Jade Hodder
National Key Account Manager And Business Devolpment
Auckland
Summary
I’m an innovative and accomplished professional with extensive transferable account relationship management, B2B sales management and leadership experience across competitive industries. I have proven success designing and implementing sales strategies which have exceed targets, increased efficiencies and grown businesses through increased revenue and market share. Delivering memorable customer experiences, I enjoy connecting with a diverse supplier and customer base. With a growth mindset, I nurture positive relationships through inclusion and communication, working collaboratively to deliver individual and organisational success.
Overview
18
18
years of professional experience
Work History
National Key Account Manager
Alphatech NZ Ltd.
09.2022 - Current
- Company Overview: A Waters agent (Waters is one of the largest scientific instrumentation companies in the world) and medium-sized scientific company operating for over 30 years in New Zealand’s scientific sector, offering innovative solutions.
- Develop and nurture new business opportunities and strategic partnerships with new and existing high value customer accounts, key to the company’s revenue stream, including Fonterra, Health Alliance New Zealand and all major CRIs and New Zealand Universities.
- Create and close new opportunities, including for equipment worth over $250,000 with Waters Corporation Chromatography, including Mass Spectrometry and Sample Robotics, as a key part of the technical portfolio.
- Utilise performance tracking reports, market prediction tools and the CRM, managing an annual budget of between 2 to 3 million.
- Collaborate with Waters to support researchers by developing customised solutions for their applications and methodologies.
- Develop sales plans to reduce lost sales and increase customer spend, as well as profiling customers to determine the most effective business approach.
- Assist with training and professional development for the Customer Service and Account Management teams.
- Collaborate with Service and Engineering teams to ensure proper equipment installation, provide ongoing support for servicing and repairs, and assist with application knowledge.
- Participate in and deliver tenders via private and GETs platforms, negotiating and reviewing contracts, and managing escalations, in collaboration with other Account Managers.
- Participate in training and conferences in NZ and internationally, including the International Mass Spectrometry and Lorne Proteins.
- Key Achievements:
- Achieved the annual budget for the 2023–2024 FY within a 7-month period.
- Met the annual budget for the 2024–2025 FY within a 5-month period.
- Expanded the customer contact base, attending to 45% more contacts by leveraging long-term relationships within the scientific industry.
- Contributed to the writing and improvement of numerous Standard Operating Procedures (SOPs) and company policies.
- Supported the development of new Environmental and Inclusion workplace policies, designed for GETs tenders and government contracts.
- Conducted regular account reviews with clients to assess performance, identify areas for improvement, and strategize future growth opportunities.
- Monitored sales trends within assigned territory, adjusting strategies as needed to maximize results.
Frontline Station Support Team Leader (Fixed Term)
New Zealand Police
10.2021 - 07.2022
- Provide leadership and support to a team of 4-6 sworn and non-sworn team members, including performance development, performance management, training and rostering.
- Liaise with community groups, providing information to reduce crime and enhance community safety.
- Liaise with other Police teams including Crime, Public Safety and Scene of Crime Officers to progress cases through to prosecution.
- Attend meetings within district and out of district regarding service levels and policy changes to ensure quality improvement and customer service.
- Attend a range of courses including Women’s Leadership and Service Excellence to ensure continuous personal development.
- Champion, support and adhere to H&S policies and procedures.
- Key Achievements:
- Completed training in several internal programmes including National Intelligence Application, Live Jobs, Communications and the Evidence Logging Programme within a short space of time.
- Chosen to attend Women & Leadership New Zealand and Service Excellence courses, paid for by the Police.
- Actively involved with the Police High Performance Framework and its implementation across the team.
- Resolved conflicts professionally, employing conflict management techniques that helped maintain a harmonious working environment.
North Island Manager
Microanalyx Pty
10.2010 - 07.2021
- Company Overview: Leading laboratory equipment supplier offering a comprehensive range of essential products for laboratories.
- Maintain and enhance existing relationships with around 175+ individual laboratories comprising of almost 750 customer contacts, including Universities, CRIs, Industrial, Environmental and Food and Beverage, across Auckland, Waikato, Taranaki, Bay of Plenty and Wellington.
- Develop, update and understand the key business, market and sales plans for each corporate client to determine future growth of the client and company.
- Forecast, track and report to management on key account metrics such as quarterly results, annual forecasts and trends.
- Develop new business with existing corporate clients and identify areas of improvement to meet sales quotas.
- Negotiate contracts and close agreements to maximise profits.
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.
- Collaborate with sales staff to identify and grow opportunities within New Zealand.
- Statistical presentations of results for internal and market trend analysis.
- Regular training on new products and technologies.
- Develop and present individual and group training programmes, including identifying course content, delivery methods and new staff for training.
- Regular attendance at national and international conferences.
- Troubleshooting of laboratory issues relating to Microanalyx equipment or products.
- Key Achievements:
- Increased territory sales revenue by 40% in the first three years followed by a steady increase of 5-15% year-on-year.
- Grew the customer base by 27%.
- Controlled costs to keep business operating within budget and increase profits.
Direct Loss Prevention Manager
NZ Just Group
01.2009 - 09.2010
- Prior experience includes:
Research Tech
Plant and Food Research
12.2007 - 01.2009
- Prior experience includes:
Education
Diploma in Science (Level 6) - Science
UCOL NZ, Auckland University of Technology
Sales and Marketing Certificate -
Manukau Institute of Technology
Bachelor - Science And Communications
Auckland University of Technology
Auckland 04.2001 -
Skills
- Client relationship management
- Leadership and development
- Business Development
- Consultative selling
- National Key Account Management
- Reporting and budget management
- Brand and reputation management
- Strategic sales planning
- Risk management
- Call cycle management
- Customer touchpoints
- Continuous improvement
COMMUNITY ENGAGEMENT
- Age Concern NZ, Volunteer for over six years adding value to local community assisting with one-to-one elderly engagement and welfare.
- Women in STEM, AWIS, Volunteer, Several groups including a formal membership to AWIS and more informal groups across Auckland and the Waikato, attending regular meetings and networking conferences.
- Forest and Bird, Volunteer, Actively involved since leaving university, utilising my environmental scientific skills and knowledge to several programmes aimed at increasing conservation that protects New Zealand’s native birds and habitats.
PROFESSIONAL DEVELOPMENT
- Sales on Demand - David Forman
- Key Account Management - David Forman
- NZ Police -Women & Leadership New Zealand
- NZ Police - Service Excellence
SOFTWARE
- Microsoft Office Suite including Word, Excel, Outlook and Powerpoint
- GoldMine CRM
- MYOB
- Exchequer Enterprise Software
- ACT CRM
- Zoho CRM
- NZ Police Custom Software, including NIA
Timeline
National Key Account Manager
Alphatech NZ Ltd.
09.2022 - Current
Frontline Station Support Team Leader (Fixed Term)
New Zealand Police
10.2021 - 07.2022
North Island Manager
Microanalyx Pty
10.2010 - 07.2021
Direct Loss Prevention Manager
NZ Just Group
01.2009 - 09.2010
Research Tech
Plant and Food Research
12.2007 - 01.2009
Bachelor - Science And Communications
Auckland University of Technology
04.2001 -
Diploma in Science (Level 6) - Science
UCOL NZ, Auckland University of Technology
Sales and Marketing Certificate -
Manukau Institute of Technology