Steven Spilly
Sydney,NSW
Summary
Proven, motivated sales professional with over twenty years' experience across Advertising, E-Commerce and MarTech industries. Seeking revenue focussed role within growth oriented company.
Overview
29
29
years of professional experience
Work History
Account Director, Channel & Enterprise
Foundry / IDG
02.2022 - Current
- Developed client base in Enterprise team, comprising mostly of NNL's.
- Promoted to Channel team in Jan 2023, while retaining key Enterprise accounts.
- Sold full service Martech solutions including Intent, media, events, lead gen, services and content creation / syndication.
- Regularly received quarterly award for highest sales activity levels as measured by client meetings and presentations within 6 months.
- Applied business and marketing knowledge to develop briefs and pitches for clients and agencies.
- Regularly exceeded quarterly and annual revenue targets.
- Generated highest number of NNL's within ANZ commercial team.
- Developed relationships with leading tech vendors across both Channel and Enterprise.
- Instrumental in commercial launch of Intent marketing as both SaaS and managed service in ANZ.
- Have achieved the highest individual revenue within ANZ commercial team for 2023.
- Developed and presented integrated, multilayered campaigns to suit client objectives and ensure KPI's and ROI targets are met.
Sales Director APAC
Tech Lead Gen
02.2012 - 11.2021
- Established company presence in ANZ with offices setup in North Sydney and Chatswood
- Built 60-seat call centre and data centre in The Philippines through JV with local partner.
- Generated and managed client base in ANZ comprising of IT Publishers, Advertising Agencies, and IT vendors.
- Built revenue stream of >$3mil in first year with strong, ongoing growth.
- Achieved profitability in ANZ within 4 months of launch.
- Developed lead generation strategy to create over 2,000 leads delivered per month ranging from business card leads to BANT qualified and appointment setting leads.
- Built and maintained loyal, long-term client relationships through effective account management.
- Established clear performance goals and metrics for revenue, P&L, customer service and customer retention
- Worked with clients to develop lead generation campaigns to ensure high conversion rates campaign renewal rates.
- Monitored supplier operations to verify quality and deliverables in keeping with contract specifications.
- Mitigated regulatory risks by overseeing compliance visits and adhering to GDRP.
Global E-Commerce Manager
Lonely Planet Publications
05.2005 - 11.2011
- Full P&L responsibility for the e-commerce business unit
- Responsible for meeting revenue targets globally and for US, EMEA, and APAC regions.
- Increased revenue for print products sold online by over 300%.
- Introduced new revenue stream through digital products sales which saw increase in overall revenue of over 150%.
- Achieved significant increase in profitability through improved efficiencies & integration, direct-to-consumer sales, and reduced COGs from transition from print to digital revenue streams.
- Managed project to re-launch of e-commerce website though partnership with US based technology partner.
- Forged partnerships with online content providers including Google, Yahoo!, NineMSN and Expedia.
- Managed project to digitize full range of LP guidebooks to enable purchase of digital chapters and custom digital guidebooks.
- Managed 4 customer service staff and 2 content managers across 3 regions.
- Travelled to US & UK regularly to drive business strategy and customer service outreach.
- Conducted job interviews and led employee performance evaluations to reward top performers
- Reviewed sales reports and website analytics to maximise site traffic, conversion, and customer experience.
- Represented company in trade shows and expos.
General Manager
PC Advantage / PC Auction (Marshall Investments)
03.2003 - 04.2005
- Reported to BOD of holding company Marshall Investments.
- Restructured recent acquisition PC Auction to setup virtual inventory and drop-shipping model to eliminate physical stock holding.
- Launched fixed price E-Commerce site, PC Advantage which achieved profitability within 2 months.
- Full P&L responsibility for both PC Auction and PC Advantage business units.
- Doubled overall revenue within 6 months.
- Reduced operating costs by over 80%.
- Generated high yield advertising revenue from IT vendors and manufacturers.
- Tracked website performance and monthly sales to generate reports for business development and planning
- Worked with CFO of holding company to present monthly and quarterly reports to BOD.
Co-Founder & Managing Director
E-Store
12.1998 - 03.2003
- Assisted with generating seed funding through private investors locally and in the US.
- Launched Australia's first online-only retail website with an initial product range of >120,000 IT products.
- Partnered with leading IT vendors and distributors to establish virtual inventory and drop-shipping model, an industry first in Australia.
- Expanded product range to include consumer electronics, mobile phones, sporting goods, and whitegoods.
- Launched site within 3 months of inception with >$120K in revenue in first month of trading, with growth to >$400K p/m within 3 months.
- Built peak revenues of $1.6m per month and over $17m p.a.
- Achieved profitability within 6 months of launch.
- Oversaw PR and marketing to promote company awareness and branding, including hosting press conferences and interviews.
- Oversaw advertising sales in conjunction with Ad Sales exec which generated >$2m p.a of high margin revenue.
- Sold company to NASDAQ listed World Callnet Inc in 2003, which included 6-month management transition contract.
Sales Director
DWR Publishing
06.1998 - 12.1998
- Launched Computer Reseller News (CRN) publication in Australia.
- Managed advertising revenue for existing publications IT News and WindowsNT.
- Surpassed incumbent IT Channel publication (ARN) as the industry leader within 4 months of launch (as measured by ad pages).
- Motivated sales team of 7 direct reports by setting daily, weekly, and monthly goals with incentives and rewards.
- Achieved highest ever advertising revenue for the company.
- Established online advertising revenue streams.
National Sales Manager
APN Computing Group
03.1995 - 06.1998
- Promoted from Account Manager to National Ad Sales Manager within 6 months after consistently achieving highest individual sales revenue within company
- Generated advertising revenue through cold calling, presentations and face-to-face meetings with IT advertisers and agencies.
- Managed and motivated team of 4 sales staff across 3 publications - PCMagazine, PCWeek and FamilyPC magazines
- Worked with Editorial teams locally and in US to ensure a coordinated advertising and content strategy
- Assisted with the launch of ZDNet to introduce online advertising sales.
- Supplemented print advertising revenue with online, niche publication, newspaper inserts, direct mail, and list rentals.
- Managed and retained existing client accounts including 12 large advertising agency accounts and up to 60 direct advertisers
- Developed tool to track and monitor sales opportunities, deals in progress, and completed contracts
- Generated unprecedented growth through net new logos.
- Consistently received company employee performance award after achieving and maintaining record sales levels.
National Ad Sales Manager, Your Computer Magazine
Federal publishing
06.1994 - 02.1995
- Reporting to Group Publisher.
- Promoted from Account Executive to National Advertising Manager within 6 weeks.
- Consistently achieved the highest monthly sales revenue within the company.
- Exceeded the highest ever advertising revenue for the publication by over 220%, beating sales targets by over 60%.
- Worked closely with Editor to adjust content strategy to ensure greater appeal for advertisers.
- Managed sales agents in VIC and WA as well as direct report in NSW.
Education
MBA -
Australian Graduate School of Management
Sydney, NSWFinTech Bootcamp - FinTech
University of Sydney
Sydney, NSW01.2022
HSC
Christian Community High School
Regents Park, NSW11.1993
Skills
- Client acquisition & retention
- Relationship building
- New Business Development
- Sales Targeting & Forecasting
- Leadership & team building
- Sales development & lead management
- Startup & business administration
- Pipeline management
- Written & verbal communication
- Self-motivation & time management
- Advertising Strategies
- Business Needs Assessment
- Account Relationship Management
- MS Office, Salesforce, Google Analytics, ZOHO, Seismic, Hubspot, Cvent
Timeline
Account Director, Channel & Enterprise
Foundry / IDG
02.2022 - Current
Sales Director APAC
Tech Lead Gen
02.2012 - 11.2021
Global E-Commerce Manager
Lonely Planet Publications
05.2005 - 11.2011
General Manager
PC Advantage / PC Auction (Marshall Investments)
03.2003 - 04.2005
Co-Founder & Managing Director
E-Store
12.1998 - 03.2003
Sales Director
DWR Publishing
06.1998 - 12.1998
National Sales Manager
APN Computing Group
03.1995 - 06.1998
National Ad Sales Manager, Your Computer Magazine
Federal publishing
06.1994 - 02.1995
MBA -
Australian Graduate School of Management
FinTech Bootcamp - FinTech
University of Sydney
HSC
Christian Community High School
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