PAUL WALKER
Sandringham
Summary
Summary Statement. Much of my career to date has been in senior sales and marketing roles in manufacturing organisations. My experience and learnings have led me to some key guiding principles around people management, internal and external, that have consistently delivered the strong results I am able to deliver. Having spent six years in a Business Unit Management Role I am also very familiar and comfortable with the operational aspects of a business and would factor this learning into my overall success. My MBA, majoring in Marketing and HR, has assisted in my understanding and contribution to the broader business and again has helped my development within the businesses I am employed. Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.
Overview
32
32
years of professional experience
Work History
National Procurement Manager
Nutrien Ag Solutions
10.2018 - Current
- General Merchandise
- Business size - $430M
- Initially employed with Ruralco, one of Australia’s largest Ag supplies businesses incorporating a mix of corporate and independently owned rural supplies businesses along with a dedicated water business
- Ruralco was purchased by Nutrien in November 2019 combining the brands or Ruralco and Landmark into Nutrien a global player in the Ag space
- Employment Mandate
- Supplier consolidation
- Business alignment – Ruralco & Landmark to Nutrien
- GP Margin $ and % growth
- Category development
- Achievements
- Reduced supplier numbers by over 50%
- Net margin growth of double digits
- Introduced exclusive ranges
- Directed relevant volumes into DCs.
General Manager
Davey Water Products
01.2017 - 10.2018
- Sales
- Business size - $180M 9 direct reports – State Managers, Business Development, Key Account Management, Customer service
- 35 Indirect
- Davey water products is an 80-year-old Australian business whose main business is in the manufacture and supply of water pumps
- The main use for these products is in domestic households such as water tanks and pool, and in the commercial channel with anything delivering water to crops, livestock, sporting fields and fire prevention
- They operate through a combination of distributors with a growing business in the direct supply to major commercial projects
- Employment Mandate
- Revenue and operating profit growth
- Structure review
- Channel expansion
- Achievements
- Secured private label pool category with reece
- Restructured business into project / commercial channel
- Double digit margin growth
- Reinvented pricing rules and approach
- Introduced Business Development and Key Account Structure
Country Manager
Lixil Water Technology Group
07.2012 - 01.2017
- Business Size $270M 8 direct reports – State Managers, Procurement, Product Management, Supply chain
- 6 indirect reports
- Lixil is a large global business operating in the construction and building space, categories include Kitchen and Bathroom, Windows, building cladding and Retail DIY outlets
- The ANZ business is centred within the Kitchen and bathroom category with an exclusive supply relationship with Reece which equated to 65% of the total business
- Employment Mandate
- Revenue and operating profit growth
- New product introduction
- R&D - Product Management & supply chain
- Commercial engagement
- Achievements
- Double digit growth in revenue and margin
- Redeployment of sales resource to project channels
- American Standard brand introduction
- Grohe distribution expansion.
National Sales Manager
Methven Australia
10.2008 - 07.2012
- Business Size - $104M 5 Direct reports – State Managers / 15 indirect
- Methven is a specialty supplier of quality shower and tapware products operating in the premium end of the market
- They use the Flexispray brand as an exclusive brand offer to Bunnings which has grown to a significant part of their overall business
- They mainly operate through a network of distributors but do now spend time influencing brand selection with appropriate builders and hoteliers
- Employment Mandate
- National revenue, margin and expense management
- Grow commercial channel
- Look for new channels to market
- ACHIEVEMENTS
- Established sales structure in line with strategy
- Renegotiated all trading agreements in line with strategy
- Moved business from primary retail to primary commercial
- Reinvented pricing structure
- Revenue growth of 11%
- Margin growth 3% points
Business Unit Manager
GWA Bathroom & Kitchen
03.2002 - 08.2008
- Business Size - $260M 7 direct reports – Marketing, Product Management, Procurement, and Distribution
- GWA is Australia’s largest supplier of Bathroom and Kitchen products under brands such as Caroma, Dorf, Clark and radiant
- They have over the past five years exited domestic manufacturing and fostered strong supply relationships with offshore partners
- They spend a significant amount of time influencing specifications which is traditionally supplied through a network of plumbing and retail businesses
- They have also exited non-core businesses such as door furniture and hot water units
- Employment Mandate
- Overview of all Australian based Kitchen & Laundry activities
- Employment of direct staff and integration with all GWA B&K Sales & Marketing resource
- Directly manage all key internal and external relationships
- Re-establish business in Kitchen and Electrical channel
- Product range management via local and international sources
- Factory relocation to Thailand
- Achievements
- Resurrected the Kitchen & Laundry business in GWA
- Relaunched brand position
- Secured new business in new channel – Electrical / Cabinetmakers
- Consolidation of range and brand architecture
- Successful new product development for existing and new channels
- Secured dominant position in sinks with Bunning’s
- Revenue growth 50% (2 years)
- Margin growth 13
National Sales Manager
KOHLER CO
01.1995 - 03.2002
- Business size - $230M 5 Direct reports – State Management, Customer Service / 20 indirect
- Kohler Company is a large global business operating in the Kitchen and Bathroom, Air conditioning, Engines and Golf course channels
- They purchased the business of Englefield, a significant manufacturer of Baths, Spas, shower enclosures and vanities to offer a complete bathroom offer in the ANZ market and improve their skills and knowledge on acrylic products globally
- Operating through exclusive and non-exclusive distributor relationships and influencing specifications with appropriate builders and developers
- Employments Mandate:
- Overview of all Australian based Kohler Sales activities
- Leading the expansion of the business and the development of the Sales organisation
- Maintain strong relationships with major stakeholders at a senior level
- Negotiation and implementation of all Trading Agreements
- Performance of Australian based sales & margin activities
- Implementation of Limited Distribution Policy on Kohler Brand
- Internal, Department
- Achievements:
- Double digit revenue and margin growth
- Successfully amalgamated Kohler and Englefield personnel
- Re-branding of Englefield product range
- Implementation of Kohler Australia distribution policy
- Establish effective sale’s organisational structure for Kohler Australia
State Manager
EMAIL LIMITED – BUILDING PRODUCTS GROUP
07.1992 - 01.1995
- Business Size - $78M
- Direct reports 5 – Sales Management, Finance, Customer Service, Warehouse and Distribution
- 8 Indirect
- Email was comprised of two divisions being Building Products and Major Appliances operating through plumbing, retail, cabinetmakers and DIY channels across NSW and nationally
- Strong relationships and understanding of consumer purchase hierarchy was the foundations of the success of the business
- Employment Mandate
- Maintain profitable operation of the State Sales team
- Represent the brands of Dorf tapware, Clark stainless steel, Beautyware porcelain steel baths and Donson tapware across the state of NSW
- Provide efficient support structure for the customers across all product categories and markets (Trade, Retail, and Commercial)
- Utilise client accrued co-operative advertising rebates
- Establish sales budgets by territory; maintain budgeted margin levels.
Education
MBA - Marketing / Human Resources
University of New England
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Crellin Training Group - Human Synergistics - undefined
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Email Limited Training Centre
Advanced Certificate in Management - undefined
St. George College of T.A.F.E
1998
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Cardinal Newmans
1981
Skills
- COMPUTER SKILLS:
- Proficient in all Microsoft applications
- Active Listening
- Dependable and Responsible
- Organization and Time Management
- Critical Thinking
- Problem-Solving
Additional Information
- ACHIEVEMENTS: , Combined the sales teams of Dorf tapware, Clark stainless steel, Donson tapware and Beautyware. Maintained market leadership in a market that was progressively deregulated encouraging an explosion in offshore suppliers
Timeline
National Procurement Manager
Nutrien Ag Solutions
10.2018 - Current
General Manager
Davey Water Products
01.2017 - 10.2018
Country Manager
Lixil Water Technology Group
07.2012 - 01.2017
National Sales Manager
Methven Australia
10.2008 - 07.2012
Business Unit Manager
GWA Bathroom & Kitchen
03.2002 - 08.2008
National Sales Manager
KOHLER CO
01.1995 - 03.2002
State Manager
EMAIL LIMITED – BUILDING PRODUCTS GROUP
07.1992 - 01.1995
MBA - Marketing / Human Resources
University of New England
Crellin Training Group - Human Synergistics - undefined
undefined
Email Limited Training Centre
Advanced Certificate in Management - undefined
St. George College of T.A.F.E
undefined
Cardinal Newmans
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