Summary
Overview
Work History
Education
Skills
Certification
Languages
Accomplishments
CAREER SUMMARY
Timeline
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Lina Ang

Quakers Hill,NSW

Summary

Sales professional with strong track record in driving revenue growth and market expansion. Known for strategic planning, effective team leadership, and fostering high-performance cultures. Expert in client relationship management, negotiation, and delivering results in dynamic environments. Adaptable and reliable, excelling in collaborative settings to meet evolving business needs.

Overview

9
9
years of professional experience
1
1
Certification

Work History

ANZ Sales Manager

Castrol Australia Pty Ltd
10.2021 - Current
  • Company Overview: Company Overview: Castrol (part of the BP Group) is a global market leading lubricants brand, operating across all automotive, heavy duty and industrial channels. Turnover of approx. A$0.75b and an extensive network comprising 2 plants, 6 capital city distribution centres and 100 regional stock points (self-managed and 3PL), directly employs 350 staff, including 100 direct sales staff.
  • Aftermarket ANZ Portfolio includes Retail and Trade key customers (incl: Super Retail Groups, GPC, Bapcor, BP Retail Convenience, Bridgestone network) which accounts for ~20% contribution to volume and ~30% of profit for the total Castrol ANZ.
  • Reporting to the ANZ Head of Sales, with key responsibilities including:
  • Lead and build capability of the ANZ sales team (9 Key Account & Business Dev Managers)
  • Drive the strategic intent, planning and execution of the strategy into short- and long-term growth pillars through strong people leadership and influencing skills across external and internal stakeholders.
  • Full P&L accountability for the Aftermarket ANZ; delivering the national sales budgets for National Aftermarket business (including all sub channels) across Australia and New Zealand.
  • Build, develop and maintain strong relationships with key strategic customers.
  • Key Achievements:
  • Delivered sustainable volume growth of 50% and grow profit by 45%, resulted in an increase market share by +3% for ANZ at Super Retail Group, through investment in space and extension of range offers, led by data insights and strong influencing and customer relationships management.
  • Architected, led negotiations, and executed sales transformation strategy by extending partnership with Bapcor, that enable sustainable volume growth of 38% against previous year and a gain in market share by 2.5% for ANZ. The partnership with Bapcor enables further expansion and greater reach of customer penetration in the independent workshop and retail sector for Castrol.
  • Transformed disintegrated and demotivated team of 9 into a high performing team through clear vision, strategy and plan, getting the basis right focusing on customer centricity, hold the individual team to account for their own performance and the team’s overall performance, instill confidence and trust back within the team and replaced when necessary.
  • Spearheaded the end-to-end development of outsourced sales field team and retail merchandising team (Crossmark), from initial concept through full execution and led the integration of this outsourced resources into core operation, fostering seamless collaboration with internal stakeholders and improving field sales execution efficiency.
  • Rebuilt and instill confidence and trust back into key customers impacted by supply challenges during 2021-2022, through positive engagements and concentrating on getting the basic rights and customer centricity approach.

ANZ Commercial Performance Manager

BP Lubricants
01.2016 - 01.2021
  • Reporting to the Head of Finance, I support the General Manager and country leadership team, with key responsibilities including, cross functional collaboration and leadership with the sales and marketing teams and supply chain operations to; drive top and bottom-line performance; deliver volume and services growth; and sustainable profit and cash generation.
  • Key Achievements:
  • Defend ~20% existing business, through tender negotiations.
  • Expand Automotive Dealership channel market share from 32% to more than 55% through strategic partnerships
  • Key contributor in shaping the ANZ Route to Market strategy and drive the implementation of system interfaces of distributor networks.
  • Lead the sales cash agenda for ANZ Lubricants and achieved sustainable reduction in working capital by 10% through the successful implementation of receivables discounting and supply chain financing for the ANZ business.

Education

Master of Professional Accounting -

University of New South Wales

Bachelor of Finance - undefined

Texas A&M University

Skills

  • Strategic sales implementation
  • Strategic client engagement
  • Building strategic relationships
  • New business acquisition strategies
  • Revenue and profit optimization strategies and execution
  • Organizational transformation
  • Team leadership
  • Cross-team communication
  • Sales pipeline optimization and deployment
  • Sales growth setting and evaluation
  • Enterprise tender management
  • Negotiation expertise
  • Supply chain efficiency

Certification

[Area of certification] Training - [Timeframe]

Languages

Indonesian - Native or Bilingual
Chinese - Elementary

Accomplishments

  • Achieved >50% growth in existing Key Accounts through data led insights, strong negotiation skills and strategic relationship management.
  • Led and won new business through tender which resulted in >38% increase in volume Year on Year across Australia and New Zealand, through expertise in strategic sales negotiation and relationship management along with skillful enterprise tender management.
  • Led the turnaround by transforming negative team dynamics into collaborative and instilled a growth mindset, resulting in stronger team performance and renewed alignment with organizational goals.
  • Spearheaded the end-to-end development of outsourced sales field team and retail merchandising team (Crossmark)

CAREER SUMMARY

  • Castrol Australia
  • Aftermarket Sales Manager - ANZ 2021-present
  • Commercial Performance Manager – ANZ 2016-2021
  • BP Australia
  • Performance Advisor – ANZ 2010-2016
  • Global Supply Chain Advisor – ANZ 2005-2010

Timeline

ANZ Sales Manager

Castrol Australia Pty Ltd
10.2021 - Current

ANZ Commercial Performance Manager

BP Lubricants
01.2016 - 01.2021

Bachelor of Finance - undefined

Texas A&M University

Master of Professional Accounting -

University of New South Wales

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Lina Ang