Philip Carpenter
Stirling,Australia
Summary
Drives sales with strong planogram and business planning Long term career in FMCG sales, working with key brands including Blackmores, Thursday Plantation and Thompson’s. Successfully managed and developed territory portfolios. Met sales targets through strong attention to detail ensuring maximum visual impact and optimum shelf availability through well-developed merchandising techniques. Strong customer service focus, refined skills in negotiation, initiating connections and identifying the needs of the customers, developing joint business plans aware of specific demographics, competitors and market trends. Experienced with regional and remote customers, implements effective call cycles involving significant travel distances. Professional front face of the organisation with strong planning and organisational skills. Qualified and successful photographer – with a strong eye for effective design, builds trust quickly understanding customer’s needs and wants.
Overview
17
17
years of professional experience
Work History
Account Manager (Retail)
Perth Health
03.2022 - Current
- Manage and grow sales for Perth Health banner which includes over 4,000 products, primarily Caruso’s range of vitamin supplements
- Introducing and training new products to accounts
- Maintaining shelf presence through updating POG. By using IQVIA data, to obtain additional space.
- Drive new business acquisition through targeted relationship-building and market analysis
Account Manager (Retail)
Integria
04.2021 - 11.2021
- Reporting to the National Field Manager, appointed to manage and promote Integria’s full range to 400 accounts across Western Australia including pharmacies, health food Singh group, Farmer Jacks and IGA stores.
- Successfully engaged with Store Managers to develop specific planograms. Developed individual business plan and planograms for 20+ stores, increasing sales by 15-20% over 7-month period.
- Met annual target for new line distribution by over 20% within 7 months, developing effective journey plans including cycle calls every 12 weeks.
- Effectively used IMS data to capture instore opportunities and improve sales in underperforming stores by identifying the gaps.
- Increased basket buys and stores buying power through presentation of sections, using merchandising techniques and understanding seasonal changes and promoting companion selling. Sales increase averaged at 20% across all stores.
- Winner of Integra’s National Winter Promotion 2021 for best display. Initiated and established permanent end display for Busy Bee Discount Pharmacy & Wholefoods Market, increasing sales by 25%.
Territory Manager (WA, regional)
Lions LTD
06.2019 - 04.2021
- Reporting to CEO, responsible for growth and development of hardware sales throughout the State. Promoted hardware, camping and automotive equipment to retailers, including Mitre 10, Bunnings, True Value, camping stores and independent retailers.
- Implemented full range planograms into independent hardwares resulting in 6000+ new line distribution points. Serviced existing accounts and gained 21 new accounts.
- Managed territory plans including customer call cycles and sales plans, ensuring regular contact with all clients. Identified key clients, clients effected by seasonal patterns and remote clients.
- Implemented national agreed planograms to Bunnings, promoting concept of the full range of Lion products increasing sales over 20%, through increased basket buys, increased customer satisfaction with no out of stocks.
Qualified Photographer
Unity Photography
01.2011 - 01.2020
- Qualified photographer manages successful small business providing quality photography for weddings and corporate events.
- Managed a 38 people bridal party, ensuring group and individual photos met customer’s requirements and captured the essence of the day with over 500 guests.
- Official photographer -Cricket Stars - cricket event attended by 150 people hosted by Dennis Lillee, Rod Marsh and Michael Thompson.
- Official photographer for Oz Rock; Music Event starring Icehouse, James Reyne, Diesel and Ross Wilson.
Customer Business Manager
Blackmores
01.2009 - 01.2019
- Reported to State Manager, promoted due to strong industry knowledge. Appointed to increase net sales through core business channels within the territory.
- Achieved monthly and quarterly targets by developing effective planograms focusing on the top selling lines in each store, changing to suit seasons. Stores adopting the planogram increased sales by 10-30%.
- Developed customer question cheat sheet to engage new and existing customers by identifying current issues for resolution. Initiated use of the questionnaire state-wide and adopted by the National Sales Manager for use nationally.
- Established regular training for stores, including gala nights with 100-150 guests. Provided one on one training to individuals and small groups promoting product knowledge and the benefits of companion selling.
- Implemented an off-location drive in Coles and Woolworths, resulting in over 50 stores keeping displays ongoing with no cost to Blackmores. Blackmores gained a 44% share of the WA category.
- Ensured all customer information and competitor insight was accurately recorded on CRM.
- Winner of the “Percentage increase in sales and space” for Blackmores nationally, with winter display at Friendlies Pharmacy, Wanneroo gaining 1.2 metres x 8 shelves overall a 10 metres space gain. This resulted in the store winning a $10 000 National prize, growing 42 percent and the first store in WA to achieve $100 000 YTD.
Skills
- Territory Management
- Sales Targets and KPI
- National Sales Strategies
- Planograms
- Account Management
- New Product Training
- Merchandising
- Cold Calling
- Client Management
- CRM Reporting
- Market Analysis
- Business Plans
- Customer Call Cycles
- Business Development
- MS Office
- CRM Applications
- Power BI
- IMS Data
- PDAs
- CPwerx
- JDE Edwards
References
Andre Nigel Ghouse, Critical Care Nurse, Fiona Stanley Hospital, thesatayman@bigpond.com, 0413 730 879
Timeline
Account Manager (Retail)
Perth Health
03.2022 - Current
Account Manager (Retail)
Integria
04.2021 - 11.2021
Territory Manager (WA, regional)
Lions LTD
06.2019 - 04.2021
Qualified Photographer
Unity Photography
01.2011 - 01.2020
Customer Business Manager
Blackmores
01.2009 - 01.2019