Paul Leonard Phillips
Summary
Knowledgeable Business Development Manager with proven track record in driving sales growth and cultivating lasting client relationships. Demonstrated success in leading sales teams to meet and exceed targets, with notable achievements in expanding market share and enhancing customer satisfaction. Utilized strategic planning and effective communication to drive team performance and ensure consistent results.
Overview
31
31
years of professional experience
Work History
WA Sales Manager
Workfast Recruitment Australia
08.2024 - 06.2025
- Position Purpose: My role was to grow the WA Business by cold calling clients and building on the network of relationships I already had established in the market.
- Key Tasks:
- Business development and sales.
- Liaising with your contact network to negotiate contracts.
- Manage and grow existing client relationships.
- Regular site and client visits.
- Tender pricing and contract submission.
- Planning and managing of Tier 1 and Corporate level relationships for Workfast across WA.
- Development and growth of own account management and recruitment team.
Business Development Manager
WorkPac Group
04.2024 - 08.2024
- Position Purpose: To service and further develop the WorkPac client database for the purpose of obtaining temporary, fixed term and permanent placement job orders to the highest standard in line with companywide policies and procedures.
- Key Tasks:
- Develop and maintain a portfolio of clients for the purpose of obtaining temporary, fixed term and permanent placement job orders.
- Ensure regular call cycles for existing clients are maintained and active prospecting for new business is completed.
- Identify opportunities to enable growth within alternative areas for the Business Centre Team (BCT).
- Prepare and deliver quotes and presentations to clients on WorkPac’s range of products including identifying opportunities for and actively cross-selling all Target Markets.
- Create and manage client files in Chilli Max.
- Management of Client Profile Whiteboard including client leads and business growth priorities.
- Participate in budget setting and commit to achieving these targets.
- Attend start-ups where applicable to maintain contact with FTMs.
- Assist client and/or FTM with any assignment challenges.
- Maintain regular contact with placed FTMs to ensure a strong focus on FTM retention.
Business Centre Manager
WorkPac Group
10.2022 - 03.2024
- Position Purpose: To provide the leadership and sales focused management support necessary for the business to achieve the highest levels of sales growth and client service possible while at the same time improving the ratio of profitability to sales.
- The Business Centre Manager (BCM) is a strategic, business and sales orientated position. The BCM is fully accountable for the results, staffing and productivity of their team. Overall responsibility to ensure WorkPac’s contractual client relationships are serviced and developed with the purpose of growing temporary, fixed term and permanent job orders and managing placed FTMs on site in line with companywide policies and procedures.
- Key Performance:
- FY2022/23 Result for Perth Industrial & Professional Business Centre
- Profit / Loss
- Actual - $623,068
- Budget - $273,580
Business Development Manager
WorkPac Group
01.2020 - 09.2022
- Position Purpose: To service and further develop the WorkPac client database for the purpose of obtaining temporary, fixed term and permanent placement job orders to the highest standard in line with companywide policies and procedures.
- Key Tasks:
- Develop and maintain a portfolio of clients for the purpose of obtaining temporary, fixed term and permanent placement job orders.
- Ensure regular call cycles for existing clients are maintained and active prospecting for new business is completed.
- Identify opportunities to enable growth within alternative areas for the Business Centre Team (BCT).
- Prepare and deliver quotes and presentations to clients on WorkPac’s range of products including identifying opportunities for and actively cross-selling all Target Markets.
- Create and manage client files in Chilli Max.
- Management of Client Profile Whiteboard including client leads and business growth priorities.
- Participate in budget setting and commit to achieving these targets.
- Attend start-ups where applicable to maintain contact with FTMs.
- Assist client and/or FTM with any assignment challenges.
- Maintain regular contact with placed FTMs to ensure a strong focus on FTM retention.
Business Development Manager
CASF Australia – Suppliers Of DuPont Corian
07.2016 - 09.2019
- Position Purpose: I was employed by CASF to plan, develop and implement specific technical sales strategies to maximise the sales and profits for the company in WA. I was also required to provide market feedback to senior management in the support of ways to increase profit, ongoing improvement initiatives of our product and service offer to customers.
- My role also included bringing on new Corian OEM Fabricators. This involved technically training the fabricators to maintain the DuPont standard and auditing fabricators work to make sure they comply with manufacturing processes.
- My role also incorporated servicing Bunnings stores. I was responsible for merchandising and getting new POS into the Bunnings Warehouse stores. I was also responsible for product and technical training with each store’s Special Orders team as well as the In-Home Coordinators. My role also involved working with each store to be represented and display our products at the relevant Kitchen Night Events.
- Key Performances:
- 2017 Sales - $2.77m, 2018 Sales $3.37m (14% of national sales).
- Bunnings Sales – 2017 Sales - $186,201, 2018 Sales - $279,860.
WA State Sales Manager
Surteco Australia Pty Ltd.
05.2010 - 06.2016
- Position Purpose: I was employed by Surteco to start up the WA branch to distribute Surteco’s products throughout the state. This involved working closely with Star Track to establish a 3PL setup which had never been done previously by Surteco. I was responsible for developing, maintaining and expanding relationships with prospective and established customers by servicing existing business relationships and developing new business opportunities, in order to achieve the business goals and sales objectives. I was also responsible for inventory control and logistics. I was the sole full-time employee for this company in WA
- Key Performances:
- I have increased accounts from 12 initially to 140 now.
- 2010 sales were $1,625,322 or 109% on 2009.
- My first full year after sorting out teething issues was 2011 sales were 115% on 2010 or $1.84m.
- 2012 sales were $2m or 107% on 2011
- 2013 sales finished slightly lower than 2012 at $1.93m
- 2014 sales finished at 106% of budget and 114.5% on 2013 sales. $2.21m – Sales, $2m Budget
- 2015 sales finished at 120% of budget and 117.5% on 2014 sales. $2.6m – Sales, $2.16m Budget.
- Key Accountabilities:
- Meeting and exceeding monthly sales budgets.
- Maintain margins.
- Develop, implement and monitor call cycles with customers.
- Development of product knowledge.
- Plan managed sales activities.
- Maintain optimal efficiency and customer service.
- Maintain all of the companies OH & S principles including safe driving principles.
- Establishing new accounts.
- Inventory Management.
- Assisting with Logistics.
Territory Manager – Decorative Surfaces
Lincoln Group / Parbury Pty Ltd. (Alesco Corporation)
08.2005 - 04.2010
- Position Purpose: Responsible for developing, maintaining and expanding relationships with prospective and established customers by servicing existing business relationships and developing new business opportunities, in order to achieve the business goals and sales objectives.
- Key Performances:
- Sales Budget F08 - $2.42 million, I achieved $2.59 million or 106.8% of budget.
- Established a new client – Perth Plasterboard Centre. In F08 they purchased $215,228.
- Have worked hard to cement relationships with Precision Cabinet Makers, Kelmscott. In F08 they purchased $132,417 or approx $11,000 per month. I have now increased their sales to $32,244 per month.
- Key Accountabilities:
- Meeting and exceeding monthly sales budgets.
- Maintain margins.
- Develop, implement and monitor call cycles with customers.
- Development of product knowledge.
- Plan managed sales activities.
- Maintain optimal efficiency and customer service.
- Maintain all of companies OH & S principles including safe driving principles.
- Establish new accounts.
Leisure Manager (Midland Store)
K-Mart Australia
10.2002 - 08.2005
- Position Purpose: To maximise sales and profitability through effective merchandising in accordance with K-Mart standards and business direction.
- The Leisure Manager is required to maintain business disciplines and standards, and to implement business strategy as required through the effective training and management of team members. While Line Managers operate within the framework of K-Mart’s national guidelines, procedures and policies, they and their teams are empowered to develop operational plans and strategies that will optimise the performance of the store. K-Mart is committed to developing the appropriate skills to enable this empowerment in local decision-making. The Line Manager plays an important role in developing and maintaining a store culture that promotes leadership, learning and communication.
- Key Performances:
- 2004 Winner National Toy Competition – Largest increase in sales % on last year.
- Toys and Leisure - 11.25% sales increase on last year.
- Entertainment – 7.89% sales increase on last year. In comparison our region increase is 1.46%.
- Overall – 9.13% sales increase on last year. In comparison our region increase is 5.72%.
- Key Accountabilities include:
- To optimise store profitability and productivity through effective management of processes and resources.
- Lead and coach team members, developing individual team members to defined competence.
- Uphold K-Mart values, vision and behaviour.
- Ensure processes are performed efficiently and productively according to business guidelines (process illustrations and functional crossovers).
- Manage inventory in line with business direction – space to sales, match range to local customers needs, out of stock management.
- To accurately forecast, plan and prioritise work and resource requirements.
- Manage merchandise through product lifecycle and seasonality.
- Ensure consistent and acceptable presentation standards throughout the Sales area.
- Plan, quantify and co-ordinate all promotions activity.
- Apply pricing and ticketing standards.
- Foster a team culture, ensuring good communication and information sharing with team members; also provide feedback, advice and input to management team – work as an integrated team.
- Compliance to procedures, policies and standards: business and legislative.
- Manage a team of 30 staff.
Customer Service Team Leader (Joondalup Store)
K-Mart Australia
10.1994 - 02.2002
- During my employment at K-Mart Joondalup I held various positions being:
- Customer Service Team Member (Sound & Vision)
- Process Team Member (General Merchandise)
- Refit Team Member
- Full-Time: 40 hours over 5 days
- Key Accountabilities include:
- (Refit Team Member)
- Co-ordinate and implement new layouts.
- Assist in the implementation of new fittings and fixtures.
- Maintain high standards of merchandise display.
- Process Team Member
- Maintain high standards of merchandise display.
- Joint winner of statewide Disney Toy Story competition - a children’s video merchandise display promotion.
- Co-ordinate new stock lines, seasonal and major events layouts.
- Layout and Presentation of new stock lines.
- Maintenance of clearance (sale) items.
- Operational Procedures: maintaining pricing integrity, meeting advertising needs, maintaining stock holdings.
- Training of new staff to understand their roles and accountabilities.
- Customer Service Team Member
- Efficient and friendly customer service at counter and over the telephone.
- I have received five customer service awards (as attached).
- Efficient processing of sales.
- Processing of refunds and returns of merchandise.
- Nominated for 1997 K-Mart Young Retail Executive of the Year (Western Australia). One of eight nominees.
Education
Diploma of Business Management -
West Coast College of TAFE
01.2010
Certificate IV of Business Management - undefined
West Coast College of TAFE
01.2005
High School - undefined
Woodvale Senior High School
01.1994
Skills
- Microsoft Windows, Excel, Word
- Apple Products
- Salesforce and Citrix CRM
- Studied Challenger Sales
- Relationship building
- Goals and performance
- Client relationship management
- Sales tracking
- Account management
- New business development
Timeline
WA Sales Manager
Workfast Recruitment Australia
08.2024 - 06.2025
Business Development Manager
WorkPac Group
04.2024 - 08.2024
Business Centre Manager
WorkPac Group
10.2022 - 03.2024
Business Development Manager
WorkPac Group
01.2020 - 09.2022
Business Development Manager
CASF Australia – Suppliers Of DuPont Corian
07.2016 - 09.2019
WA State Sales Manager
Surteco Australia Pty Ltd.
05.2010 - 06.2016
Territory Manager – Decorative Surfaces
Lincoln Group / Parbury Pty Ltd. (Alesco Corporation)
08.2005 - 04.2010
Leisure Manager (Midland Store)
K-Mart Australia
10.2002 - 08.2005
Customer Service Team Leader (Joondalup Store)
K-Mart Australia
10.1994 - 02.2002
Certificate IV of Business Management - undefined
West Coast College of TAFE
High School - undefined
Woodvale Senior High School
Diploma of Business Management -
West Coast College of TAFE
New Leader & Performance Manager Courses
Completed the New Leader and Performance Management Courses through the Australian Institute of Management
Hobbies and Interests
President & Head Coach – Butler Little Athletics Club 2014/15, Vice President & Asst. Coach – Butler Little Athletics Club 2015/16, Vice President, Coach, Recorder – Butler Little Athletics Club 2016/17, Vice President and Centre Coach – Ridgewood Little Athletics Centre 2017/18, Treasurer & Arena Manager – Ridgewood Little Athletics Centre 2018/19 – 2019/2020, Chairperson – Ridgewood Little Athletics Centre – 2020/21 – 2022/23, 2025/26, Life Member – Ridgewood Little Athletics Centre 2023.
West Coast Eagles Supporter
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