of products/services while maintaining high levels of customer satisfaction.
- Collaborated with cross-functional teams to identify opportunities for product improvement, driving innovation in the company''s offerings.
- Developed customized solutions for clients, addressing their unique needs and helping them achieve their goals.
- Established a robust sales pipeline by consistently identifying, qualifying, and nurturing leads through various outreach methods.
- Negotiated client contracts and agreements to cultivate profitable business transactions.
- Generated revenue growth by developing and executing targeted sales strategies to expand market share.
- Identified opportunities for process improvements, leading to increased efficiency and cost savings.
- Amplified online presence, overseeing redesign of company website and increasing social media engagement.
- Enhanced brand recognition with strategic marketing campaigns.
- Expanded service offerings, identifying gaps in market and developing solutions to fill them.
- Pioneered sustainability initiative, reducing environmental impact with eco-friendly operational changes.
- Increased market share with targeted advertising campaigns.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Built relationships with customers and community to promote long term business growth.
- Negotiated prices, terms of sales and service agreements.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
NON-EXECUTIVE DIRECTOR
HOMEGLO AUSTRALIA
01.2012 - 12.2019
- Manufacturer and Importer of pest and garden products in Australia and south east Asia
- Consult and coordinate on strategic objectives
- Legislative and Regulatory responsibilities
- Corporate governance
- Financial governance and budgets
- Manufacturer and Importer of pest and garden products in Australia and south east Asia
- Development of the 3 and 5-year business plan
- Implementation of funding facilities
- Development of off shore product manufacturing
- Sales growth from 40,000 units to 120,000 units / annum
- New distribution channels in Bunnings and Masters
- Growth in existing distribution channels
- 40% growth in annual turnover
MANAGING DIRECTOR
SMARTPRO PRODUCTS AUSTRALIA
01.2011 - 12.2019
- Investment company for HomeGlo Australia
- Manage the day to day operational activities;
- Accounting
- Website management
- Online orders
- Banking and financial
- Online marketing and content
- Established investors for HomeGlo Australia
- Establishment of HomeGlo Australia
- Create, establish and implement online web store
- Establish online payment facilities
- Increase online sales through promotion and marketing strategies
GENERAL MANAGER
DNA ECO ENGINEERING
01.2010 - 06.2011
- Start up business in PV and sustainability programs
- Managed budget implementations, employee reviews, training, schedules, and contract negotiations.
- Managed budget development, forecasting, and financial reporting processes to track progress towards organizational objectives accurately.
- Drove year-over-year business growth while leading operations, strategic vision, and long-range planning.
- Formulated policies and procedures to streamline operations.
- Developed and implemented strategies to increase sales and profitability.
- Cultivated strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Increased revenue of over $1M in 12 months with 15% gross profit return
- Established and managed internal and outsourced installation and service teams
- Recruiting, hiring and training of team members.
- Handled problematic customers and clients to assist lower-level employees and maintain excellent customer service.
- Observed each employee's individual strengths and initiated mentoring program to improve areas of weakness.
- Implemented business strategies, increasing revenue, and effectively targeting new markets.
SENIOR PROJECT MANAGER-SOLAR PV AND WATER
FIELDFORCE SERVICES AUSTRALIA
01.2009 - 12.2010
- National environmental services company backed by UXC Limited with services in energy metering, solar PV, water technologies, carbon accounting and energy efficiency
- Recruited and oversaw personnel to achieve performance and quality targets.
- Sourced, vetted and managed vendors needed to accomplish project goals.
- Contract development and management
- Developed and implemented project plans and budgets to ensure successful execution.
- Client management
- Scheduled and facilitated meetings between project stakeholders to discuss deliverables, schedules and conflicts.
- Monitored project progress, identified risks and took corrective action as needed.
- Reported regularly to managers on project budget, progress, and technical problems.
- Negotiated conflicts within project teams to ensure smooth project execution and maintain high morale.
- Achieved substantial cost savings by renegotiating contracts with key suppliers and optimizing resource allocation across projects.
- Improved stakeholder communication by establishing regular update meetings and clear reporting channels, resulting in increased trust and partnership.
- Optimized team performance and project outcomes by setting clear goals and expectations, coupled with regular performance reviews.
- Led cross-functional teams in successful completion of multimillion-dollar projects, ensuring they met all scope, time, and budget requirements.
- Cultivated culture of innovation within project teams, encouraging exploration of new ideas and approaches to problem-solving.
- Monitored contracts and service level agreements to identify potential risks and implement mitigation actions to protect development process from unforeseen delays and costs.
- Worked in consultation with Lend Lease to establish the NSW Solar Schools program
- Negotiated contracts with vendors and suppliers, securing favorable terms for the organization''s benefit.
- Coordinated and managed over 1200 Solar PV installs within aged care facilities throughout the East Coast of Australia
- Conducted detailed post-project evaluations to identify key learnings and areas for improvement, fostering culture of continuous improvement.
MANAGING DIRECTOR-SALES & MARKETING
OZSHIELD WINDOW FILMS
01.2006 - 12.2009
- Small business start up selling and installing high grade security window films for commercial, Industrial and government organisations
- Manage the day to day operational activities;
- Developed comprehensive business plans, outlining long-term goals and actionable steps toward success.
- Delivered consistent revenue growth by identifying new business opportunities and expanding service offerings.
- Launched innovative products/services that captured new market share while maintaining competitive pricing structures.
- Managed purchasing, sales, marketing and customer account operations efficiently.
- Interacted well with customers to build connections and nurture relationships.
- Implemented business strategies, increasing revenue, and effectively targeting new markets.
- Recruited, hired, and trained initial personnel, working to establish key internal functions and outline scope of positions for new organization.
VARIOUS POSITIONS
TELSTRA CORPORATION
01.1995 - 12.2006
- Large communications organisation transitioning from commonwealth controlled to private controlled
- CONTRACT SPECIALIST (NSW): Provide expert interpretation of National infrastructure contracts, Analyse contract specifications and schedules, Tender negotiations, Interpretation and clarification for state contract managers, KPI and compliance management, Presentations and briefings
- CONTRACT ADMINISTRATION (NSW): Management of the day to day contract administration functions, Work Order delivery and completion, Variation management, Field & Admin staff management (30-40), Systems operations & management, Consult and advise contract managers
- FIELD CONTRACT MANAGER: Manage a staff of 25 field contract inspectors to oversee the auditing & compliance of National infrastructure projects, Staff management (KPI, Performance reviews), Interpret and clarify contract terms, conditions and schedules, Manage variations through the contract administrator, Manage auditing and compliance inspections, Stakeholder management
- FIELD CONTRACT INSPECTOR: Conduct compliance activities on National infrastructure projects, Quality and OH&S audits and negotiations, Inspect, verify and negotiate variations, Monitor and report on project progress, Consult with colleagues on contractor activities
- FOXTEL TECHNICIAN (INSTALL / SERVICE / MAINTENANCE): Installation, service and maintenance of the Foxtel infrastructure from the network to customer premises, Conduct installations and connect Foxtel services, Activate and provide instructions to customers, Complete service documentation, Undertake fault analysis, service and repairs
APPRENTICE / TRADESMAN / PROJECT SUPERVISOR
SYDNEY WATER
01.1983 - 12.1995
- Government organisation managing sewer and water infrastructure across Sydney Metro
- Installation, commissioning, maintenance and repair of the Electrical infrastructure for the NSW State Government sewer and water division
- Installation of Pumps, motors, switchboards
- Complex commissioning and hand over procedures
- Management of trades and apprentices
- Telemetry and communications systems
- PLC control
- Completion of trade certificate
- Electrical trade and contractor license
- Completion of large projects within the Water & Sewer infrastructure
- Supervisor on North Head treatment plant major works program
- Leading Hand on Water & Sewer treatment programs
- Supervisor for sewer and water pumping station upgrades
- Completion of OH&S and in-house training programs
Education
Business Advisor Certification - Business Consultancy And Advisory
INSTITUTE OF BUSINESS ADVISORS
SYDNEY, NSW01.2020
Bachelor of Business - Marketing
SWINBURNE UNIVERSITY
01.2019
Management Systems Auditing -
SAI GLOBAL
01.2014
Grid Connect Solar PV Design & Install -
GSES TRAINING
01.2012
Business Practices -
ACTION BUSINESS COACHING
01.2008
Financial Management -
SPHERION FINANCIAL
01.2002
Diploma of Management and Leadership -
HUNTER INSTITUTE OF TECHNOLOGY
01.2002
Contract Management Practices -
TELSTRA TRAINING
01.1998
Electrical Contracting & Estimating -
TAFE NSW
01.1989
Electrical Fitter / Mechanic -
TAFE NSW
01.1986
Skills
- Business development and planning
- Relationship building and management
- Sales and market development
- Team leadership and collaboration
- Sales channel building
- Account development
- Territory and account management
- Revenue development
Experiencesummary
35+ years technical, management and business development experience within the Electrical, Communication and Renewable Energy industries for small, medium and large organisations, 20+ years management experience, 15+ years Business Development and account management experience, Marketing and Sales experience within small business and start ups, Excellent leadership, communication and people management skills, Accomplishments and qualifications in project and contracts management, Experience in Business strategy and governance processes, Auditing and ISO compliance development, implementation and management experience, Managing teams and personnel in KPI development, implementation and progress, Skills in proposal presentations, client meetings and document development., Experience with MS Office and Google Docs., Experience with collaboration and online meeting tools, Experience with CRM and digital marketing tools, Experience in technical audits and reporting, 15+ years in trade-based positions including site supervision and project management.
Hobbies and Interests
- SPORTS
- RUGBY LEAGUE
- INVESTING
- GARDENING / LANDSCAPING
- MINOR RENOVATIONS
Educationtrainingsummary
- INSTITUTE OF BUSINESS ADVISORS, 01/01/20, Business Advisor Certification
- SWINBURNE UNIVERSITY, 01/01/16 - 12/31/19, Bachelor of Business - Marketing
- SAI GLOBAL, 01/01/14, Management Systems Auditing
- GSES TRAINING, 01/01/11 - 12/31/12, Grid Connect Solar PV Design & Install
- ACTION BUSINESS COACHING, 01/01/07 - 12/31/08, Business Practices
- SPHERION FINANCIAL, 01/01/02, Financial Management
- HUNTER INSTITUTE OF TECHNOLOGY, 01/01/00 - 12/31/02, Diploma of Management and Leadership
- TELSTRA TRAINING, 01/01/98, Contract Management Practices
- TAFE NSW, 01/01/89, Electrical Contracting & Estimating
- TAFE NSW, 01/01/83 - 12/31/86, Electrical Fitter / Mechanic
Interests
Timeline
BUSINESS DEVELOPMENT MANAGER
SUNPOWER AUSTRALIA (MAXEON SOLAR TECHNOLOGIES)
01.2021 - Current
GENERAL MANAGER
BIZNESS INSIGHT
07.2020 - 12.2021
NON-EXECUTIVE DIRECTOR
HOMEGLO AUSTRALIA
01.2012 - 12.2019
BUSINESS DEVELOPMENT EXECUTIVE
DNA ELECTRICAL
07.2011 - 06.2020
MANAGING DIRECTOR
SMARTPRO PRODUCTS AUSTRALIA
01.2011 - 12.2019
GENERAL MANAGER
DNA ECO ENGINEERING
01.2010 - 06.2011
SENIOR PROJECT MANAGER-SOLAR PV AND WATER
FIELDFORCE SERVICES AUSTRALIA
01.2009 - 12.2010
MANAGING DIRECTOR-SALES & MARKETING
OZSHIELD WINDOW FILMS
01.2006 - 12.2009
VARIOUS POSITIONS
TELSTRA CORPORATION
01.1995 - 12.2006
APPRENTICE / TRADESMAN / PROJECT SUPERVISOR
SYDNEY WATER
01.1983 - 12.1995
Bachelor of Business - Marketing
SWINBURNE UNIVERSITY
Management Systems Auditing -
SAI GLOBAL
Grid Connect Solar PV Design & Install -
GSES TRAINING
Business Practices -
ACTION BUSINESS COACHING
Financial Management -
SPHERION FINANCIAL
Diploma of Management and Leadership -
HUNTER INSTITUTE OF TECHNOLOGY
Contract Management Practices -
TELSTRA TRAINING
Electrical Contracting & Estimating -
TAFE NSW
Electrical Fitter / Mechanic -
TAFE NSW
Business Advisor Certification - Business Consultancy And Advisory
INSTITUTE OF BUSINESS ADVISORS
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