Phillipa Harper
Brisbane
Summary
Highly motivated team player with a track record of achieving and exceeding sales goals. Possesses excellent communication,
organizational and motivational skills. Experienced in developing business strategies and leading teams to successful outcomes.
Overview
2015
2015
years of professional experience
Work History
Sales Manager - Property Developer (QLD/NSW)
REA Group
01.2009 - 01.2015
- Company Overview: realestate.com.au
- Managed and developed a sales team of up to 10 Account Managers across QLD and NSW. More recently QLD only due to significant market growth.
- Managed sales team performance to a high achieving culture, exceeding target for each financial year.
- Conducted yearly performance reviews and regular “one on ones”, for coaching and development
- Oversaw account management of over 600 clients both agency and direct, managed directly by account managers & support staff
- Achieved significant client spend growth both directly and through the sales team, with existing and new clients via online subscription and display campaigns
- Oversaw campaign performance for key and new clients, including performance analysis and creative reviews
- Interviewed, hired, developed and performance managed account managers and support staff within both QLD and NSW markets
- Trained new and existing account managers in solution selling skills and also new display product suites
- Conducted team building events in both NSW and QLD
- Restructured sales team within first 12 months, creating an improved customer experience
- Conducted client entertainment with key and potential growth clients, including agency and direct
- Attended overseas client incentives trips, focused on building customer relationships
- Consistently developed and maintained strong relationship building with media agency staff, both offline and online
- Achieved accurate forecasting on a weekly basis within 1-2% of actual revenue results
- Demonstrated leadership in high level product decisions for launch of new website sections and product selling initiatives.
- Developed mobile product selling strategies including staff training modules, key events and speakers to encourage customer education and consultation.
- Demonstrated strong innovation outside sales by initiating an internship for local university students to work for REA Group
- Coordinated browser focused strategies for QLD site sections, including editorial contra deals, driving consumer engagement on a local level
- Event coordination, sponsorship management of the National and State based UDIA activities
- Consistently managed through corporate change at various levels
- Implemented new training modules for inductions
Agency Account Manager
REA Group
01.2007 - 01.2009
- Company Overview: realestate.com.au
- Increased sales by 200% + within first 12 months
- Increased number of new online non-property related advertisers in territory from 2 to 25 within 12 months
- Implemented training for new recruits
- Attended networking events such as Brisbane Advertising Association lunches, Interactive minds
Agency Account Manager
Brisbane News (News Ltd)
01.2005 - 01.2007
- Consistently exceeded sales targets for display advertising from ad agencies across all verticals including government, automotive, retail, lifestyle.
- Created new advertorial segments to introduce new business based around local news topics
- Promoted to 2IC within team to assist with management tasks
- Initiated and implemented the first online advertising campaign for Brisbane News
- Liaised with editorial for client promotional opportunities
Direct Account Manager
Brisbane News (News Ltd)
01.2003 - 01.2005
- Analyzed sales data to identify trends, opportunities and risks for clients and potential clients
- Consistently achieved and exceeded sales targets
- Client presentations and entertaining
- Collaborated and built relationships with cross-functional teams such as marketing, sales, creative and finance to meet customer needs.
- Generated and presented reports to senior management on account performance.
- Forecasted sales figures to gauge product and campaign success.
Sales Support Coordinator
Brisbane News (News Ltd)
2003 - 2003
- Supported the sales team with advertising administrative duties such as advertising bookings and proposals.
- Supported the sales team in achieving weekly and monthly sales targets through recognizing competitive opportunities within other media.
- Supported the sales team by liaising with clients directly for advertising creative on a weekly basis for the magazine through phone, email.
- Supported the sales team through updating the CRM systems with customer contact details and new sales opportunities.
- Supported both the editorial and advertising sales team by reviewing the magazine proofing pages each week before publication
- Assisted with distressed space selling
- Managed account managers portfolios while they were on leave
Advertising Sales Consultant
Queensland Newspapers (News Ltd)
01.2001 - 01.2003
- Call Centre Operator, taking up to 130 classified adverts per day
- Consistently exceeded sales targets for classified advertising
- Maintained a high level of customer service to new business and existing business clients
- 2IC within immediate team to assist with staff coaching and management
Education
Post Graduate Diploma - Advertising
QLD University of Technology
Brisbane, QLD11-2005
REA Group
Brisbane, Sydney07-2012
Bachelor Arts - Communications
University of New England
Armidale, NSW01.2000
Skills
- Excellent customer service skills
- Organisational skills
- Consultative solution selling & negotiation skills
- Sales team training
- Staff management
- Motivational skills
- Sales planning
- New business development
- Staff development, coaching and feedback experience
- High level of presentation and networking
- High level of advertising knowledge in online display campaigns, both from media and creative executions, including mobile
- Campaign reporting analysis, including desktop & mobile
- Database management skills
- Relationship building skills with both agency and direct clients
- Budgeting and client spend analysis
- Microsoft Office administration skills, Word, Excel, Power Point
- Performance management
Timeline
Sales Manager - Property Developer (QLD/NSW)
REA Group
01.2009 - 01.2015
Agency Account Manager
REA Group
01.2007 - 01.2009
Agency Account Manager
Brisbane News (News Ltd)
01.2005 - 01.2007
Direct Account Manager
Brisbane News (News Ltd)
01.2003 - 01.2005
Advertising Sales Consultant
Queensland Newspapers (News Ltd)
01.2001 - 01.2003
Sales Support Coordinator
Brisbane News (News Ltd)
2003 - 2003
Post Graduate Diploma - Advertising
QLD University of Technology
REA Group
Bachelor Arts - Communications
University of New England
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