Commercial Specification Consultant, Sydney
(from March 2016 to October 2018)
I promote the value and positive sustainable outcomes of building and facade automation to interested stakeholders, such as architects, builders, facade engineers and developers; and support them in the design and integration of building automation into their project. I also engage with key organisations such as the Green Building Council of Australia to ensure Somfy’s products and services align to current building requirements and standards. I am responsible for stakeholder management in NSW, VIC and QLD.
Develop a long-term approach through conceptual selling for the key influencer of targeted markets through face to face meetings, design briefing and running Green Star CPD presentations.
Engage and coordinate the communication and market activities between the client, specification and contractors.
Provide budget estimate proposals and quotes for tender submissions
Coordinate the delivery with the project team; client, architects, engineers, builders and contractors.
Establish a project pipeline to keep record of advancements, events and project tracking managing tendering contractors and suppliers to deliver a fit for purpose designed solution.
Create a market focused approach to offer products and services to the market, coordinate the development of EPDs / Green Label for an entire product range for Australia.
Conduct business development through networking events, conceptual selling and specification activities to create new opportunities and relationships
Specified and converted commercial projects such as TLC Clifton Hill Age Care, TLC Armstorng Creek Aged Care Facility, Australian Technology Park, One Melbourne Quarter, Star Mountain Hilton Hotel, LTB Building Monash University or Sydney Central.
Grown the commercial project pipeline revenue to ~ AU$22 Million equivalent to a 73% growth in 2 years
Established partnerships with Tier 2 and Tier 1 construction companies such as Lendlease to target multiple commercial projects in the new and refurbishment commercial sectors valued at ~AU$7 Billion in an advisory and coordination role.
Honed project and multi stakeholder management skills on major commercial and infrastructure.
Created all specification documents for architects use and client presentation and developed energy modelling software skills to engage with mechanical and sustainability engineers.
Created and ran Green Star accredited CPD presentation to architects, ESD consultants.
Nominated to be part of the Green Building Council of Australia Expert Reference Panel Committee for “Health and Well-Being”
(from September 2015 to March 2016)
I managed all accounts across NSW, QLD and NZ for the sale and specification of powder coating requirements on design and construction projects responsible for managing a budget of over $20million.
Developed and maintained customer relationships in all regions to maximise specification opportunities and improve the overall market share and profitability.
Gathered market intelligence and assessed opportunities for the business in all regions
Developed strategies to actively promote Interpon’s brand to new and existing customers
Presented to architectural firms in relation to the benefits of new products, systems and standards.
Ensured an optimum transfer rate between the architects, builders and powder coaters by collaborating with the current sales team in the region on a wide range of projects
Achieved monthly and yearly budget on ASP, gross margin and premium product sales.
Ran CPD presentation to architects in NSW and QLD
Promoted to the role due to achievements as Technical Sales Representative
Maintained margin growth of 15% over my 6 months in the role
Provided support and training for two new sales representatives in both technical sales and specification formation
Technical Sales Representative
(from June 2013 to September 2015)
As manager for the NSW region, I provided technical support and advice, managed the supply of powder coating to the region and was responsible for the regional forecast and budget.
Generated new business across the powder coating markets through direct sales, lead generation, appointment setting and solution sales
Maintained and reinforced relationships with existing accounts and created business partnerships
Provided technical support for both systems and products.
Conducted customised training for staff
Organised and marketed specification trade nights to promote the business.
Reported on the performance of the region and provided appropriate market feedback and leads to senior management
Ensured all revenue and operating targets for the region were met.
Reestablished relationships with major accounts previously dormant within Interpon, resulting in a market share of over 60%
Consistently increased gross contribution every year; from 56.8% in 2013, 62% in 2014 and 64% in 2015 with a margin value at $2.3 million.
Successfully conducted audits and trials throughout the region exceeding my objective of up and cross selling premium products
Over 20 new accounts opened.
Field Sales Consultant – B2C Contracted by Australian Power and Gas, Sydney
(from January 2013 to June 2013)
Van Eyk Marketing Solutions is a marketing company specialising in face-to-face direct marketing in the residential, event and b2b markets. I was a contractor to Van Eyk Marketing Solutions working on a campaign for Australian Power and Gas selling energy contracts.
Acquired new residential customers through face to face direct sales ensuring daily sales targets are met
Led and managed a team of eight contractors, including providing product training and sales coaching for new staff
Reported individual and team sales results daily to Managing Director.
Supported staff recruitment, including developing and placing advertisements and screening potential applicants.
Consistent high sales results – exceeding daily and weekly targets: tripled the average daily sale
Recruited and trained new contractors for my N+1 and N+2 – 6 new contractors trained to a level of team leader
Generated ~ AU$1.5 Million in revenue in 6 months
Strategic Marketing Analyst
(from August 2011 to July 2012)
Rhodia specialises in fine chemistry, synthetic fibers and polymers. P&I produces polyamide 6.6 and intermediates based on adipic acid for the automotive industry, sports apparel, leisure activities, construction and electronic components. I gathered strategic market knowledge such as competitor direction and industry trends. I was also responsible for building a technical understanding of both the Polyamide 6.6 and adipic acid to formulate strategic recommendations for future investments to the board of directors.
Conducted market research and analysis to identify potential opportunities for the expansion of specific products in-line with the global business strategy
Initiated market research to identify and recommend high value market segments to the business to facilitate growth
Assessed current and emerging competitors, trends, drivers and report findings as necessary
Implemented market development indicators for specific market forecasts
Assisted the Business Development Manager in the identification of market needs for recycled molecule and their end usage.
Reinforced relationships with existing clients which achieved positive outcomes in targeted market segments
Established a close network between internal business units and departments to increase information flow and management
Implemented internal database for the coating industry ranging from architectural to automotive, marine, wood or powder
Implemented market development indicators for the adipic acid market.
TAADEL301C Provide training through Instruction and Demonstration of Work Skills 2015
(from September 2015
Master of International Business and Management, Grenoble Ecole de Management – 2012
(from September 2009 to July 2012)
Major: Project Management (A Grade): Innovation and Project Management / Applied Strategy / Risk and Agility / Strategic Management
Bachelor of Chemistry, Universite Pierre et Marie Curie, Paris VI & Universidad Complutense Madrid –2009
(from September 2006 to July 2009)
First Year Master Degree Engineering, INSA de Lyon, Lyon, France – 2005/2006
(from September 2005 to July 2006)