Career Overview

Summary

I have been in sales for 12 years across many different market segments and verticals.  For 6 years I specialised in the online job board space within Australia and the UK.  My experience in Australia covered ASX Top 200 companies in the Melbourne market and  helping them source candidates in the most cost effective manner whilst using Seek www.seek.com.au .

I spent 12 months in London with a similar focus with FTSE Top 500 companies, educating them on the benefits of online job board advertising and the most effective methods.  Totaljobs allowed me to take a more strategic approach to dealing with these companies, and exploring and providing solutions to companies with a total end–to–end global focus.  This has allowed me to deal with Global HR Directors across many blue chip companies and build relationships with these senior decision makers.

I also spent 16 months with Talent on View who provide video and Social Media solutions via a white labeled community platform to recruiters and large corporates, SaaS.  TOV is a young and vibrant business, and the focus has been establishing new business and developing relationships with ad agencies to take their product suite to market.

Over the past 12 years I have been at the very top 5-10% within all sales teams, and due to this I have also provided support and assistance in furthering my colleagues  knowledge and skills.  Business Development and growth, forging enhanced client relationships are at the forefront of my experience and this has helped me ensure that I have been consistently successful.Key Career Achievements•    TotalJobs - New business sales with SAB Miller, Marks & Spencer, McConnell Dowell, Motorola, Diageo (global contract), Staples, MI6, MI5, McDonalds, URS,•    TotalJobs - Largest revenue achieved for portfolio within last 3 years of £60,050 April 2008•    Seek IC- Successfully took to market new products with sales results within first qtr of 165% to budget, Top 5% in company.

After having spent 7 months now in my current role I have realised that my passion and desire rests in the digital advertising space and therfore am seeking a senior opportunity in a progressive, young and vibrant digital business.

Work History

Work History
Nov 2010 - Present

Client Portfolio Executive

PageUp People

The PageUp People Talent Management Solution, delivered via Software as a Service (SaaS) tools and best practice consulting solutions, assists companies across recruitment and selection, performance management, training and development and succession management to ensure that the right talent is in the right place at the right time to deliver on corporate strategy.

My role focuses on managing 34 key accounts including BHP (Globally), Coles, ANZ, Medibank, BUPA, Bendigo & Adelaide Bank, Spotless, World Vision, Monash University, RMIT, SA Health.  Maintaining a high level of client satisfaction and exploring new opportunites across our recruitment and Talent Management Solutions, I am responsible for annual revenue of approx. $2 million, and an additional revenue target of over $1 million annually through new opportunities.

Jan 2010 - Nov 2010

Owner

Social Recruiting 360

I’ve been around the recruitment industry now for 9 years, and although I would never call myself an expert, I have some fairly logical and straight forward views.  Having worked with job boards for 6 of those years, my advice is always recruitment via online methods which is now inclusive of social media, or what is called Social Recruiting.

Focusing on a range of aspects across Social Media, SR360's aim is to advise Australian companies on how best to maximise Social Media for not only their attraction and sourcing needs, but how Social Media can enhance the whole candidate and employee life cycle.

SR360 can advise on best practice of the ever growing Social Media-sphere, and help you decipher what tools are best used, and how to maximise their strengths. I am passionate about Social Media and the role it can play in a business. I am very active across Social Media, so this isn’t all theory, its what works.

With an additional wide range of product partners to help support and enhance these efforts, SR360 can provide Australian companies with a SR360 degree solution.

Nov 2008 - Dec 2009

Intl. Sales Manager - Job Boards, Recruitment Agencies, Ad Agencies

Talent On View

Talent On View provide a unique range of Web 2.0/SaaS solutions focused on the recruitment industry.  Focusing on Social media tools such as video, and a white labeled community platform, Tribepad, Talent on View have established themselves as a cutting edge solutions provider with a very unique value proposition.

Tribepad, a white labeled Employee engagement community platform was recently launched.  A student platform for Universities allowing students to create a digital CV for assessment and utilise to secure work moving forward has also recently been brought to market. 

Responsibilities:

  • Take to market a new product range of Web 2.0 SaaS solutions
  • Establish ad agency relationships in London to promote and sell TOV product suite
  • Project Manage site build for Student platform
  • Actively participate in Recruitment focused conferences surrounding Social Media, Employer             Branding and engagement
  • Actively participate in building TOV brand and product awareness within social media sites,               Twitter, LinkedIn, Xing, Facebook etc.
  • Manage in-coming sales leads
  • Provide career advice content for sites already running Tribepad platform

I am tasked with selling the TOV product suite globally to job boards, recruitment agencies and building relationships with ad agencies allowing them to take the TOV product suite to market.  

I left Europe and therefore TOV due to Visa expiring in Germany.

Oct 2008 - Dec 2009

Freelance Teacher

Englischmus

Freelance English teacher in Cologne, Germany furthering the knowledge and usage of the English language to business professionals.  The levels of students vary across my current contracts from pre-intermediate to advanced. 

Teaching areas focused on include;

  • Telephone skills
  • Meetings
  • Presentations
  • Negotiation
  • Interviewing
  • Social English
  • Grammar
  • Reading, Writing, Listening
  • A wide range of business disciplines and industry verticals

Teaching 10 individual lessons per week with varying degrees of skills mentioned above.  My teaching style is to "enjoy" what your learning, classes are relaxed, enjoyable and I try to ensure there is always a good laugh every lesson.  The content is always relevant to the  students needs with English usage, and building their confidence with the language.

Oct 2007 - Oct 2008

Key Account Manager

TotalJobs

TotalJobs is the largest generalist job board in the UK.  With approx. 4,500 job boards in the UK, competition is fierce and price paramount.  As one of 16 Key Account Managers in London my role was heavily focused on maintaining a portfolio of Major Accounts, whilst acquiring new business targeted to FTSE 500 companies. Some of my clients included,  EDF, Yell, E.On, SAB Miller, Xerox, Sky, TSS, Diageo, URS, M&S, Sitel, Emcor, Starwood Hotels(EMEA) and The BodyShop.

Working closely with Managing Directors, HR Directors, Global HR Directors, HR Manager, business owners and departmental managers I worked with them to understand their business needs, and provide a complete online advertising solution not only focused within the UK, but globally via The Network.  I liaisedwith clients to provide solutions to assist them to better position their Employer Brand and message to their desired targeted audience.

Further Responsibilities: 

•    Upsell and cross sell entire product suite in line with clients requirements.

•    Ensure full product suite is being utilised by all clients to maximise results and grow market share. •    Be aware and up to date of Industry trends and current market conditions •    To develop and maintain a high level of product and market knowledge to effectively represent TotalJobs across its customer segments•    Maintain high level customer service with senior management/decision makers within my portfolio •    Actively participate in self development and professional development opportunities, attending regular training sessions and quarterly conferences•    Educate and sell International job board opportunities via The Network (www.the-network.com) Achievements: •    Achieved revenue targets every month within business •    New business sales with SAB Miller, Marks & Spencer, McConnell Dowell, Motorola, Diageo (global contract), Staples, MI6, MI5, McDonalds, URS, •    Largest revenue achieved for portfolio within last 3 years of £60,050 April 2008 •    Consistent achievement of new business target each month of £2,500

Duration of role was 12 months due to Visa expiring and GFC impact on UK market.

Aug 2006 - Sep 2007

Internet Consultant

Seek

Seek is the largest generalist job board in Australia.  My role was to maintain a portfolio of 90 corporate clients across the Retail, I.T, Engineering, Construction, and Transport & Logistics sectors.  Additional to this I also managed Seek's relationship with the Employer Brand Ad Agencies in Melbourne, Adcorp, TMP and Blaze.

Some of my key accounts included, Coles Group, Sinclair Knight Mertz, Transfield Services, Siemens, Alcatel-Lucent, Pacific Brands, GHD, Connell Wagner, Hewlett Packard. 

Working closely with Managing Directors, HR Directors, Global HR Directors and HR Managers,  I worked with them to understand their business needs, and provide a complete online advertising solution to attract top talent.  A major focus was providing clients with alternative advertising options to further showcase their Employer Brand and message to their desired targeted audience.

Further Responsibilities

•    Upsell and cross sell entire product suite in line with clients requirements. •    Liaise with clients and provide solutions to assist them to better position their Employer Brand and message to their desired targeted audience. •    Ensure full product suite is being utilised by all clients to maximise results and grow market share. •    Exceed minimum KPI of 8 client visits per week •    Be aware and up to date of Industry trends and current market conditions •    To develop and maintain a high level of product and market knowledge to effectively represent SEEK across its customer segments •    Working closely with managing directors, business owners and departmental managers to understand their business needs and provide complete online advertising solutions •    Maintain high level customer service with senior management /decision makers within my portfolio •    Attend industry networking functions •    Actively participate in self development and professional development opportunities, attending regular training sessions and quarterly conferences •    Provide training for clients & their staff members on SEEK user capabilities and product enhancements

Achievements: •    Consistently increase Portfolio value of $750,000 per qtr with aggressive growth targets.

•    Achieved 104% budget to target during duration of role •    Sales of 100k+ in Employer branding sales since August 06 Separate to regular budget requirements. •    Successfully took to market new products with sales results within first qtr of 165% to budget, No.1 across company.

Dec 2002 - Aug 2006

IS Account Manager

Seek

Seek is the largest generalist job board in Australia.  My role was to maintain a portfolio of 350+ SME to corporate clients across the NSW region.  The role was phone based in Seek's Head Office in Melbourne, and over time I made several trips to Sydney to meet with clients directly.

Becoming a senior member of the team I was also asked to help train colleagues on branding advertising to sell to clients.  This was not only the Inside Sales Team, but often the field sales team new starters as well.

Responsibilities:  •    Maintain Portfolio of 350 SME clients btw $365 – $12,000 per qtr •    Maintain minimum KPI of 30 calls per day •    Industry trends and current market conditions •    Contacting all customers within your assigned area •    Ensure all fixed contracts are always re-negotiated in a timely manner •    Up sell additional Seek products (This includes Screen, ResDB, Banners, Profiles, OnSite, and Linking out.)  Screen and ResDB target is 20% of packs sold.  The rest of the aforementioned products are targeted for 10% growth of total Pack Sales, •    To develop and maintain a high level of product and market knowledge to effectively represent SEEK across its customer segments Achievements: •    Consistent achievement of budget each qtr •    Quarterly results of 126%, 121%, 111%, 102%, 105%, 109%, 112%, 94%, 80%, 120%, 102%, 113%, 119% •    Year 2006 approx. $60,000+ of branding sales No.1 in IS team, Top 5 Nationally •    Fixed Revenue increases of 1%-15% each quarter •    Responsibility to train team on branding concepts and selling to clients. •    Best and Fairest winner (voted by team) q4 2003 •    Consistently achieve 100% on Customer Survey of portfolio •    Considered by management senior member of team and must help development of colleagues accordingly as well as myself.

Jul 2002 - Sep 2002

Business Development Manager

SalesFocus Intl.

Responsibilities:    •    Contact current clients and develop new business to sell Online sales training program•    Ensure Recruitment roles that are sourced are filled in timely manner and source new roles•    Conduct full client briefs on recruitment requirements and source candidates•    Source new clients for sales training program and conduct presentations of program.•    Help interview candidates for sales positions that are available through current clients•    Have a full understanding of entire overall solution that Sales Focus Intl have on offerAchievements:Unfortunately with a new sales training program it didn’t get off the ground as well as the MD would have liked.  She decided to take a different approach to marketing the program.  Helped source candidates and fill 20 vacancies during time within the business as well as source 6 new clients for further recruitment with PSA’s and filled 4 of those within time frame there and sales training opportunities.

Education

Education

Hoppers Crossing High School

Certifications

Certifications

TEFL

TEFL

References

References

Dan Nuroo

“Justin was our rep from Seek for a number of years. He was always happy to help, personable and available, even when I grilled him on the constant price increases.”

Lyndon Gasking

“Justin is a passionate, focused, loyal individual who brought a great personality and ethic to the team, I highly recommend him, and continue to have a great friendship with him outside of our working lives, a true testament to his endearing character.”

Lisa Scales

“Justin has an excellent global knowledge of the job board marketplace and through this has forged some solid relationships with regard to supplying job boards with video capability through Talent on View. Justin is forward thinking, entrepreneurial and has commercial awareness. He is a nice guy who has enthusiasm and a likeability which makes him a pleasure to work with"

Steele Bailee

"Justin has a passion for cutting edge technology. I've been impressed with his forward thinking and professionalism in our dealings. We worked together many years ago and Justin has continued his personal development to become an expert in his field. I'd recommend to check out his video solutions." May 25, 2009 LinkedIn

Elliot Epstein

Justin is an ambititious, driven business development professional who is always willing to look beyond the norm to get results. He is Mr Direct - to the point and the combination of that integrity and outcome focus makes him truly valued by clients and managers alike. The business world can drift into doublespeak and jargon far too often. Justin is certainly one professional who remains above that to really deliver a bottom line result. November 25, 2009 LInkedIn

Josh Binnie

“Justin provided a level of service with Totaljobs that went above and beyond the levels required to manage consistent and excellent results. I have no hesitation in recommending him and certainly hope to work with him again in the future.”