Talia Decent
Murrumbeena,VIC
Summary
I have forged a successful career in sales, leadership, operations and commercial effectiveness spanning Pharmaceutical, Pharmacy, Digital Health Technology, Multi Level Marketing and FMCG sectors. I have demonstrated a consistent and high performing sales track record along with strong team sales performance over a number of years. In addition to leadership and operations, I have held roles where I lead commercial effectiveness projects to enable sales team effectiveness inclusive of CRM review and exploration of upgrades to salesforce automation, store segmentation, targeting, field activity analysis, sales data analysis and reporting. My experience is supported by a Masters in Business Administration.
Overview
17
17
years of professional experience
Work History
Head of Commercial
SiSU Health Group (a Wesfarmers Company) | Digital Health Technology
04.2024 - Current
- Utilised market research and cold outreach strategies to enhance B2B sales pipeline development
- Built and cultivated strong relationships with executive-level stakeholders, driving positive commercial outcomes.
- Generated monthly reports outlining progress on sales goals.
- Recruited, coached, developed and motivated the commercial team to reach revenue goals.
- Implemented process changes to streamline commercial department workflow.
- Assisted senior management in developing long-term strategic goals for the company's growth.
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Key achievement: 79% pipeline growth in first 6 months, inclusive of a record sales month.
National Field Sales Manager
Brand Solutions Australia | Pharmacy Channel
08.2022 - 04.2024
- Managed a national team consisting of 12 Territory Managers, responsible for all aspects of leadership, recruitment, training, and performance evaluation.
- Developed comprehensive reports on sales performance to enhance decision-making processes
- Reviewed, created and implemented structure and process to drive field sales outcomes with commercial effectiveness responsibilities
- Key Achievement: Achieved 185% and 348% growth in Pharmacy sales (excluding Chemist Warehouse) for two key brands within 6 months of commencement.
Business Development Manager
MedAdvisor | Digital Health Technology
11.2021 - 08.2022
- B2B sales
- Generated leads and expanded sales pipeline
- Solution sell the MedAdvisor health program offer to pharmaceutical clients
- Developed comprehensive scoping documentation and master services agreements when necessary
- Key Achievement: Secured multiple contracts within large pharmaceutical clients to the value of $187,000 within 5 months.
Area Manager
Self-Employed | Multi Level Marketing (Arbonne)
01.2015 - 12.2021
- B2C sales
- Built strong customer relationships to retain loyalty.
- Successfully recruited, trained and retained team members
- Key achievement: Promoted to Area Manager within just 6 months of joining Arbonne
Client Manager
Strikeforce | Field Sales (Asahi, Coles & CUB)
12.2017 - 11.2021
- Lead and manage Sales Operations for multi-million Field Merchandising Programs of up to 500 field staff for Fast Moving Consumer Goods (FMCG) Clients
- Manage forecasts, budgets, and invoicing.
- Led a team of Client Service Account Executives and Business Analysts.
- Developed and documented effective processes to ensure consistency and build client trust
- Collaboration with internal departments to support client requirements (IT, Human Resources, Analytics)
- Key Achievement: One of 6 company-wide nominations for Employee of the Year Award in 2018, as a result of running the Program efficiently, secured contract extension with Client for a further 2 years.
Specialist Representative
Seqirus | Pharmaceuticals
07.2016 - 11.2017
- Developed strong connections with Key Opinion Leaders to support an efficient product introduction.
- Influencing prescription of new Allergy medication
- Supported pricing and stock weight management in pharmacy
- Key Achievement: Runner up for Top Sales Representative of the Year.
Account and Sales Manager
Meda Pharmaceuticals | Pharmaceuticals
08.2013 - 07.2016
- Victorian Field Sales Manager for 12 months to support the business structure and changes in Sales Management prior to the creation of the streamlined the National Sales Manager role
- Sales within Pharmacy, GP and Specialist Channels for key prescription and Pharmacy brands inclusive of product launch
- Key Achievements: Won the Company-wide Employee of the Year Award in 2014 for over and above contribution and alignment with Company Values in addition achieving the top performing territory in Australia; appointed as Victorian Field Sales Manager for a 12 month period and; finished a close second Nationally in 2015 and earned the maximum bonus available.
Recruitment Consultant
Pharmapeople | Recruitment
12.2009 - 01.2013
- Recruitment and selection of Sales and Marketing personnel in the Pharmaceutical and Medical Devices Industries
- Key Achievement: Successfully recruited National Team of 8 sales representatives within 4 weeks.
Relationship Manager
NostraData | Business Intelligence
10.2010 - 03.2012
- Initially supported Directors with all aspects of business management
- Review and run monthly reporting process
- Key Achievement: Set up and implemented Pfizer account, added this to existing responsibilities to manage day to day Account operations.
Account and National Sales Manager
CPM Asia Pacific | Field Sales & Marketing (Mattel & Telstra)
04.2007 - 10.2010
- Account operations inclusive of financial management of account; budget, project costings, and monthly invoicing, reconciliations and forecasts for client
- Influence Leadership to affect change within Account and Field team including leverage of business opportunities to grow sales
- Liaison with IT Department to develop and streamline reporting
- Influence performance culture within Telstra Field Team inclusive of 2 National Field Managers, 4 State Managers and 80 field staff
- Maintain agreed KPIs and reporting rhythm providing daily, weekly and monthly reports to relevant stakeholders
- Development and implementation of change management strategy for Australia and New Zealand field team
- Lead National Field Manager (Australia) to coach and mentor State Managers and sales merchandisers
- Key achievements: Gained buy-in from senior management and implemented process improvements resulting in improved job satisfaction levels within field team
- Worked closely with Account team to secure a 12 month contract extension
- Promoted to manage the largest account in the Company (Telstra).
Education
Masters in Business Administration (MBA) -
Swinburne University
12-2006
B. App. Sc. Human Movement (Hons) -
RMIT University
01.1999
Skills
- Sales Pipeline Management
- Sales Team Leadership
- Relationship Management
- Deal Negotiation
- Sales Forecasting & Reporting
- Performance Tracking
Other Experience
- GP Sales Representative - Aventis Pharmaceuticals
- Specialist Sales Representative - GSK Pharmaceuticals
- Pharmacy Territory Manager - GSK Consumer
- Sport Science Co-operative Education Placement - Victorian Institute of Sport/RMIT University
- Research Assistant - RMIT University
- Research Trial Coordinator
Timeline
Head of Commercial
SiSU Health Group (a Wesfarmers Company) | Digital Health Technology
04.2024 - Current
National Field Sales Manager
Brand Solutions Australia | Pharmacy Channel
08.2022 - 04.2024
Business Development Manager
MedAdvisor | Digital Health Technology
11.2021 - 08.2022
Client Manager
Strikeforce | Field Sales (Asahi, Coles & CUB)
12.2017 - 11.2021
Specialist Representative
Seqirus | Pharmaceuticals
07.2016 - 11.2017
Area Manager
Self-Employed | Multi Level Marketing (Arbonne)
01.2015 - 12.2021
Account and Sales Manager
Meda Pharmaceuticals | Pharmaceuticals
08.2013 - 07.2016
Relationship Manager
NostraData | Business Intelligence
10.2010 - 03.2012
Recruitment Consultant
Pharmapeople | Recruitment
12.2009 - 01.2013
Account and National Sales Manager
CPM Asia Pacific | Field Sales & Marketing (Mattel & Telstra)
04.2007 - 10.2010
Masters in Business Administration (MBA) -
Swinburne University
B. App. Sc. Human Movement (Hons) -
RMIT University
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