Vic Regina
Sydney,NSW
Summary
Senior executive, with expertise across the public and private freight sectors. Transferable skills to a wide range of freight industries. Has led large complex businesses with industry leading engagement, safety, commercial and financial results. Comprehensive knowledge and implementation of various project management frameworks, end to end process improvement and strategy development and implementation. Excellent influencer, communicator, and commercial business negotiator. Exceptional leadership skills to effectively manage the performance and engagement of a diverse workforce. Demonstrated ability to work collaboratively with key internal and external partners, suppliers, and customers. Highly developed analytical skills, with an ability to prepare business documents supported by best practice supporting data for presentation to Executives and customers. Champion of ethical business practices and company policies. Acts as a key advisor on critical changes in the competitive business landscape, global marketplace, and external business environment. Drives team accountability by managing the opportunity pipeline and review process, including deal approvals, performance tracking and reporting. Ensures opportunities serve company strategy, accounting for risk appropriately, monitoring competitive developments, identifying KPIs, and estimating financial impacts. Engages with external business and industry experts, to monitor opportunities and risks in the industry. Leads the development of business improvement initiatives that are aligned to the strategic plan.
Overview
26
26
years of professional experience
Work History
Chief Commercial Officer
Rail First Asset Management
03.2024 - Current
- Leading the commercial division and developing strategic relationships with existing and potential growth customers
- Development and implementation of commercial strategies for core leasing, manufacturing and maintenance products and services, including pricing
- Negotiation with customers with the aim of long-term leasing underpinned by strategic relationships
- Inorganic growth / partnerships, identifying new business opportunities, evaluating potential partnerships and acquisitions, and leading negotiations
- Provision of insights and recommendations based on market intelligence to guide business decisions and mitigate risks
- Commercial and strategic leadership for customers, ensuring day-to-day commercial and operational matters are addressed (operational through direct influencing)
- Leadership and management of strategic projects aimed at enhancing customer satisfaction, and revenue growth
- Monitor market trends, staying up to date with market trends, competitor activity, and industry developments to inform commercial strategy and identify opportunities for growth
- Foster and maintain strong relationships with key customers, understanding their needs and expectations, and ensuring that the organisation is delivering value to them
- Foster a culture of innovation within the organisation, encouraging new ideas and approaches to improve business performance
- Development and analysis of business cases and funding models for strategic initiatives including financial projections, ROI analysis, and risk assessments
- Strategic analysis of data, performance, and market trends and performance metrics to evaluate the success of commercial strategies and identify areas for improvement
- Manage budgets and resources to support commercial activities and ensure that financial targets are met
- Identify government grant opportunities to support local manufacturing.
- Established rigorous performance metrics to effectively measure commercial activities and optimize results.
- Expanded global market presence through targeted business development initiatives in emerging markets.
- Directed the creation of engaging marketing campaigns that resonated with target audiences, generating brand awareness and interest in our offerings.
- Achieved company-wide alignment on commercial objectives through effective communication of goals across all departments.
- Negotiated key partnerships with external stakeholders, fostering collaboration and driving mutual success.
- Coordinated closely with finance teams to develop budgets aligned with strategic goals and revenue targets.
- Fostered a culture of continuous improvement within the commercial division, encouraging innovative thinking and embracing change as an opportunity for growth.
- Crafted compelling value propositions for products and services, capturing new customers in competitive markets.
- Spearheaded the implementation of innovative sales tools and technologies, enabling more targeted sales efforts.
- Led cross-functional teams to successfully execute high-impact business development projects.
- Investigated customer feedback on measures and developed programs to boost market saturation based on results.
- Streamlined internal processes, improving operational efficiency and reducing costs.
- Evaluated market trends and competitor analysis to inform data-driven decision making and drive growth.
- Collaborated with product development teams to refine offerings based on customer feedback and market demand trends.
- Developed comprehensive go-to-market strategies for new product launches, resulting in increased market share.
- Recruited, mentored, and supported high-performing members of sales and marketing teams.
- Boosted sales revenue by implementing strategic marketing initiatives and cultivating strong client relationships.
- Drove sustainable growth by identifying opportunities for expansion and implementing strategic plans to capitalize on them.
- Implemented robust forecasting models to ensure accurate sales projections and informed resource allocation decisions.
- Championed a customer-centric culture within the organization, enhancing overall customer satisfaction levels.
- Drove projects to completion within tight deadlines across cross-functional teams and through uncertainty.
- Leveraged and deployed B2B pricing tools.
- Constructed business case models and identified credible value-based calculations.
- Built and used pricing models, market analysis and contract collateral to prove out and pave way for new solutions.
- Built relationships with customers and community to establish long-term business growth.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Managed accounts to retain existing relationships and grow share of business.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
Intermodal Terminal Strategy Lead
Pacific National
08.2021 - 03.2024
- Responsible for partnering with various business stakeholders to lead the development and then implementation of the Terminal Strategy for Freight Intermodal
- Assess the requirements for terminal capacity catering for demand for the next 30 years
- Include property co location opportunities in assessments
- Create a detailed delivery schedule and plan for terminal capacity through to 2050
- Act as Subject Matter Expert for projects using extensive industry knowledge in Freight.
- Managed large-scale projects from conception to completion, ensuring timely delivery within budget constraints while exceeding quality expectations.
- Drove cost optimization efforts through process improvements, vendor negotiations, and operational efficiencies without compromising product/service quality or customer satisfaction.
- Fostered collaborative working relationships with key stakeholders to ensure alignment on strategic goals and priorities across functional areas.
- Mentored junior team members, providing guidance on best practices and strategies for success in the field of strategic leadership.
- Evaluated emerging industry trends and adjusted company strategy accordingly to maintain a competitive advantage in the marketplace.
- Gathered, documented, and modeled data to assess business trends.
- Produced detailed and relevant reports for use in making business decisions.
Director - Consultant
Eighty8 Consultants
12.2020 - 08.2021
- Establishment of organisation, including: Development of organisational structure, including statutory, legal, and financial reporting
- Establishment of Standard Operating Procedures and Key Performance Indicators
- Scoping employee requirements, role descriptions and recruitment
- Creating a marketing campaign and take to market sales strategy
- Development of organisation branding and online presence
- Business development, writing business proposals and tenders
- Quotation of prospective business opportunities
- Development of work templates for employees to follow to ensure consistency of work completed
- Writing business reports and validation of work prior to delivery
- Delivered impactful presentations to clients, clearly communicating findings and recommendations for optimal decision making.
- Conducted comprehensive market research, providing clients with valuable insights into their industries and competitors.
- Developed customised solutions for clients, resulting in improved business performance and increased revenue.
- Facilitated workshops with client teams to identify challenges, brainstorm ideas, and develop actionable plans for improvement.
- Established a reputation as a trusted advisor among clients by providing expert guidance on industry trends and best practices.
- Negotiated contracts on behalf of clients, securing favourable terms that aligned with their business objectives.
- Evaluated project risks, developing contingency plans to mitigate potential issues before they arose.
- Optimised resource allocation for projects by accurately forecasting needs and monitoring progress against targets.
- Increased client satisfaction by implementing innovative consulting strategies and problem-solving techniques.
- Championed innovation within the consulting firm by staying current on emerging technologies and methodologies relevant to the industry.
- Managed large-scale change initiatives within client organisations, guiding them through successful transformations.
- Achieved high client retention rates by consistently delivering exceptional service and exceeding expectations.
- Prepared presentations to explain revisions, enhancements and process improvements of organisation's systems and programs.
Executive Director, Freight Industry Branch
Transport for NSW (TfNSW)
10.2017 - 10.2020
- Employed for my multifaceted relationships and experience in private enterprise, and the ability to connect these to government, ensuring policy and legislative decisions are practical for the industry
- Playing a pivotal role as Director, tasked with strategically leading the department and implementing operational plans to drive efficiency of trade & freight through New South Wales
- As the delegate for the Minister, administration of the Ports and Maritime Administration Act (PAMA), the Regulation and Mandatory Standards for the Port Botany Landside Improvement Strategy (PBLIS), whilst providing pragmatic advice for improvements to these instruments of government
- Established twenty significant projects to improve logistics customer outcomes
- These projects included the delivery of a new operating platform the Cargo Efficiency Operational System (CEOS), replacement of legacy Radio Frequency Identification Devices (RFID) with first in Australia Automated Number Plate Recognition technology, implementation of first in Australia machine leaning AI for movement of freight and trailing drone technology for surveillance and last mile deliveries
- Established the Port, Transport & Logistics Taskforce (PTLT), the most significant industry stakeholder forum and the former chair of the Port Botany Rail Optimisation Group (PBROG)
- Provided expert advice to the COVID-19 Taskforce, the Department of Agriculture for Biosecurity, and the Australian Border Force and led the whole of state freight data reporting initiative to cascade data to government and industry
- Delivery of maritime infrastructure optimisation programs for efficient and effective use of assets, including safety
- Led and motivated a multi-disciplinary geographically dispersed team to optimise and manage the performance of trade flows through NSW ports and airports
- Led engagement with key stakeholders and the community for delivery of operational improvements to the supply chain and maintained effective communication and liaison with all stakeholders to ensure that their expectations were met
- Operated within a highly visible organisation that was subject to high levels of scrutiny that could impact in a very direct manner the day-to-day lives of people in NSW.
- Established a culture of continuous improvement by fostering open communication channels and empowering employees to voice their ideas.
- Managed budgets effectively to ensure optimal use of resources while maintaining financial stability.
Senior General Manager
Federal Express Australia Pty Ltd (FedEx)
01.2007 - 10.2017
- Performed a crucial role as Senior General Manager, tasked with strategically directing and developing national operations
- This included leading and delivering business critical projects and initiatives from inception to completion, ensuring the achievement of key project milestones and deliverables
- Delivered effective stakeholder management across multiple business functions, including Government Affairs, Sales, Human Resources, Process Engineering, Information Systems Development, Service Assurance, Logistics, Transport, Customer Care, Legal, Security, Properties and Customs Clearance
- Managed and motivated a team towards the achievement of business objectives, whilst also contributed as a key member of the senior management team on areas such as forward planning
- Exercised robust financial management and control, with full accountability for P&L
- Optimised internal processes and procedures in order to facilitate enhanced levels of efficiency and business improvement, including responsibility for auditing and compliance
- Additionally, was responsible for the effective management of National Enterprise Agreements.
- Developed and executed successful business strategies, driving growth in revenue and market share.
- Implemented innovative solutions to address complex business challenges, resulting in improved organizational effectiveness.
- Managed multi-million-dollar budgets responsibly, optimising resource allocation while maintaining financial stability.
- Spearheaded change management efforts during organisational restructuring, minimising disruption to operations while successfully integrating new processes and systems into daily workflows.
- Cultivated and strengthened lasting client relationships using strong issue resolution and dynamic communication skills.
APAC Regional Program Manager
TNT Express Storapart
01.2006 - 12.2006
- Accountable for managing and overseeing daily operations for the TNT Storapart business unit across the APAC region, servicing high profile customers in information technology, pharmaceuticals, and perishable commodities
- Ensured smooth business operations, with responsibility for trade, inventory control, logistics, financial control and safety
- Led and developed a top-performing team toward the achievement of challenging KPIs, applying Six Sigma DMIAC methodologies to improve service levels
- Conducted comprehensive cost analysis, drawing recommendations, and presenting findings to clients and senior management.
- Managed regional budgets effectively, optimising resource utilisation and reducing expenses.
National Customer Solutions Manager
P&O Transport Australia
07.2004 - 11.2005
- Provided advice and consultancy in trade, project management, manufacturing, and logistics processes to clients
- Defined optimised processes to enable improved business performance, including the detailing of resources and individual processes, material requirements and work KPIs
- Assisted importers and exporters to identify target customers and markets, whilst determining brand positioning
- Defined value proposition and developed financial model.
General Manager
Action Global Logistics
05.1998 - 06.2004
- Dynamic and multifaceted role, with responsibility for undertaking General Management and commercial duties, following the restructure of acquired companies to a single business entity
- Coordinated engaging Sales and Business Development activities, including the completion of market and competitor research to identify potential business opportunities
- Delivered effective budget control and resource management in addition to the implementation of KPIs to actively monitor performance levels
- Implemented new IT systems to facilitate enhanced business to business communication and security
- Coordinated and supported the team via direct reports, including responsibility for completing employee evaluations and performance reviews as well as managed the government trainee scheme.
Education
Master of Business Administration -
Australian Institute of Business
Adelaide, SADiploma of Business Administration -
Australian Institute of Business
Adelaide, SAGraduate Certificate of Business Administration -
Australian Institute of Business
Adelaide, SADiploma in Property Development -
Property Council of Australia
Sydney, NSWBusiness Consulting Masterclass -
University of Sydney
Sydney, NSWLean Six Sigma Principles- Improving Productivity -
University of Sydney
Sydney, NSWCertificate in Leadership Principles 1 & 2 -
Global Learning Institute of Business
Singapore Advanced Certificate in International Freight Forwarding -
College of International Business
Sydney, NSWAdvanced Certificate in Business - Customs Clearance -
TAFE, St George College
Sydney, NSWSkills
- Policy Management
- Contract Negotiation
- Human Capital Management
- Cost Reductions
- Corporate budget management
- Executive team leadership
- Corporate Communications
- Excellent Communication
- Team building
- Continuous Improvement
- Negotiation expertise
- Pricing strategy
- Channel Management
Position summary
- Rail First Asset Management, Chief Commercial Officer, 03/2024 - present, Sydney
- Pacific National, Intermodal Terminal Strategy Lead, 08/2021 - 03/2024, Sydney
- Eighty8 Consultants, Director - Consultant, 12/2020 - 08/2021, Sydney
- Transport for NSW, Director, Freight Industry Branch, 10/2017 - 10/2020, Sydney
- Federal Express Australia Pty Ltd, Senior General Manager, 01/2007 - 10/2017, Sydney
- TNT Express Storapart, APAC Regional Program Manager, 01/2006 - 12/2006, Sydney
- P&O Transport Australia, National Customer Solutions Manager, 07/2004 - 11/2005
- Action Global Logistics, General Manager, 05/1998 - 06/2004
Locations
Sydney
Timeline
Chief Commercial Officer
Rail First Asset Management
03.2024 - Current
Intermodal Terminal Strategy Lead
Pacific National
08.2021 - 03.2024
Director - Consultant
Eighty8 Consultants
12.2020 - 08.2021
Executive Director, Freight Industry Branch
Transport for NSW (TfNSW)
10.2017 - 10.2020
Senior General Manager
Federal Express Australia Pty Ltd (FedEx)
01.2007 - 10.2017
APAC Regional Program Manager
TNT Express Storapart
01.2006 - 12.2006
National Customer Solutions Manager
P&O Transport Australia
07.2004 - 11.2005
General Manager
Action Global Logistics
05.1998 - 06.2004
Master of Business Administration -
Australian Institute of Business
Diploma of Business Administration -
Australian Institute of Business
Graduate Certificate of Business Administration -
Australian Institute of Business
Diploma in Property Development -
Property Council of Australia
Business Consulting Masterclass -
University of Sydney
Lean Six Sigma Principles- Improving Productivity -
University of Sydney
Certificate in Leadership Principles 1 & 2 -
Global Learning Institute of Business
Advanced Certificate in International Freight Forwarding -
College of International Business
Advanced Certificate in Business - Customs Clearance -
TAFE, St George College
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