Summary
Overview
Work History
Education
Skills
Timeline
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KRISTY MCKINLEY

Rozelle

Summary

A Sales and Marketing professional with 15 years experience in the flooring industry. Recognised for managing the commercial sales activities of the state to maximise sales and generate profit for the business, as well as maintaining relationships with the key stakeholders of major projects. Tertiary qualifications include an MBA which delivers strong analytical skills, with the proven ability to think strategically and produce results to increase the bottom line which assists in current role of State Sales Manager.

Overview

24
24
years of professional experience

Work History

State Sales Manager - NSW/ACT

Armstrong Flooring
06.2020 - Current
  • Lead a team of 8 Territory Sales Managers to achieve a Commercial sales budget
  • Ensure call cycle is project driven and assist the team in prioritising project orders and ensure each client contact maximises sales opportunities.
  • Assist the team in conducting reviews of the Flooring Contractors' business and drive increased discretionary sales
  • Implemented individual KPIs to track performance and introduced weekly 1:1 meetings to report back on activity, customer calls, sales, market feedback and self-assessments.
  • Established and developed relationship with key stakeholders within and outside of the business; ie architects, builders, contractors, end users.
  • Role includes managing the top A&D firms and working on major hospital, education and aged care projects for the state to secure these sales for the NSW/ACT Sales Team.
  • Assist in training and mentoring of staff and performance management through regular one-on-one and team meetings and accompanying the team on customer visits.
  • Prepare and present monthly reports, budget forecasting and performance updates to the business.
  • Utilisation of Salesforce to monitor and assess team performance, project wins, workflow and activities.
  • Recruitment and training of new staff.
  • Consistently learning and being a functional expert on building industry processes and trends including slip resistance, fire ratings, sustainability.

Territory Sales Manager NSW

Armstrong Flooring
11.2019 - 06.2020
  • Commercial Sales function, calling on major Architect and Designer firms in Sydney Metro and Newcastle region to promote and secure Armstrong Flooring specifications in healthcare, aged care, education, childcare and commercial office projects.
  • Strong relationships with Bates Smart, BVN, BLP, Cox Architecture, STH, Gilmore Design, Calder Flower, Jackson Teece, Turner Studio
  • Successfully secured specifications in construction and refurbishment activities through the development and execution of project driven strategies with assigned customers to ensure Armstrong Flooring products are considered.
  • Maintained a call cycle with the top A&D firms through updating architectural libraries with new products, conducting product presentations, immediate response to customer enquiries and sample requests.
  • High user of Salesforce to enter customer and project activities, used daily to track projects and Calendar entries. Also utilised Cordell and EstimateOne to identify specifications and key stakeholders in a project.
  • Worked closely with Construction Territory Sales Managers to identify when projects have moved to Construction to secure the specification and/or present alternates to competitor specifications.
  • Business Development - identified opportunities to develop and implement sales strategies and initiatives to maximise pipeline growth with End Users.
  • Worked closely with Marketing and Product Manager in developing custom flooring products (made locally and overseas) to win major projects and key clients for Armstrong Flooring (eg Consitution Place; Bates Smart and Sydney University Technology Hub; Cox Architecture).
  • Career progression opportunities - assisted the State Sales Manager on large projects when working on large hospital and healthcare projects in Sydney as well as exposing me to other parts of the business as part of my professional development
  • Conducted CPD Presentations - Slip Testing, Sustainability
  • Attended Trade Shows and Industry Events to promote Armstrong Flooring (Healthcare Week, Arc Agency Events, Market Days at the Porter)
  • Reported to the business on competitor and industry trends, regulatory changes, also market and product intelligence.

A&D Sales Executive

Cavalier Bremworth
03.2018 - 11.2018
  • Prospected and Business Development - A&D channel for NSW/ACT
  • Utilised projects leads provided by Cavalier Bremworth, business directories (BCI), industry newsletters, trade shows, Internet, and other sources to make contact with key decision makers in the construction process.
  • Established sales opportunities with corporate clients, developers, government departments, residential house builders and multi-residential apartment builder/developers.
  • Responsible for servicing the allocated Architects/Designers/Interior Decorators using our CRM software. Provided them with samples for individual projects as well as maintaining their sample library and handling their product and price requests.
  • Conducted regular product presentations with the major Architect/Design/Interior Decorators practices to ensure that our products are top of mind throughout the practice and to ensure a steady flow of Cavalier Bremworth carpet specifications.
  • Tracked and managed projects identified through the above actions on a daily basis using our CRM software; make contact with the key decision makers on all major projects and assist them with the procurement of our carpets; participate in monthly team project meetings to assist with winning these projects.
  • Responsible for achieving individual sales objectives; participate in the achievement of team sales objectives; tracks sales levels.
  • Promptly investigate and resolve end user complaints as and when they arise.
  • As required take perspective customers through the Chatswood showroom and product displays. Also participated in exhibition attendance and direct involvement in shows and displays for new and vertical markets.
  • Presented monthly sales reports providing territory/account highlights, issues, help needed, opportunities and market intelligence.

NSW Designer Consultant

Cavalier Bremworth
03.2015 - 06.2016
  • Maternity leave position - represented Cavalier Bremworth in servicing interior designers and decorators in NSW
  • Recommended and assisted the selection of 100% wool, wool blend and solution dyed nylon products for residential projects
  • Delivery of samples to clients
  • Conducted product presentations
  • Liased with flooring retailers and provided leads to stores
  • Assisted training of staff

Product Manager

Cavalier Bremworth
03.2014 - 07.2014
  • Managed day-to-day progress of product portfolio in Cavalier Bremworth (CB) and Norman Ellison Carpets (NEC) Australia.
  • Reported directly to the GM in product development submissions and presentations, including product and price positioning strategies. Provided strategic input in identifying the market need for new products, including price/performance/colour requirements.
  • Participated in overall product strategy, research and development requirements, development, and manufacturing coordination for new and emerging products. Coordinated product development for CB and NEC Australia, estimates of potential profits, and liaised with NZ on release dates.
  • Submitted, coordinated and tracked New Product Development (NPD) submissions to NZ. Supported and liaised with NZ product development and Australian sales teams to provide input as required.
  • Product Range Management - Coordinated new product launches, product updates and management of SKU's. Coordinate roll-out and delivery of samples (mix and qualities). Provide marketing materials to sales teams to support product ranges.
  • Approved special product/pricing requests from CB Australia sales force and coordinated all field enquiries for colour/product/price variants.
  • Developed and rolled-out new product release packages. Primarily electronic documents to be forwarded to Channel Partners (Retail and Commercial) and specifiers.
  • Worked with Australian sales teams to determine sample needs including use, mix, functionality and cost/benefits of samples and sample types. Liaised with Sales Managers, General Managers and NZ Marketing to manage and develop point-of-sale requirements (electronic, collateral, display equipment etc).
  • Maintained a competitor pricing file and method for gathering regular market intelligence. Provided technical expertise and training to sales teams and sales/customer service departments in support of product ranges.
  • Developed marketing, sales, customer complaints, and financial plans for product line. Prepared product development objectives and schedules for all phases of product development and introduction to market.
  • Worked closley with the GM in partnering opportunities with Buying Groups (Carpet Court, Choices, Flooring Xtra) and developing core products to broaden the company's product line.
  • Conducted market research, identified and tracked market trends in the flooring industry. Produced competitive analysis materials comparing product with its key competitors.

National Market Development Manager

INTERFACE AUSTRALIA
09.2009 - 12.2012
  • Interface (previously known as InterfaceFLOR) is the world’s largest designer and manufacturer of carpet tiles for the commercial market.
  • Key responsibilities.
  • National marketing role managing 5 key market segments for the business - Retail, Hospitality, Hotel Accommodation, Entertainment & Recreation & Multi-Unit Residential.
  • Responsible for market segment performance, product and sales revenues, ROI, financial forecasting.
  • Conducting quantitative and qualitative market research and customer insights analysis.
  • Develop and execute market segment strategies for the business and 5 year marketing plans.
  • Presented market segment strategies, campaign analysis and quarterly financial results to Senior Management Team and Global stakeholders.
  • Develop key value propositions and develop marketing briefs with agency.
  • Forecast and manage sales and marketing budgets for each segment within each state.
  • Develop and execute marketing campaigns from development stage to completion to drive sales growth.
  • New product development – product briefs; work with product manager in development from raw materials to completion, implementation of product launches.
  • Create marketing communications platform for each segment – eg DM, eDM, website, brochures, events.
  • Business Development – prospecting, boardroom presentations, networking Key achievements.
  • As a result of delivering successful marketing campaigns, achieved greatest market penetration for Hospitality segment (first time achieved for company).
  • Established newly created market segment (multi-unit residential) currently at 426% growth from 2011.
  • Developed and implemented marketing campaigns which achieved higher than average industry response rate and successful sales lead generation and growth in revenue.
  • Established alliances with key industry groups and raised business profile in new market segments.
  • Successfully established new product for new market segments (hotel accommodation).
  • Coordinated and hosted events and workshops – eg Retail Design Awards, Napoleon Perdis launch.

Relationship Manager

LEXISNEXIS
09.2007 - 09.2009
  • Australia is global business provider of content-enabled workflow solutions to professionals in law firms, barristers, corporations, government, law enforcement, corporate and academic institutions.
  • Key responsibilities.
  • Management of the “Small Law” market segment (small to medium law firms up to 150 fee earners) developing sales and marketing strategies and campaigns.
  • Develop relationships across targeted accounts including Partners, Practice Managers, Knowledge Managers and Sole Practitioners.
  • Work with senior management and marketing teams to implement effective customer segment and campaign management.
  • Created and executed successful marketing campaigns that generated new sales growth from new and existing customers.
  • Solution selling – provide total practice management solutions to the legal market via legal research (online and print), practice management software (accounting, time recording, billing, reports).
  • Development of monthly sales and marketing plans to assist in the sales management process.
  • Face-to-face and boardroom presentations.
  • Facilitating conferences and professional development seminars Key achievements.
  • Proactive development and execution of online electronic marketing campaigns to generate more leads from my portfolio and territory.
  • Project managed marketing campaigns for the “Small Law” market segment team in Victoria.
  • Awarded “National Rookie of the Year Award” for immediate success in achieving new sales, maximising market penetration and territory growth.
  • Strong relationship management, negotiation and objection handling skills which was proven in my success in achieving the highest uplift in subscription renewals in Vic/Tas/SA team.
  • Achieved first Practice Management Solution sale for the company (“Lexis Back Office Library”).
  • Highest practice management sales in 2007.

Account Manager

ENTERTAINMENT PUBLICATIONS
03.2004 - 09.2007
  • The provider of incentives for quality dining, travel and leisure activities to benefit corporate and community organisations; and offering marketing and promotional opportunities to restaurant and tourism industry establishments.
  • Publishes the Entertainment Book.
  • Key responsibilities.
  • Management of 400 Fundraising Group Accounts and 100 Merchant Accounts.
  • Develop and execute marketing campaigns, advertisements, creation of marketing collateral, eg flyers, electronic mail, posters, events to drive book sales growth.
  • Organise and direct photo shoots for the book publications.
  • Write copy for publications and facilitate pagination.
  • Negotiation of mutual agreements with key clients in the restaurant and hospitality industry, corporate organisations, not-for-profits and community groups.
  • Conducting presentations and meetings with key clients to set goals and encourage increased book sales.
  • Regular face-to-face dealings with restaurant industry representatives, company directors and managers, including sales presentations and training to key clients and their peers.
  • Perform financial analysis on merchants and return on investment.
  • Resolution of customer-merchant complaints.
  • Accounts Receivable -collection of outstanding payments and book balances.
  • Training of new staff – internal and interstate Key achievements.
  • Drove various marketing campaigns that resulted in successfully increasing revenue and return on investment for 100% of clients in my territory.
  • Successfully won high profile target chefs hats restaurants for inclusion in the Entertainment Book editions.
  • Achieved 100% of book sales and within the top tier of Account Managers with highest sales.

Business Development Manager

10.2002 - 12.2003
  • Qantas Corporate Sales Key responsibilities.
  • Management and development of a large portfolio of national SMEs <$0.5 million including government departments (total portfolio $90 million).
  • Negotiate increased sales and revenue for Qantas with Key Decision Makers of corporate accounts.
  • Negotiated and implemented tenders for corporate travel management through Travel Agents.
  • Selling of Qantas Loyalty and partner products.
  • Obtaining market intelligence from competitor accounts.
  • Training and development of staff Key achievements.
  • Highest achiever - consistently exceeded targets/KPIs every month.
  • Successfully negotiated increased sales and revenue for Qantas.
  • Member of CST’s Australian Workplace Agreement Committee.
  • Member of Qantas FORCE Committee – overseeing internal and external communications, documents and processes within Corporate Sales Dept.

Team Leader

Qantas National Sales
04.2002 - 10.2002
  • Selected by Qantas Management to drive the implementation of Qantas Client Identifier (new airline reporting structure) for all Australian, UK, USA and New Zealand Corporate Accounts.
  • Liaison with Qantas Departments, including Field Sales, Industry Sales, external Travel Agents, QF Pricing.

Corporate Account Executive

NSW Government
01.2001 - 04.2002
  • Qantas Corporate Sales Teleservicing Key responsibilities.
  • Account Management of, Account, worth $52 million.
  • Linking NSW Govt clients into Qantas National Airline Agreements.
  • Implementing call cycle strategy and call plan for each client.
  • Establishing contact at all relevant levels within the company (Field Sales, Qantas Business Travel).
  • Ensure increased market share through selling and promotion of Qantas products and services.
  • Obtain client feedback, problems and issues as well as market intelligence from competitor accounts.
  • Update clients on new products and services.
  • Training of new staff.
  • Liaison with external Qantas departments and travel agents Key achievements.
  • Contributed to Qantas being successful in winning NSW State Government tender.
  • Highest achiever - consistently exceeded targets/KPIs every month.
  • Promoted from Account Manager to BDM.

Education

Masters of Business Administration (MBA) -

Monash University

Graduate Diploma of Business Administration - undefined

University of Technology

Bachelor - Hospitality Management

University of Western Sydney

Skills

  • Sales and business development
  • Managing a team
  • Sales report analysis
  • Sales generation and pipeline development
  • Lead prospecting and managing a CRM
  • Performance management improvement
  • Business development strategy
  • Research and trend analysis
  • Product development
  • Budgeting
  • Campaign management
  • Market Analysis
  • Client liaison and presentations
  • Sales training

Timeline

State Sales Manager - NSW/ACT

Armstrong Flooring
06.2020 - Current

Territory Sales Manager NSW

Armstrong Flooring
11.2019 - 06.2020

A&D Sales Executive

Cavalier Bremworth
03.2018 - 11.2018

NSW Designer Consultant

Cavalier Bremworth
03.2015 - 06.2016

Product Manager

Cavalier Bremworth
03.2014 - 07.2014

National Market Development Manager

INTERFACE AUSTRALIA
09.2009 - 12.2012

Relationship Manager

LEXISNEXIS
09.2007 - 09.2009

Account Manager

ENTERTAINMENT PUBLICATIONS
03.2004 - 09.2007

Business Development Manager

10.2002 - 12.2003

Team Leader

Qantas National Sales
04.2002 - 10.2002

Corporate Account Executive

NSW Government
01.2001 - 04.2002

Graduate Diploma of Business Administration - undefined

University of Technology

Bachelor - Hospitality Management

University of Western Sydney

Masters of Business Administration (MBA) -

Monash University
KRISTY MCKINLEY