Michael Berti

Manage dealership operations across captive locations and support non-captive dealers within the region

Drive commercial outcomes across both sales and services through an entrepreneurial, performance mindset grounded in The Scania Way

Deliver sustainable profitability through a joint focus on customer satisfaction and customer profitability, implementing, measuring and following up via a solutions based approach to business development

Accountable for the safe, efficient and profitable steering of all aspects of captive dealership operations, with a focus on maximising resource utilisation

Demand to Cash mindset to drive standards and step change improvements in working capital and the cash conversion cycle for both vehicle sales and debtor management

Implement dealership level operating standards in accordance with global DOS, DCS, CRM platforms and processes and additionally in alignment with local company and statutory requirements

Act as the brand ambassador for the Scania Brand within the region, manage key customer relationships, network with key stakeholders and work with the development of Corporate Social Responsibility initiatives within the region

Be the bridge between the retail and wholesale organisations, taking the customer voice to the Distributor and influencing our business models and value creation strategies

Key Achievements

Development of WA captive operation from loss making in 2015 to benchmark captive location in 2023 - 23% Service EBIT and 15% Retail EBIT

Sustained +10% market share performance in both WA and SA markets in one of the worlds most competitive heavy vehicle landscapes

Successful business case for creation of second captive dealership location and central warehouse in Perth metropolitan area (open date Q1 2025)

Profitability journey within the SA captive operation from breakeven in 2020 to 16% Service EBIT and 8% Retail EBIT in 2023

Nominated for and accepted into FEM2-2023 cohort

AOR Dealer Performance representative for Australia

Manage sales and distribution functions through various channels across the WA and SA region

Drive profitability through increasing customer sales conversion rates - increase testing performance and accuracy at the customer premises to convert sales opportunities

Maximise whole of life product opportunities through effective recycling strategies

Negotiate contracts and commercial agreements with customers and suppliers

Mentor and develop the sales organisation with a focus on value based selling

Set targets in accordance with company strategic objectives and follow up performance

Implement and drive accountability towards company policy around governance, safety and organisational development

Key Achievements

Successful conquest of Australia's largest motor vehicle dealership network, installing product (non-consignment) on contractual terms into more than 125 dealerships

Successful conquest of the regions largest franchise aftermarket automotive repair network, installing product on contractual terms into more than 50 locations

Managed the transition from local manufacturing to a fully imported product range with no loss of market share

Manage all aspects of commercial and industrial operation, including local manufacturing, sales, conversion and distribution

Directly responsible for sales and business development, management of existing and new customer relationships and commercial profitability

Negotiation of commercial and contractual terms within the region

Deliver efficiency improvements within industrial operation though maximising resource utilisation and minimising waste during manufacturing and conversion process

Launch new products to market, including local testing, customer focus group sessions, development of local marketing plan and sales and distribution strategy

Provide leadership to the regional team, ensuring alignment to company objectives and governance policy

Key Achievements

Successful conquest of WA's largest bedding manufacturer on contractual terms

Successful conquest of WA's most exclusive soft furnishings manufacturer

Reduced production waste by more than 10% and conversion waste by more than 15% via tailor made customer product solutions

Managed transition from local production to central supply and concurrently launched new product to market against locally made competitor offerings

• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
• Developed and maintained positive relationships with major clients within the region.
• Set sales strategy and targets, developed key performance indicators and implemented follow up methodology to drive performance outcomes
• Participated in sales calls with direct reports to coach sales representatives, strengthen customer relationships and uncover possible opportunities for growth
• Contributed to product ranging and marketing planning to ensure correct stock mix, inventory turn and customer engagement activity
• Deliver improved customer retention and share of wallet through high levels of customer satisfaction and customer loyalty programs
• Direct management of mobile sales team of 35 across 24 captive retail locations

Key Achievements

• Plan2Sell Sell2Plan sales strategy to enable business recovery following failed IT system integration and Distribution Centre relocation - delivered +100% improvement in daily sales within a 12 month period
• Development of channel strategy with dedicated specialist sales representatives to target capital equipment workshop sales

Various sales and operational positions - Area Sales Manager, Area Manager Country and Area Manager Metro