Mathew Ursino
Wollongong,NSW
Summary
ENTHUSIASTIC | PASSIONATE | MOTIVATED
Results-driven Sales Manager bringing 10+ years of experience in FMCG sales. Skilled in developing lasting customer rapport based on knowledgeable support and consistent service. Proficient in developing and applying advanced marketing, prospecting and merchandising strategies to accomplish goals. Demonstrated success in building networks and supporting sales objectives. Selling is what I love to do.
Overview
13
13
years of professional experience
1
1
Certification
Work History
NSW Business Development Manager
Drink West
07.2023 - Current
- Conducted market research to identify potential opportunities for business growth.
- Identified new customers through pipelining, pre-qualification and territory analysis and management.
- Developed and implemented strategies to increase new customer acquisitions.
- Participated in industry and trade organizations to build industry and customer alliances.
- Met with sales and design departments to determine project road maps and create unique products to drive profitability and champion brand.
- Coordinated the launch of new products and services in the market place.
- Developed short-term and long-term vision and strategy to achieve targeted sales objectives.
- Mentored and internally promoted successful company sales and account management staff into leadership positions to drive company growth.
NSW Sales Manager
Garage Project
Sydney
02.2020 - 07.2023
- Collaborated with marketing team to create promotional materials for target customers.
- Maintained professional network of potential clients and business opportunities.
- Performed sales consultations and educated clients on products and services.
- Provided technical support for customers when needed, answering questions about our product portfolio & beer in general.
- Developed and significantly grew assigned territory 50% within first year.
- Worked interstate and consistently traveled back and forth from QLD & NSW
- Attended trade shows for in-person engagement and network building.
- Oversaw regional and local sales managers and staff.
Sales Manager
HMH Beverages / Boozebud
02.2017 - 01.2020
- Meeting monthly KPIS of 400k in sales/revenue
- Service over 200 active NSW accounts that spread all throughout Sydney, Wollongong, Newcastle and even touch base in the ACT once a month
- Manage distribution channels from start to finish and develop relationships with breweries, wineries and boutique distilleries from all across Australia
- Cold calls on Bars, Restaurants, hotels, craft pubs, independent bottle shops and key banner groups
- Build strong action plans and understand where and how to target trade investment to maximise ROI with key customers
- Prepare invoicing and estimates as well as weekly and monthly forecasts and reports
- Understanding & identifying key stakeholders both on and off premise whilst developing strong relationships and always maintaining commitment
- Manage all key clients including S&P liquor group, Liquor Stax
- Education and staying on trend on all up and coming products in beer, wine and spirits.
NSW Account Manager
Di Bella Coffee
06.2015 - 02.2017
- Responsible for managing over 40 accounts within the Di Bella portfolio
- Provide clients with a personalised service including- training staff on how to sell Di Bella products, ensuring machinery is maintained and organising stock and its delivery
- Meet and/or exceed KPIs and extensive sales/revenue targets
- Co-create marketing events, promotions and campaigns to boost sales and turnovers, as well as jointly establishing social media marketing and directions
- Co-ordinate / have oversight into all interactions with key clients including pricing reviews, product updates / development and new product rollouts
- Build internal relationships to support the effective development and management of whole of business objectives
- Establish and maintain cross functional relationships with key stakeholders internally and proven delivery of implementations and reports through maximising these relationships
- Develop and implement strategic sales and business development plans for each key account; developing customer focused strategies to continuously grow the business
- Prepare invoicing and estimates as well as weekly and monthly forecasts and reports
- Prepare and present client and project reviews.
Operations Manager
Retail Food Group
10.2011 - 06.2015
- Responsible in managing all staff operations including shift management and the supervision of floor staff
- Solely responsible for interviewing and hiring staff
- Head office point of contact for all administration at the company compromising of invoices, staffing and pay roll
- Ensured a safe work environment is maintained (WHS)
- Responsible for the management of all stock including distribution, rotation and ordering as well as maintaining stock control documentation
- Monitored KPI's
- In charge of all factory and machine maintenance including organizing, servicing and periodic checks
- Provided exceptional customer service and written and verbal communication with large companies on a daily basis including Donut King and Michel's Patisserie.
Education
Model Farms High School
01.2011
Skills
- Excellent communication, interpersonal skills and ability to establish positive working relationships with colleagues, clients and external stakeholders/partners
- Self-motivated with the ability to work autonomously and collaboratively as a team
- Excellent administrative and priority management skills
- Highly skilled in fostering commitment through negotiation skills, resolving conflict and creating relationships
- Dedicated to creating and implementing effective sales growth plans, marketing initiatives and achieving key strategic objectives based on KPI's
- Ability to cross-sell on other opportunities, products and services
- Efficient in the use of ICT, including both Mac and PC and Microsoft Office applications
- Proposal Development
- Sales and Market Development
- Superb Time Management
Certification
- Drivers License
- Nationally Recognized Forklift License (Class LF)
- First Aid Qualification
- Fire Safety Qualification
- RSA
References
- Jake Hauville, BoozeBud National Sales Manager, 048 821 8888
- Andy Harris, HMH Beverages, 0412 610 473
- Adam Holiday, Garage Project, 0468 573 137
- Luigi
Timeline
NSW Business Development Manager
Drink West
07.2023 - Current
NSW Sales Manager
Garage Project
02.2020 - 07.2023
Sales Manager
HMH Beverages / Boozebud
02.2017 - 01.2020
NSW Account Manager
Di Bella Coffee
06.2015 - 02.2017
Operations Manager
Retail Food Group
10.2011 - 06.2015
Model Farms High School
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