Jo Tozer

• Developed strategic business plans to enhance operational efficiency and drive growth initiatives.
• Conducted comprehensive market analyses to identify trends and inform decision-making processes.
• Facilitated stakeholder workshops to gather insights and refine strategic direction.

• Developed and implemented strategic business plans to drive growth and revenue.
• Oversaw daily operations, ensuring efficiency in processes and service delivery.
• Managed budgeting and financial forecasting to maintain profitability.
• Cultivated vendor relationships to optimise supply chain management.

Company Overview: MYOB is a tech company that helps businesses in Australia and New Zealand Start, Survive and Succeed. Enterprise is the second largest segment within MYOB, targeting customers with ~20 – 1,000 FTEs, (two sub-segments hold a market leader and market challenger position respectively); offering integrated workflows on a single business management platform for ERP, payroll and workforce management.

The objective of my role was to identify and prioritise the most impactful opportunities, align stakeholders and orchestrate the execution of GTM programs to deliver customer and commercial outcomes. I also hold senior leadership responsibilities as a MYOB Board Director (NZ) and spokesperson in NZ, and Board Director of Roubler (a majority owned MYOB company).

Responsibilities

• Drive 3-5 year Enterprise GTM strategy
• Develop and lead execution of the annual Enterprise GTM plan to achieve revenue and EBITA targets
• Direct and Indirect Channel GTM Performance
• Government and Media relations in NZ
• Governance of the strategy and performance of Roubler

Major Achievement / Results:

• Tracking to 69% YOY SaaS revenue growth in 2022
• 50% adoption of additional modules for platform expansion
• ARR retention rate >90%
• Market CSAT at 81% satisfied

Company Overview: In 2021, MYOB Enterprise introduced a direct channel requiring the build of SaaS consulting services. In the same year, consulting services were integrated through consolidation of some of the VAR channel and a company reorganisation which brought two existing internal consulting teams together.

The objective of my role was to lead consulting services across Australia and New Zealand and drive the change program to effectively bring together three large scale change programs to achieve one direct consulting service for MYOB. My role also included senior leadership responsibilities as a MYOB Board Director (NZ) and spokesperson in NZ, and Board Director of Roubler (a majority owned MYOB company).

Responsibilities:

• Drive 3-5 year MYOB Consulting Services strategy, lead significant growth
• Develop and lead execution of the annual MYOB Consulting Services plan to achieve revenue and EBITA targets
• Ensure the capacity and capability to deliver commercial and team objectives
• Support ARR growth, transforming consulting services in line with MYOB’s transition to SaaS
• Drive customer success and satisfaction through adoption of our business management platforms

Major Achievement / Results:

• 180% growth of consulting services; revenue and team
• 19% yoy growth in organic consulting services revenues
• Direct team achievement of 75% billable utilisation in 6 months

Company Overview: MYOB acquired PayGlobal in 2014 to provide growth in adjacent markets for its Enterprise Division. Initially managing the PayGlobal integration to MYOB, the role expanded to include leadership of two additional Payroll desktop products and the GTM roll out of the developed Payroll standalone SaaS platform direct to ANZ market. In 2020, MYOB also acquired SaaS Workforce Management capability through Roubler.

The objective of my role was successful integration of the PayGlobal business to MYOB and growth in the Australian and New Zealand MYOB Enterprise Payroll and Workforce Management business performance. My role also included senior leadership responsibilities as a MYOB Board Director (NZ) and MYOB representative for Business NZ on the Government led taskforce for recommendation to changes to the Holidays Act.

Responsibilities:

• Drive 3-5 year MYOB Enterprise Payroll GTM strategy, lead significant growth
• Develop and lead execution of the annual MYOB Enterprise Payroll and Workforce Management plan to achieve revenue and EBITA targets
• GTM Lead for M&A of Workforce Management capability
• NZ Payroll leadership including government led initiatives

Major Achievement / Results:

• Achieved PayGlobal revenue at 108% and EBITA at 111% EBITA in first year with MYOB
• 50% growth of leadership in Payroll revenues and team
• 97% ARR retention
• Led sale of Payroll Bureau service
• Launched standalone SaaS Payroll in Australia
• Workforce Management acquisition and board management

Company Overview: PayGlobal was an industry-leading HR & payroll software provider, servicing 500 customers and paying over 500,000 people in Australia, New Zealand & Fiji servicing.

The objective of my role was driving change through various parts of the business with a focus on strategic execution and business improvement.

Responsibilities:

• Leadership of the Professional Services teams in the South Island and Australia.
• Full P&L management.
• Sales support and development of campaigns to generate revenue and growth opportunities.
• New and Existing Business Implementations.
• Resourcing and Project Management Methodologies.

Client Relationship Management.

• Seconded to manage the transition into PayGlobal of the Australian Professional Services team following acquisition.
• Managing the transition of product development, customer support, hosted services and ICT to MYOB following acquisition.
• Major Achievement / Results:
• Quality process improvements resulting in 95% of project implementations on time, on budget.
• Quality improvement to ensure
• Delivered pricing, proposal and delivery of projects/campaigns returning up to 65% net income.
• Achieved Revenue target and 30% above budgeted target EBITA in first year operation in Australia.
• 85% staff retention following acquisition.