Management Consultant
QLD - Brisbane, Moreton & Gold Coast
Specialties
Management Consultant
Chief Executive Officer
Sales & Marketing Manager
Manager
Sales Manager
Negotiations
Business Development
Management
Director
Sales & Lead Generation
Sales Exec / Account Manager
ICT Sales Representative
Sales Planning & Analysis
Account Manager

Highly experienced in sales, sales management, sales transformation including streamlining and improve sales structures and processes.

Summary

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Career

Base 4 - Founder and Principal
QLD, Australia
Specialties
Management Consultant
Chief Executive Officer
Sales & Marketing Manager
Responsibilities
  • Overall operational and executive management of business
  • Develop consulting collateral, consulting approach and go to market strategy
Achievements
  • Established business
Rubik Financial Ltd - Head of Sales
IT Services, Software & Hardware - Sales, Marketing, PR & Advertising
NSW, Australia
Specialties
Manager
Sales Manager
Negotiations
Responsibilities
  • Establish the sales function for the banking business unit post the structure change
  • Established sound sales practices and disciplines following the launch of Rubik’s new core product offering, Rubik Model Bank
  • Re-work of the go-to-market approach, prospecting approach, re-development of master contractual documents
  • Direct responsibility for relationship management and sales at several strategic banking clients
  • Accountable for the commercial aspects of the banking business unit including sales strategy and planning, goal setting, sales budgets, sales forecasting and leading tender/bid opportunities
  • Member of the banking leadership team
  • Reported to the Group Executive & Head of Banking
Achievements
  • Launched Rubik Model Bank at Customer Owned Banking Association convention
  • Finalised and closed first sale of Rubik Model Bank to a bank in the target market
  • Finalised redevelopment of banking master agreement including associated products schedule and standard implementation statement of work for the new Rubik Model Bank solution
Rubik Financial Ltd - Head of Business Development
IT Services, Software & Hardware - Sales, Marketing, PR & Advertising
NSW, Australia
Specialties
Sales Manager
Business Development
Management
Responsibilities
  • Manage all sales professionals covering both account management and new business development
  • Direct responsibility for relationship management and sales at several strategic clients
  • Accountable for sales strategy and planning, goal setting, budgets and sales forecasting for my team
  • Produced and collated all regular sales reporting for all business units
  • Provided guidance, coaching and direction to my team members on solution selling, deal strategy, proposal development, pricing strategies and all aspects of the deal lifecycle
  • Responsible for contract negotiation and management together with the legal team
  • Reported to the Group Executive, Sales and Relationship Management
  • Managed 8 direct reports
Achievements
  • Led team to achieve a result of 126% of total contract value quota for FY16 including an individual achievement of 145% of quota
  • Led team to contribute to significantly improved overall company results include increasing gross revenue by 11% and EBITDA by 32%
  • Developed improvements in quote to order process together with the finance team and legal
  • Established standardised sales process across the business
  • Established sound pipeline management and sales reporting process across the business
  • Managed process of novating all affected contracts including associated negotiations due to corporate restructure
  • Business owner for project to implement new CRM system
Oracle Corporation - Senior Sales Director
IT Services, Software & Hardware - Sales, Marketing, PR & Advertising
NSW, Australia
Specialties
Director
Sales & Lead Generation
Sales Exec / Account Manager
ICT Sales Representative
Sales Planning & Analysis
Responsibilities
  • Responsible for sales of Oracle's software solutions within financial services markets in Australia for both "Life, Health & General Insurance'' and "Risk & Compliance''
  • Direct all activities in the region with focus on increasing and maintaining revenue levels, customer relationships and for meeting clients’ needs by providing appropriate solutions
  • Reported to the Vice President and Head of Sales - Japan and Asia Pacific, Oracle FSGBU, based in Singapore
  • Managed matrix teams comprised of 30+ members.
Achievements
  • Successfully expanded use of software at a core banking client in a competitive situation and added another new name client for insurance solutions
  • Created sales plans for areas of responsibility in order to build sales pipeline
FIS (Formerly SunGard) - Director, Insurance
IT Services, Software & Hardware - Sales, Marketing, PR & Advertising
NSW, Australia
Specialties
Director
Sales & Lead Generation
Sales Exec / Account Manager
Sales Planning & Analysis
Account Manager
Responsibilities
  • Responsible for Insurance segment sales in Australasia
  • Direct all activities in the region with focus on increasing and maintaining revenue levels, customer relationships and for meeting clients' needs by providing appropriate solutions.
  • Reported to Regional Chief Operating Officer based in Hong Kong
  • Managed matrix teams comprised of 15+ members
Achievements
  • Grew new revenue at 70% CAGR while adding 4 new name clients
  • Delivered and successfully implemented software solutions at 4 new clients and delivered multiple enhancements and professional services activities to existing clients
  • Oversaw the roll out of significant upgrade of one of the software products to 16 local clients
  • Rebuilt relationships in Australasian client base
  • Regional subject matter expert for core insurance operations
  • Played key role in commercial aspects of establishing core professional services team in Australia
FIS (Formerly SunGard) - Director, International Accounts
IT Services, Software & Hardware - Sales, Marketing, PR & Advertising
South Africa
Specialties
Director
Sales Exec / Account Manager
Sales Planning & Analysis
Regional Manager
Account Manager
Responsibilities
  • Regional subject matter expert for core insurance operations
  • Member of the SunGard South African regional leadership forum to ensure optimum exposure of SunGard systems in SA and leverage of existing relationships at all SunGard clients
  • Responsible for the core policy administration product line sales and associated professional services for the Insurance segment in EMEA (Europe, Middle East, and Africa).
  • Direct all activities in the region with focus on increasing and maintaining revenue levels, customer relationships and for meeting clients' needs by providing requisite solutions.
  • Reported to SVP Global Sales for Core Policy Administration
  • Managed matrix teams comprised of 15+ members
Achievements
  • Substantially increased revenue in the region contributing over US$25m in new revenue in 2 years at 22% CAGR. Added 2 new name clients and improved relationships with Southern African client base leading
  • Delivered and successfully implemented software solutions at the new client and delivered multiple enhancements and professional services activities to existing clients
  • Sungard 100% Club 2006 and 2007
  • Outstanding Sales Achievement Award, 2006
  • Director's Award, 2007
SilverBridge (Formerly SDT) - Head of Marketing and Intelligence
IT Services, Software & Hardware - Sales, Marketing, PR & Advertising
South Africa
Specialties
Management Consultant
Marketing Manager
Business Unit Manager
Events Management
Management
Responsibilities
  • Full responsibility for P&L and strategic & operational management
  • Resource management
  • Budgeting and planning
  • Guidance, mentoring and direction of the teams
  • Setting and managing targets
  • Management of relationships with PR agencies, advertising agencies and relevant promotional channels
  • Member of the company management team
  • Actively involved in company business management within a strong matrix structure and both strategic & operational decision making
  • Managed 4 direct reports in addition to matrix teams comprised of 25+ members
Achievements
  • Formed and managed a new division within the company comprising of four parts: Consulting and Business Process Modelling, Marketing, Business & Market Research (Intelligence), Technical Writing
  • Developed the Marketing and Business & Market Research functions
  • Established and executed new brand strategy and associated PR campaigns and associated go to market strategies, messages and collateral.
  • Developed company-wide integrated resource capacity planning and forecasting model.
SilverBridge (Formerly SDT) - Senior Account Manager
IT Services, Software & Hardware - Sales, Marketing, PR & Advertising
South Africa
Specialties
Sales Exec / Account Manager
Sales Planning & Analysis
ICT Sales Representative
Sales & Lead Generation
Sales Manager
Responsibilities
  • Responsible for account and relationship management, sales and revenue stream at both new and twenty five existing clients in South Africa, throughout Africa and in Australia
  • Coaching of new team members on methodology, processes, accounts and forecasting techniques
Achievements
  • Significantly increased revenue at 26% CAGR while increasing profitability through better understanding of client needs and alignment of delivery capabilities to meet those needs.
  • Added 8 new name clients ;
  • Worked with Joint Managing Directors and external consultant to formalize sales processes, structures and measurements to allow company to scale from a sales perspective.
  • Speaking engagements at African Insurance Organisation annual conferences in 2003 and 2004
Various companies - Various
South Africa
Specialties
Manager
Project management
Sales Exec / Account Manager
Systems Analyst
Managing Director
Responsibilities
  • Various
Achievements
  • Various

Education and Qualifications

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Year Qualifications Level Institution
2012 Master level – Strategic Selling and Account Management SunGard Sales Academy No
2011 Master level - Advanced Negotiation Skills SunGard Sales Academy No
2010 Solution Selling Foundation SunGard Sales Academy No
1997 Diploma in Datametrics College Diploma University of South Africa No
1990 Cobol Programming Information Technology Users Council of South Africa No
1987 Senior Certificate Senior Secondary Education (Yr12) Highlands North Boys High School No

Achievements and Awards

SunGard - Outstanding Sales Achievement Award, 2006 SunGard - Director's Award, 2007 South African Air Force - Pro Patria Medal, 1988

IT Skills

Software Skills

  • Word (Advanced)
  • Excel (Advanced)
  • Power Point (Advanced)
  • Access (Intermediate)
  • Visio (Advanced)
  • Salesforce (Intermediate)
  • Dynamics CRM (Advanced)

System Skills

  • DB2 (Intermediate)
  • MS SQL Server (Intermediate)

Coding Skills

  • VBA (Advanced)
  • HTML (Basic)
  • SQL (Advanced)
  • Natural (Advanced)
  • Ideal (Advanced)
  • COBOL II (Advanced)