Open To Work
Robb Abbott
Heidelberg,Australia
Work Preference
Summary
Results-driven Business Development and Key Account Manager skilled in developing and executing strategic business initiatives. Specializes in identifying operational improvements and leading change management efforts. Expertise in project management and strategic planning fosters organizational growth and profitability.
Overview
20
20
years of professional experience
Work History
Consultant and Sales Specialist
Torchbearers United Consulting
01.2020 - Current
- Consulted on sales strategy for Denmark-based plasma reactor start-up (Legend LegalGC)
- Provided personalized coaching sessions for sales team to enhance their understanding of SaaS sales strategies.
- Coached sales team one-on-one to strengthen sales strategy (Ray White, Berwick).
- Created marketing business plan and route to market for new brand of Australian-designed coffee machine (Mercury Nero).
- Developed business plan and roll-out schedule for Flour Mill project (Kyneton).
- Conducted one one-on-one whole of business development Wood Working School (David Cross Design).
- Torchbearers United Consulting was founded by industry professionals who recognised the need for personalised guidance to improve their skills and adapt to a changing work environment. Initially, the coaching service focused on sales and marketing with the Neuro Change Pathways method, but it has since expanded to include business development, client training, and personal development. Our team has 25 years of experience in teaching, learning, and development training, as well as a background in professional acting, performance, and the use of the neuro-change method. We offer all these services in one convenient location.
Consulting General Manager/Marketing Manager
Testapower
01.2022 - 01.2023
- Secured two major clients, doubling business revenue in six months.
- Onboarded new franchisees and developed training module to enhance franchisee readiness.
- I co-developed, procured and launched the 2022 range
- Procured and collaborated on development of new gaming tech range, including marketing assets.
- Delivered 60 Vending machines installed across Queensland and Victoria (including Planogram).
- Developed a new battery concept in collaboration with the engineering team., including marketing and marketing assets.
- Testapower is a well-known Australian manufacturer and distributor of high-end phone accessories.
National Business Development Manager (B2B) / Acting Marketing Manager
Avem Quirks Australia
01.2017 - 01.2022
- Roll out of coffee contract for Caltex Australia, leading to a further $12.5 million procurement and service contract.
- Developing a new service and procurement offer led to a $6 million Coffee Service Contract (Caltex Australia).
- I created a sales training and mentorship program for BDMs to ensure budget adherence and ongoing personal development.
- I designed and developed exclusive heating assets tailored to clients' needs (Patties Foods).
- Hosted 7-day client tour of P&C in London and conducted tour of the United States for an international trade event.
- Streamlined work and reporting by leveraging Microsoft 365 and Microsoft Dynamics tools.
- Completed over 42 flights annually for national meetings and field trips.
- Developed new copies and sitemaps for updated Avem Quirks website to enhance user experience.
Business Development Manager
Barista Technologies
01.2015 - 01.2017
- Market growth and budget were achieved in 8 months (4 months ahead of time).
- Executed launch of Puqpress for Mythos 1 and 2 Grinder in targeted markets.
- Developed marketing assets and pipeline for new products to enhance market readiness.
- Supported product launches across Victorian market, contributing to regional growth.
- Developing key account relationships for Petrol and Convenience stores.
- Delivered marketing and trade events to launch.
- Delivered training and after-sales support for products to ensure customer satisfaction.
- Created and developed a new brand ambassador program.
Senior Business Development Manager (B2B)
Nespresso Australia
01.2007 - 01.2015
- Nespresso Australia's B2B most awarded salesperson for 6 of 9 years (top salesperson), one-year top international salesperson.
- My 30 national key account clients created $3.2 million in sales, double any other BDM in the team.
- Developed marketing assets and sales plan for tower machine, driving sales of 2500 machines ($34.5M) (FRANCHISE)
- Led the team as pipeline specialist, creating a robust pipeline across all market channels.
- Created coaching, training, and development program for Nespresso's sales staff, enhancing their skills and performance.
- I contributed significantly to the growth of 15-40% year-over-year during my 9-year tenure.
- I developed the 'machines on trains programme', the first of its type in the world.
- Speaking at the Nespresso B2B symposium on new sales directions in Lucerne, Switzerland, 2013.
Education
Cert 4 Training and Assessment -
Australian Institute of Management
Sales Training – Advanced Sales Skills -
Krahammer Training Hong Kong
Science of Coffee -
Nespresso Australia Levels 1,2,3
Speak with Certainty – Persuade with Clarity -
Vivid Learning
Extensive Training and Assessment -
Train the Trainer- Gardner Rowland
Advanced Diploma in Human Relations/Admin -
Holmesglen College of TAFE
Management Skills -
Holmesglen College of TAFE
Apprenticeship of Cookery/Pastry Chef -
Box Hill TAFE
VCE -
Foster High School
Skills
- Sales
- Business development planning
- Sales planning
- Sales development
- Sales pipeline
- Customer relationship management
- Solutions-Based Selling
- Coaching
- Mentoring
- Client training
- Team leadership
- Project leadership
- Strategic planning
- General Management
- Franchise Planning
- Research
- Hospitality Management
- QSR
- FMCG
- Profit Forecasting
- Revenue growth
- Change management
- Business Transformation
- Implementation
- Program Development
- Project implementation
- Project coordination
- Business analysis
- Analytical thinking
- Customer relationship management
- Negotiation
- Marketing strategy
- Marketing planning
- Technology Knowledge
- Microsoft 365 Navision
- Salesforce
- SAP
- Sales Navigator
- Marapost
- Team collaboration
- Stakeholder engagement
- Client engagement
- Performance assessments
- Assessments
- Training development
- Staff management
- Effective communication
- Problem solving
- Strategic thinking
- Business presentation
- Growth management
- Budget management
- Client engagement
- Stakeholder engagement
- Team collaboration
- Growth management
- Performance assessments
Education And Professional Development
- Cert 4 Training and Assessment, Australian Institute of Management
- Sales Training – Advanced Sales Skills, Krahammer Training Hong Kong
- Science of Coffee, Nespresso Australia Levels 1,2,3
- Speak with Certainty – Persuade with Clarity, Vivid Learning
- Extensive Training and Assessment, Train the Trainer- Gardner Rowland
- Advanced Diploma in Human Relations/Admin, Holmesglen College of TAFE
- Management Skills, Holmesglen College of TAFE
- Apprenticeship of Cookery/Pastry Chef, Box Hill TAFE
- VCE, Foster High School
Key Strengths And Capabilities
- General Management expertise includes profit forecasting and business Development strategy planning.
- Coffee and beverage specialist including extensive program development and implementation.
- I have over 30 years of experience in hospitality management, QSR, FMCG and franchise planning and implementation.
- I possess a highly successful track record in business development and sales, having implemented proven strategies.
- I utilise research to procure high-quality, outperforming equipment as solutions for all channels.
- I navigate any negotiation easily and strive to achieve the best possible outcome.
- I specialise in business transformation, solutions-based selling, and building strong customer relationships.
- My marketing strategies and technology knowledge allow me to leverage them to drive sales.
- I coach and mentor individuals for personal and business development.
- I have extensive experience working with Salesforce, Sales Navigator, Marapost, Microsoft 365 Navision, and SAP.
Timeline
Consulting General Manager/Marketing Manager
Testapower
01.2022 - 01.2023
Consultant and Sales Specialist
Torchbearers United Consulting
01.2020 - Current
National Business Development Manager (B2B) / Acting Marketing Manager
Avem Quirks Australia
01.2017 - 01.2022
Business Development Manager
Barista Technologies
01.2015 - 01.2017
Senior Business Development Manager (B2B)
Nespresso Australia
01.2007 - 01.2015
Cert 4 Training and Assessment -
Australian Institute of Management
Sales Training – Advanced Sales Skills -
Krahammer Training Hong Kong
Science of Coffee -
Nespresso Australia Levels 1,2,3
Speak with Certainty – Persuade with Clarity -
Vivid Learning
Extensive Training and Assessment -
Train the Trainer- Gardner Rowland
Advanced Diploma in Human Relations/Admin -
Holmesglen College of TAFE
Management Skills -
Holmesglen College of TAFE
Apprenticeship of Cookery/Pastry Chef -
Box Hill TAFE
VCE -
Foster High School