Summary
Overview
Work History
Education
Skills
Certification
Timeline
Manager

Kristy Millers

Sydney,Australia

Summary

Forward-thinking Sales and Marketing Leader with expertise in coordinating and managing staff and deploying successful marketing campaigns. Persistent leader with history of surpassing revenue objectives with market-savvy approaches and persuasive negotiation skills. Talented project manager successful at tackling problems with tenacity and sound judgment.



Overview

18
18
years of professional experience
1
1
Certification

Work History

Sales & Marketing Manager

WORKSHOP SOFTWARE
08.2023 - Current
  • Led a high-performing sales team, providing coaching and ongoing support to ensure success.
  • Spearheaded successful branding initiatives, sales strategies and public relations approaches to underpin and enhance marketing campaign deployment.
  • Performed competitive analyses and adjusted sales and marketing strategies accordingly.
  • Outlined marketing strategies and developed collateral in close collaboration with product management personnel.
  • Revitalized underperforming products with rebranding efforts that resonated with customers'' desires.
  • Spearheaded trade show participation, showcasing products effectively while networking with potential partners or clients.
  • Analyzed sales and marketing data for improved strategies.
  • Conducted market research to identify new business opportunities and stay ahead of industry trends.

National Partnerships Director

CARCONNECT
05.2020 - Current
  • National Go to Market Strategy & execution of all commercial B2B Channels
  • Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
  • Set Up & execution of Employee Benefits division, ongoing leadership with over 800k employees
  • Closed accounts with 24 Tier 1 businesses accounts within 6 months
  • Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
  • Implemented innovative solutions to solve complex problems, resulting in increased productivity and streamlined operations.
  • Optimized staff performance by designing comprehensive training programs tailored to individual needs.
  • Negotiated favorable contracts with vendors for reduced costs and improved service quality.

Head of Digital Sales

GRAYS ONLINE
03.2022 - 08.2023
  • Commercial B2B Channel development
  • Streamlined digital marketing efforts for higher conversion rates by conducting thorough data analysis and adjusting campaigns accordingly.
  • Conducted competitor analysis regularly to stay ahead of industry trends and identify opportunities for differentiation within the market.
  • Maximized online sales with the development of user-friendly e-commerce websites and targeted email marketing campaigns.
  • Championed an agile project management approach within the digital department to improve efficiency and responsiveness to rapidly shifting market demands.
  • Collaborated with other leaders to define processes for securely managing and reporting on customer data.
  • Developed comprehensive digital roadmaps outlining short-term and long-term goals for company growth within the digital sphere.

Group Sales Director

NEWS CORP AUSTRALIA
04.2018 - 08.2019
  • Digital Director, 9/2019 to 6/2020
  • Group Sales Director NSW & QLD, 6/2020 to 5/2020
  • NSW & QLD digital sales & strategy leader progressing to overall sales leadership
  • Proactively identified potential risks and implemented mitigation strategies to minimize negative impacts on projects or business operations.
  • Leveraged professional networks and industry knowledge to strengthen client relationships.
  • Spearheaded innovative approaches to resource allocation and strategic planning.
  • Negotiated favorable contracts with vendors for reduced costs and improved service quality.
  • Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
  • Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
  • Facilitated cross-functional collaboration for improved decision-making processes within the organization.

Digital Sales Performance Manager

KINCARE HEALTH SERVICES
01.2017 - 03.2018
  • Sales Management & Marketing Lead Generation to newly created in home care industry
  • Consistently exceeding Lead & Sales Targets for HCP & NDIS customers
  • Development of entire digital rebrand, including new website within 3 months
  • Development & implementation of marketing lead acquisition strategy (Brand, Social, SEM, SEO and referral)
  • Ownership of Salesforce Management for both CRM & ERP functionality, driving best user experience from lead to customer
  • Implementation of Marketing Campaigns for sales revenue & quality lead creation, management of sales pipeline & conversion results, excelling at supporting all sales channels
  • Development of various new business partnership referral channels
  • Government funding relationship manager, informing sales compliance practices for business operation.

Digital Sales Channel Manager

NRMA MOTORING SERVICES
08.2015 - 01.2017
  • Channel Sales Manager, responsible for all digital transactions & digital leads for all sales channels to $280,000,000 annual budget
  • Achieved annual sales budget result of 105%, with a 2 month target deficient to start
  • Implementation of sales performance processes, change management and strategic sales roadmap across all consumer channels (Social, SEM, SEO and referral)
  • Implementation of Marketing Campaigns for sales revenue & quality lead creation, managing sales pipeline & conversion results, excelling at supporting sales channels to deliver in targets both online & direct channels
  • Champion of the Cohen Brown sales excellence methodology across all teams within the sales channel, promoting a positive & accountable sales coaching culture
  • Development of new business referral channels, now accountable for top 5 sales referral sources
  • Successful Management of 2.5mil Performance Media Budget, lowering CPA’s & increasing to record cash profits.

Domestic Sales Manager

KOLLARAS TRADING COMPANY
02.2013 - 01.2015
  • General Management of On/Off Premise domestic sales division
  • Auditing of existing business functions & re-development of strategic business plan for improvement, focus to make significant improvement to new customer acquisitions, improve cost of acquisition per sales, increase average sales value & launch new brands
  • Restructure of Go To Market process, consolidating Field Sales Team & growing Outbound Phone Sales team
  • Increasing customer contact rates by more than 50% & reducing payroll costs & operating expenditure 38%
  • Development of best practice for customer experience, sales training, induction, call coaching & mentoring program
  • Implementation of new CRM System for sales, collaborating with inventory management, marketing, commercial, freight & logistics management, additionally providing transparent reporting processes that did not previously exist
  • Day to Day Management of Sales team, Implemented KPI guide & compliance training this also extended to performance management, improvement & action for some employees
  • Significant market analysis & reporting on competitor activity & our market position, Development of budget and forecast based on analysis
  • Successful development of strategic commercial ventures with new key accounts
  • Creation of a new culture of excellence, best validated by our next customer acquisitions, individual sales results & significant improvement in staff retention.

Digital Sales Manager

FETCH PLUS / FAIRFAX MEDIA
05.2012 - 02.2013
  • Fetch Plus – A digital marketing business, developers of software solutions optimizing content driven audiences for monetization
  • My role was to secure Australian Joint Venture opportunity with Fairfax Media, whilst working on that project additionally redeveloping US Sales Team
  • Australian Achievements: Secured business pilot opportunity with Fairfax Media, including negotiation of commercial terms, costs for all parties
  • Managed Pilot from inception, Go To Market Strategy, Modeling, Branding, Sales Approach, KPI’s, Process & Best Business Practice & additionally day to day management of the sales force for the duration of the pilot
  • Creation of Induction, Coaching, and Training & Mentoring programs for sales agents in accordance with the KPI’s developed
  • Implementation of Technologies required for management, CRM, Billing Platform, Customer Service functions, Customer Engagement Platforms, Dialling Technology & Reporting
  • Project managed all Stakeholders for successful launch & ongoing pilot
  • Completed a successful pilot campaign, with over 3,000 new customer acquisitions which resulted in a long term venture between Fetch & Fairfax.

Digital Sales Manager

FAIRFAX DIGITAL - ONLINE MARKETING GROUP
06.2010 - 06.2012
  • Online Marketing Group (OMG) was a 20% invested Fairfax Business
  • On my appointment, my role was to drive customer acquisitions, increase ARPU & Develop to Channels for Fairfax to Increase their stake hold
  • Overachieved on Forecasted Budget & KPI’s, resulting in Online Marketing Group becoming a 100% Fairfax Digital owned business
  • Responsible to sales strategic plan, Go to Market, budget & forecasting development
  • Presenting to Fairfax board & other relevant stake holders for approval
  • Responsible for the day to day Management & Development of our In-House & 3rd Party Sales Teams
  • Creation of Induction, Coaching, and Training & Mentoring programs for sales agents in accordance with the KPI’s developed
  • Implementation of Technologies required for management, CRM, Billing Platform, Customer Service functions, Customer Engagement Platforms, Dialling Technology & Reporting.
  • Implemented data-driven decision-making processes to optimize digital sales strategies based on analytics insights.
  • Negotiated strategic partnerships with key industry influencers to increase brand visibility and drive more traffic to company website or e-commerce platform.
  • Managed a team of sales professionals to exceed quarterly digital sales goals and targets.

Director

KM CONSULTING
09.2009 - Current
  • My own consulting business started in the height of the GFC, I serviced clients with business cash flow constraints & consulted on accessing customer data for upsell, cross sell & new opportunity
  • Primary focus was low cost of acquisition sales revenues
  • Business Development of clients call centre or sales industries
  • B2B & B2C Executive Coaching
  • Analyzing customer practices, database segmentation to identify new opportunities, providing full SWOT analysis on market position & implementing recommendations
  • Brokerage / Business Development of 3rd Party beneficial relationships
  • Project Management, Reporting to stakeholders to insure process improvements to executed effectively.
  • Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.

Director (Sole Trader)

KM CONSULTING
01.2015 - Current
  • Sales Performance & Process Consultant, focusing presently on digital media & education sectors
  • Implementation of sales performance processes, change management and strategic sales roadmap across all consumer channels (eDM, Social, SEM, SEO and referral)
  • Set up & management of various sales teams, from 5 to 50+ Staff
  • Implementation of Marketing & Sales software improving lead quality, sales pipeline & conversion results
  • Development of Sales Teams & leadership teams to execute sales optimization project including tracking performance against target and meeting those targets, building a performance driven culture
  • Successful Start Up - Sales Pilot Program on behalf of Joint Venture Fetch International & Seven West Media, digital advertising
  • 1000 acquisitions in 4 month period, 2 months ahead of schedule
  • Responsible for creation and roll out of business Go To Market Campaign Process
  • Project Management of Stakeholders, Development, Sales, Outsource Providers & Services team to achieve successful pilot which is to be developed in to a New-co 2015
  • Business Performance Coaching for National RTO, development of Company 3 year Strategic Business, KPI’s, Induction & additional business channels.

General Manager Data Call

ILLAWARRA COMMUNICATIONS
04.2008 - 09.2009
  • Commercial Communications business specializing in RF Communications for remote sites, mining, rigging, construction & tunneling
  • ILLCOM has in house 1st response data centre operating 24/7, my role was to turn the team (24 Agents) into its own profit centre increasing value to RF Division
  • Implementing new technologies, phone systems, call centre software, reporting in-house & web based client reporting portal
  • Audit of data call clients & formalising to a profitable contract basis, securing sustainable revenues
  • Redevelopment of Company Branding, New Logo, Web Site, SEO & Market Positioning
  • Formalising of Induction, Coaching, and Training & Mentoring programs for agents in accordance with the KPI’s additionally developed
  • New Business Development & increasing revenue from existing clients
  • Business SWOT with process improvements, specific emphasis on internal process, resulting in call abandonment improvements & customer satisfaction ratings.

National L&D Manager

AXIS TELECOMS
12.2006 - 12.2008
  • National L&D Manager, 12/2006 to 12/2008
  • Review, develop & implement policy & procedure
  • Focus on compliance to ensure improvements with Ombudsman/TIO complaints
  • Implementation of Technologies required for management, CRM, Billing Platform, Customer Service functions, Customer Engagement Platforms, Dialling Technology & Reporting
  • Chaired Executive Leadership & Mentoring Program & created a talent development program, providing staff with a clear career development plan
  • Development of Company e-Learning portal, including Staff Induction, Sales, Leadership & Training programs, Compliance & sales cycle critique
  • Successful resolution of TIO issues, launched the company went public & expanded to UK market.

Education

MBA - Marketing

Marketing Week MBA Program
Sydney
10.2020

Skills

  • Team Leadership
  • Business growth and retention
  • Sales Tracking
  • Rapport and relationship building
  • Sales Presentations
  • Advertising Campaigns
  • Competitor Analysis
  • Strategic Planning
  • Business Development
  • Contract Negotiations
  • CRM Management
  • Brand Messaging

Certification

  • CSP - Certified Sales Professional
  • Mark Ritson Mini MBA Graduate
  • Elkiem Human High Performance Graduate
  • Google Accredited Digital Garage Online Marketing modules
  • Certified NLP Mastery
  • Certificate IV Training & Assessment

Timeline

Sales & Marketing Manager

WORKSHOP SOFTWARE
08.2023 - Current

Head of Digital Sales

GRAYS ONLINE
03.2022 - 08.2023

National Partnerships Director

CARCONNECT
05.2020 - Current

Group Sales Director

NEWS CORP AUSTRALIA
04.2018 - 08.2019

Digital Sales Performance Manager

KINCARE HEALTH SERVICES
01.2017 - 03.2018

Digital Sales Channel Manager

NRMA MOTORING SERVICES
08.2015 - 01.2017

Director (Sole Trader)

KM CONSULTING
01.2015 - Current

Domestic Sales Manager

KOLLARAS TRADING COMPANY
02.2013 - 01.2015

Digital Sales Manager

FETCH PLUS / FAIRFAX MEDIA
05.2012 - 02.2013

Digital Sales Manager

FAIRFAX DIGITAL - ONLINE MARKETING GROUP
06.2010 - 06.2012

Director

KM CONSULTING
09.2009 - Current

General Manager Data Call

ILLAWARRA COMMUNICATIONS
04.2008 - 09.2009

National L&D Manager

AXIS TELECOMS
12.2006 - 12.2008

MBA - Marketing

Marketing Week MBA Program

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