Rachael Gaut

National Sales Account Manager - New Era Cap Australia (Melbourne, Victoria)

November 2022 – Current

In this fast paced, challenging role, my love of data and sales analytics, effective team management and interpersonal and organizational skills were key to my success in inspiring and developing a high performing sales team and achieving targets.

Polished analytical skills and the ability to interpret data were essential to the success in this role enabling me to lead on and present compelling strategic sales plans; driving growth and bring teams together.

In this role I played a pivotal role in managing relationships and driving sales growth with our strategic partners to deliver on a sales portfolio in excess of double-digit millions across the Australian market.

Key achievements:

· Delivered on 2023 target with a strong second half plugging an $8M gap to target.

· Worked with Business Intelligence to deliver Budget and Forecasting Analytical Models to project, analyze and monitor sales trends and customer product profiling

· Developed analytical models with data visuals to provide evidence based data to drive growth and steer key account decision making and planning for best brand results.

· Developed a CRM platform that supported effective sales team management by providing tools to foster best practice; a toolkit that supported sales growth, strengthened our business relationships by raising our customer service standards, developing and enhancing the business acumen of sales team members

· Initiated and collaborated with internal stake holders to bring cross functional teams together and better track and manage porjects by implementing Monday Boards platform.

· Poject managed the launch of New Era B2B platform roll out across the largest Key Account in the New Zealand region in collaboration with NZ Sales Agent

· Contribute to marketing an annual operating plan in collaboration with the Executive Leadership Team.

• Development of seasonal ranges in collaboration with international and local suppliers, communicating all production needs, design and quality details.
• Traveled internationally to source ranging inspiration, meet with suppliers and research market trends, particularly within the Asian and European markets.
• Used commercial skills combined with analysis of customer needs and market research to direct long term strategic growth.
• Presented ranges nationwide at fashion shows and exhibitions to successfully range the Arcadia brand into 63 boutique stores nationally.
• Led and managed a team of National Sales Agents to drive wholesale and managed key independent accounts.
• Established a branded concept retail store, managed, trained and supported retail staff in product knowledge and sales techniques so as to drive sell through and meet customer needs.
• Resolved issues quickly through meticulous research and decisive, courageous leadership decisions.
• Kept records for production forecasting, to maintain inventory supply, income and expenses.
• Kept up-to-date on regulatory changes affecting business operations.
• Devised business and marketing plans and prepared monthly financial reports.
• Set pricing structures according to market analytics, sell through data and emerging market trends.

• Possess an adept understanding of managing National Key Accounts within Australia including market leaders: Kmart, Target, Big W, Myer and David Jones.
• Effectively developed strong B2B relationships with commitment and dedication to excellence in customer service.
• Oversaw new product rollouts and program changes.
• Grew brand awareness by increasing market penetration through effective product placement, market segmentation and customer-focused approaches.
• Pro-actively identified and solved complex problems impacting sales and business direction.
• Monitored trends in customer industries and marketplaces to shape sales methods.
• Created new product penetration and retail market opportunities to improve bottom-line profits.
• Gathered and modeled sales data to uncover trends and adjust strategies to capitalize on latest information.
• Authored intensive sales reports on product categories to recommend detailed plans and implement through marketing and promotional programs.

• Developed relationships and presented seasonal ranges to National buyers across Myer and Sportsco.
• Managed customer accounts to attain sales goals and distribution targets.
• Liaised with the National Sales Director to develop market analysis, sales strategies and promotional activities.
• Developed solid connections with customers to promote products.
• Expanded business, developed revenue and managed market gains.
• Aligned procedures and protocols with changing business demands.
• Analyzed statistics to identify sales potential and inventory requirements.
• Developed targeted promotions to drive consumer awareness and business.
• Implemented sales techniques to grow territory.
• Analyzed potential sales opportunities and call plan.
• Educated customers on product features and use to provide optimal service.
• Researched and analyzed data and reports to identify trends and optimal sales strategies.
• Prospected, identified and cultivated relationships with contacts to promote product lines and solutions.
• Liaised with clients and product development team to recommend product improvements.
• Created sales forecasts, tracked performance metrics, and identified opportunities for growth.