Malcolm Davies
East Brisbane,Australia
Summary
Dynamic and results-driven business professional with expertise in Account Management, Sales Management, and Strategic Planning. I am instrumental in capturing and exceeding stretch KPIs, including profit growth, market share expansion, and operational efficiencies. My proactive and commercial mindset allows me to embrace new challenges while maintaining composure under pressure. I excel in building and nurturing strong relationships with retailers, distributors, and internal stakeholders, fostering collaboration and trust. As an effective leader, I prioritize open, transparent, and thoughtful communication, enabling my teams to exceed business objectives. My passion for coaching and developing sales teams empowers others to reach their full potential and drive performance. Committed to continuous improvement, I actively seek mentorship and professional development opportunities to remain at the forefront of industry trends and best practices.
Overview
29
29
years of professional experience
1
1
Certification
Work History
National Sales Manager
Bevie Handcraft AU Pty Ltd
Brisbane, Australia
04.2023 - Current
- I oversee national sales for both our products and those of our distributors, with a total revenue of $20 million
- My responsibilities include managing over 150 retailers, creating mutually beneficial opportunities that enhance sales, distribution, and trade-marketing activities, all of which have contributed to maintaining market share
- A key factor in this success has been effective communication and a strong commitment to building relationships, fostering trust between suppliers and retailers
- I've also worked to enhance the retailer's approach by increasing the average cart and bundle size
- Additionally, I manage and mentor one direct report.
- Collaborated with cross-functional teams to ensure successful launch of new products.
- Analyzed market trends to identify potential opportunities for growth.
- Resolved customer complaints in a timely manner by providing satisfactory solutions.
- Participated in industry events such as trade shows, conferences, seminars, in order to promote products and services.
Sales Account Manager
Bevie Handcraft AU Pty Ltd
11.2022 - 04.2023
- Built strong relationships with clients by providing exceptional customer service.
- Developed and implemented sales strategies that resulted in increased revenue.
- Monitored market trends, competitor activities, and customer needs to identify new business opportunities.
- Addressed customer questions and concerns regarding products, prices and availability.
Global Sales Manager
Dy-Mark Australia Pty Ltd
07.2020 - 11.2022
- I managed the global sales, distribution, and brand development of Dy-Mark's Mine Marking aerosol paint and other mining consumables
- In Fiscal Year 2022, I achieved a 30% year-on-year increase in sales revenue, reaching $2.46 million by: Expanding our global distributor network, Adjusting the pricing structure across channels, Securing director-approved funding for a targeted media campaign, Enhancing customer engagement and building relationships, Implementing a price increase, Streamlining export warehouse procedures.
Sales Business Development Manager
Manildra Group
04.2019 - 10.2019
- I was tasked with driving new business growth in New South Wales, South Australia, the Australian Capital Territory, and the Northern Territory, as well as internationally in China, Southeast Asia, and India, focusing on Manildra’s neutral spirits for craft distilleries and well-known beverage companies around the world.
Export Sales Manager
Casella Family Brands
10.2017 - 04.2019
- I managed sales, distribution, brand development, and EBIT for the Yellow Tail and Peter Lehmann wine brands across Taiwan, Southeast Asia, India, the Middle East, Africa, and the Pacific Islands
- Through strategic price adjustments, I achieved a 28% growth in APAC/ME volume and a 42% increase in EBIT
- Additionally, I expanded distribution from 13 to 18 countries and developed 12 country brand plans.
Head Of Department
Asia Pacific Breweries (Singapore) Pte Ltd (Part of the HEINEKEN Company)
05.2015 - 10.2017
- As the Head of Archipelago Brewery, I have achieved significant milestones, including: Demonstrating effective leadership through open and transparent communication, which fostered a shared strategic vision for growth
- This approach led to a 22% increase in distribution, capturing 51% of the craft beer market in Singapore and an 18% rise in EBIT, with total revenue reaching S$5.5 million
- Communicating with impact and influence at all levels—internally with my boss, peers, and team, and externally with distributors, retailers, and end-users through public speaking
- I ensured the team was well-equipped with the necessary resources and support while implementing development programs to enhance their skills
- Additional key accomplishments include: Expanding the brewery's capacity and installing a new bottling line
- Reducing the cost of goods while enhancing the quality of the final product
- Introducing award-winning packaged beers to our portfolio, which received accolades for best design, best launch, and a gold medal for product excellence.
Director of Sales Marketing
Jobstar.net
12.2013 - 05.2015
- We founded a tech start-up that gained acceptance into the Garage Technology Accelerator program in Silicon Valley and received funding from the Singapore Government
- Our product, JobStar, was an interactive video recruitment screening tool designed for the hospitality, retail, and service sectors
- This no-cost service was adopted by over 400 companies across eight countries, including notable names such as Virgin Fitness, InterContinental Hotels Group, and Scoot Airlines.
Business Owner
Prince of Wales Backpacker Pub
02.2004 - 12.2013
- I founded and operated two successful hospitality venues in Singapore, including the Prince of Wales Backpacker Pub, a well-regarded live music venue and backpacker haven known for its direct import of Australian craft keg beer
- The pub achieved an annual sales revenue of S$1,900,000 and employed thirty staff members with three direct reports
- Ultimately, I sold the business to a local hospitality group
- Initiatives included: Conducted thorough market research to identify ideal locations, demographics, and competitors, enabling the selection of the best site for establishment
- Developed a comprehensive business plan focused on strategic, operational, financial, and sales objectives, along with a marketing strategy and sales plan aimed at engaging the community prior to opening
- Built strong relationships with a diverse array of suppliers throughout Singapore to ensure contract terms and product supply met demand
- Led a team of ten staff members to provide outstanding customer service and a distinctive experience, along with effective training, coaching, and hands-on leadership
- Oversaw all aspects of the business, including finance, marketing, and sales initiatives.
Brand Manager
Carlton & United Breweries
Melbourne, Australia
01.2003 - 01.2004
- I directly reported to the Vice President of APAC and developed and implemented comprehensive Below-the-Line programs for both the Horeca sector and off-premise channels, resulting in volume increases exceeding 10% across the APAC region
- These initiatives provided a strong return on investment for the marketing budget allocated to the area
- Additionally, I oversaw the Foster's sponsorship for the Malaysia Formula 1 Grand Prix.
Regional Sales Manager
Carlton & United Breweries
01.1998 - 01.2003
- Reporting directly to the Vice President of APAC, I leveraged my expertise in international trade and relationship management to expand distribution from 5 to 8 countries
- This effort resulted in a 14% increase in volume, rising from 29,496 HLs to 33,628 HLs, and contributed an additional AU$152,618 to EBIT
- The total revenue achieved was AU$5,231,022.
Key Account Executive
Carlton & United Breweries
Hong Kong SAR
01.1996 - 01.1998
- Achieved and exceeded sales targets for key accounts through effective planning and execution.
- Identified and pursued new business opportunities within existing key accounts to increase revenue streams.
- Monitored market trends and competitor activity to adjust account strategies accordingly.
- Increased profitability and revenue by identifying customer needs and determining appropriate offerings.
Education
Diploma - Marketing
University of Waikato
Skills
- Account Management
- Sales Management
- Strategic Planning
- Building and nurturing strong relationships
- Effective communication
- Team leadership
- Coaching and development
- Market share expansion
- Operational efficiencies
- Profit growth
- Retailer management
- Distributor management
- Trade-marketing activities
- Pricing structure adjustment
- Customer engagement
- Export sales management
- Brand development
- EBIT growth
- Distribution expansion
- Leadership
- Strategic vision
- Cost reduction
- Quality enhancement
- Market research
- Business planning
- Supplier relationship management
- Customer service
- Finance management
- Marketing initiatives
- Sales initiatives
- Brand management
- Below-the-Line programs
- Sponsorship management
- International trade
- Relationship management
- Key account management
- Account Retention
- KPI Tracking
- Proficient in [Software]
- Territory Management
- Solution selling
- Database Maintenance
- Market Penetration
- Contract Negotiations
- Trend Analysis
- Staff Recruiting
Certification
- Leadership Mindsets
- How to Inspire and Develop Your Direct Reports
- Business Development: Strategic Planning
- The Future of Work: The Necessary Skills of Your Future Workforce
- Following Up after a Sales Meeting
Timeline
National Sales Manager
Bevie Handcraft AU Pty Ltd
04.2023 - Current
Sales Account Manager
Bevie Handcraft AU Pty Ltd
11.2022 - 04.2023
Global Sales Manager
Dy-Mark Australia Pty Ltd
07.2020 - 11.2022
Sales Business Development Manager
Manildra Group
04.2019 - 10.2019
Export Sales Manager
Casella Family Brands
10.2017 - 04.2019
Head Of Department
Asia Pacific Breweries (Singapore) Pte Ltd (Part of the HEINEKEN Company)
05.2015 - 10.2017
Director of Sales Marketing
Jobstar.net
12.2013 - 05.2015
Business Owner
Prince of Wales Backpacker Pub
02.2004 - 12.2013
Brand Manager
Carlton & United Breweries
01.2003 - 01.2004
Regional Sales Manager
Carlton & United Breweries
01.1998 - 01.2003
Key Account Executive
Carlton & United Breweries
01.1996 - 01.1998
Diploma - Marketing
University of Waikato
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