Matt Gigney

Company Overview: Rino Recycling processes Construction and Demolition waste, and provides recycled product to the civil construction industry. This allows a high value option to reduce environmental impacts.

The Commercial Manager role managed various functions of the business including Sales, Transport and Weighbridge.

Achievements

• Secured major civil agreement value $3M
• Managed 14 staff across 3 functional areas
• Reduced 3 x FTEs whilst maintaining productivity
• Deployed program that drove discipline for critical preventative maintenance for key plant assets

Company Overview: REMONDIS is a global provider of environmental solutions, resources recovery and waste services.

Managed the state Sales teams including Commercial and Industrial, Liquids and Landfill resources. Responsible for budget control and achieving sales targets.

Sales team included Major Account Manager, Area Sales Managers and Inside Sales Representatives, so a broad spectrum of talents and requirements. Coaching of staff involved cold calling, tender support and sales education.

Achievements

• Managed 12+ staff across divisions including Field Sales, Major Account Managers and Internal Sales staff
• Won major Government and Private Sector RFPs circa $10M in past 12 months
• Achieved budget for FY22/23
• New Business budget is $15M
• Portfolio budget is $60M
• Constructed sales budget and business budget with senior Finance team for 22/23 and 23/24
• Rebuilt Sales team after significant turnover prior to commencement and as part of my initial stages of tenure
• Successful deployment of major account rate adjustments in January and July each year. Maintained business target of 90% “stickiness” to portfolio
• Assist with Finance to design 3+9 and 6+6 Budget forecasting
• Developed Sales Team prospecting models including PPC and Letterbox Drops with uplift of revenue circa 120%
• Revenue Protection model deployed that aligns forecast versus billed revenue, thus ensuring 100% portfolio preservation

Managed Client Manager team within Global Express division. Focus on building relationships and to foster the supply chain of domestic distribution channels.

Contracts and solutions include logistics and supply chain models including options for air, road, sea and rail transport.

Achievements

• Responsible for team of 5 staff to drive, defend and build portfolio of Major Accounts in Queensland
• Successful RFP win of circa $20M
• Manage team portfolio of $50M+ pa

Key responsibility is the project to drive service delivery for major national Toll client within Global Express. Contract was at risk, so developed a project to satisfy customer needs and deliver a profitable service(value of contract circa $5M).Successful implementation of KPIs resulted in maintaining commercial business.

Achievements

• Portfolio managed was $12M
• Built schedule for Peak Season distribution and supply chain (value approx. $2M)
• Instigated opportunity for New Business (value $400k p.a.)
• Identified significant delivery performance gaps and built model to correct (DIFOT from
• Drove account penetration to have relationships with all divisions of customer (CEO, CFO, CIO, COO, Procurement)

Company Overview: Santa Fe Relocation Services is a provider of Global Mobility services across 60 countries. Major clients include Rio Tinto, Coca Cola and Coles. Santa Fe purchased Wridgways in 2012.

Key responsibilities involved the business development of “greenfields” clients in Queensland. Santa Fe presence in Queensland at that time was minimal due to no Business Development role for previous3 years, and also the purchase of Wridgways by Santa Fe was not strongly marketed. Part of my role included building a Sales and Marketing strategy including sponsorship, media, building sales plan, and CRM rebuild.

Travelled to Belgium in 2015 to participate in Global Sales Conference, including development of Sales Plan for Santa Fe Group APAC.

Achievements

• Development of significant pipeline ($4M) in 6 months
• Prospecting of major clients, including entry to multiple RFP’s with total value of $3M+
• Cultivation of cross-business solutions with numerous customers
• Relationship built with new client and warm introduction to UK branch, with Global Contract to be built and implemented – value $250k

Key responsibilities involved being the dedicated Major Account Manage for one of the premier Toll clients (custom circa $28M p.a.).

Achievements

• Built schedule for Peak Season distribution and supply chain (value approx. $2M)
• Instigated opportunity for New Business (value $400k p.a.)
• Identified significant delivery performance gaps and built model to correct (DIFOT from

Company Overview: Australia Post is a major Government Business Enterprise which recorded10/11 FY profit of $332M. It provides a vast range of products and services to the Australian public at 4,000+ retail outlets, online or via Call Centres.

Key responsibilities included managing senior portfolio at a time of significant restructure. Preparing and delivering sales presentations to senior stakeholders, managing end-to-end tender process, mentoring staff and implementing initiatives/strategies to drive new business.

Achievements

• Managed portfolio of top end accounts, value circa $40M
• Increased portfolio revenue by 5%+
• Won New Business of $1.5M for Q1 and Q2 of FY 11/12 (target $450k)
• Managed the renewal of a multi-channel solution (value $8M)
• Partnered with client marketing team to understand brand strategy, then built multi-faceted communications project that maximized ROI for client and provided $400k revenue
• Identified capability gap with incumbent and provided value proposition for alternate solution which created $1.5M new revenue
• Developed national communications strategy for client that reached 1.6M members and drove $700k new business

Key roles and responsibilities included engaging with stakeholders, ensuring customer retention and revenue streams, identifying opportunities to cross-sell and increase customer base. Develop and implement account plans, meet annual budget targets, drive account penetration and develop strategic alliances.

Key roles and responsibilities included investigating criminal offences committed against Australia Post, compiled Briefs of Evidence for prosecution in courts of law, developed effective relationships with wide network including law enforcement bodies, conducted training to field staff, performed presentations to senior bodies.

Key roles and responsibilities included managing several retail outlets, developing new project team, budget control, revenue development and staff management.