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To continue to hone my sales and management skills, achieving business excellence and growth for my organisation and customers


Sales Manager – I am able to manage and motivate a team to consistently meet sales targets

Sales Coach – I successfully guide and develop individual staff members to achieve great results

Change Facilitator – I work positively in a change environment, helping team and colleagues to embrace and work productively in a change

Relationship Builder – I build and sustain productive and profitable relationships with internal and external partners and clients

Lifetime Learner – I am naturally curious and love to learn

I have built profitable business relationships with key stakeholders in the industry, earning their respect in every case.

I have developed broad operational versatility and have shown real strength in cross-functional collaboration to achieve business objectives.

I have successfully introduced new methods, tools and technologies to my own team, and seen the benefits in productivity, sales and motivation.

I have worked on major organisational projects that, although risky and highly pressurized, have changed the very footing on which we do business, giving competitive advantage, increased profit and real scope for future growth.

Work experience

Jan 2009Present

Country Sales Manager

Belkin NZ


  • Leading team of four NZ staff (2 account managers, technical specialist, office manager)
  • Managing strategy and daily operations with local distributors
  • Sales forecasting and reporting to ANZ regional office in Australia
  • Business Development and Key Account Management
  • Establishing and guiding sales strategy and tactics of retail account managers
  • Managing NZ marketing budget

Key Achievements

  • Achieved number 1 brand status with dominant market share in the key wireless networking category in all three partner retailers carry our range.
  • Achieved number 1 brand status with dominant market share in the critical iPod accessories category in all four of our retail partners.
  • Succeeded in developing significant sustainable business outside the retail sector, and thereby achieving better balance of revenue streams.
  • Successfully migrated Belkin's AV accessory brand (PureAV) to a new distributor with better alignment to AV/CE and Appliance retailers.
Mar 2008Dec 2008

National Sales Manager

Belkin NZ

Key Achievements

  • Managing Key Retailer and Distributor relationships to achieve 105% of budget in the 07/08 financial year, even as the NZ economy slid into recession.
  • Building tools to deliver improved forecasting for distributors and internal demand planners.
  • Building improved tools for sales reporting for key retailers.
Dec 2005Dec 2007

General Manager, Trade

Penguin Group (NZ)

Key Achievements

  • Sustained sales and profit growth in Trade sales channels: 100% of plan revenue achieved in 2006; 100% of plan revenue and 102% of plan gross profit achieved in 2007.

  • Smooth and successful transition for NZ trade from local warehouse supply at BDNZ to UBD, Melbourne in 2006. 12% net increase in customer satisfaction recorded 12 months after Go-Live.

  • Drove significant decrease in key account claim volumes through better use of systems and improved processes.

  • Implementation of new electronic sales tools for Penguin sales team in 2006, both for electronic frontlist presentations (time saved led to 4% increase in avg rep calls per month) and for improved backlist catalogue maintenance.

  • Redrafting and negotiation of Terms of Trade with Borders and Whitcoulls to shift focus of relationship towards sustainable year-on-year growth.

  • Redevelopment of the Penguin NZ website in 2007


  • Managing Penguin’s business with the retail book trade
  • Leadership of the trade sales team to achieve sales and profit growth in key accounts and field sales territories.
  • Devising key account plans with key account managers and coaching to achieve sales and market share growth in frontlist and backlist categories.
  • Product management of the Penguin UK and Penguin NZ lists
  • Key account manager for Whitcoulls Group
  • Member of Penguin NZ’s senior management team
  • Joint oversight of the Pearson Inventory and Customer Service teams.
  • Team leader of the customer/sales project group during Pearson NZ’s Project Lineout (closure of BDNZ, relocation of logistics function to UBD, Melbourne)
  • Penguin NZ’s primary user of Nielsen Bookscan
  •         Key user for Penguin’s Business Intelligence System
Aug 2003Dec 2005

Senior Key Account Manager

Penguin Group (NZ)

Key Achievements

  • Implementing systems that earned Penguin No 1 Book Supplier status for Whitcoulls and assisted all parts of our business to achieve efficiency goals;
  • Achieving double digit sales growth with Paper Plus for 2 years running
  • Achieving 10% sales growth as well as achieving returns target for Whitcoulls in the 03/04 period. In short turning around our most important customer relationship.


  • Managing sales & marketing aspects of Penguin’s business relationship with Whitcoulls and Paper Plus
  • Planning and working to achieve sales and profitability goals with largest trade chains.
  • Internal collaboration with Inventory, Marketing, Publishing and Distribution to achieve the highest levels of customer satisfaction, sales growth, inventory performance and marketing effectiveness.
  • After the departure of Penguin’s Sales & Marketing Director in August 2004, the supplier liaison work with Penguin UK/AUS and with agency Little Brown Book Group was delegated to me.
Oct 2001Jul 2003

Key Account Manager

Penguin Group (NZ)

Key Achievements

  • Achieving 15% sales growth with Paper Plus in my first year as their Account Manager (2002)
  • Turning around our relationship with Scholastic, achieving 38% sales growth (2002 vs. 2001) and 18% (2003 vs. 2002) while carefully building GP% from 17% to 31% over that period.
  • Working through a tough period with Dymocks to finally break the $1 million sales mark in 2003.


  • Managing all sales & marketing aspects of Penguin’s business relationship with Paper Plus, Dymocks, Scholastic and Borders
  • Planning and then working to achieve sales and profitability
  • Internal collaboration with Inventory, Marketing, Publishing and Distribution to achieve the highest levels of customer satisfaction, sales growth, inventory performance and marketing effectiveness.


Joan Mackenzie

Sandra Lees


Jul 2001Present

Graduate Diploma of Business

AUT University

Papers completed include: Project Management, Marketing Strategy, Business Relationship Marketing

Feb 1991Nov 1993

Bachelor of Arts

Subsidiary streams of study in Psychology & Organisational Behaviour


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