Karl McCabe
Palmerston North,New Zealand
Summary
Results-oriented Sales Leader with over 15 years of experience driving revenue growth and expanding market share across diverse sectors, including industrial and automotive. Excel in developing commercial strategies and enhancing customer relationships through effective pipeline management and solution-based selling. Proven ability to lead cross-functional teams and improve customer retention. Seeking a Sales Manager or Head of Sales role to foster high-performing sales environments.
Overview
20
20
years of professional experience
4
4
years of post-secondary education
Work History
Business Development Manager
EZICHEQ
08.2025 - Current
- Secured 54 new customers in 8 months, matching full FY25 performance
- Generated and converted high-quality new business opportunities through structured outbound strategies and lead management, contributing to revenue growth
- Redesigned cold-call strategy, increasing conversion rate from 31% to 44%
- Lead proactive outreach through cold calling and digital enquiry management
- Managed onboarding, customer training, and product adoption to drive long-term customer success and satisfaction
- Reduced churn through improved onboarding and proactive customer support
- Collaborated with marketing and product teams to enhance offerings and improve customer experience, leading to increased engagement
- Identify and resolve system and website issues impacting customer engagement
- Implemented a two-tier platform to simplify customer experience and improve retention
Key Account Manager - Wesfarmers Industrial
NZSB NZ Safety Blackwoods
Wellington , PN
02.2022 - 10.2024
- Delivered sustained revenue growth over four consecutive years: +28% (FY20/21), +19% (FY21/22), +22% (FY22/23), +18% (FY23/24)
- Expanded relationships with key accounts and distributors to drive mutual growth
- Maintained and expanded relationships with key accounts and distributors
- Increased customer base by 12% through targeted acquisition strategies
- Re-engaged dormant accounts through tailored commercial solutions
- Improved distributor performance via region-specific promotions and alignment
- Re-engaged dormant accounts with tailored commercial solutions, enhancing overall portfolio value
- Enhanced distributor performance through region-specific promotions and strategic alignment
Key Account Manager
PBI Height Safety
Wellington , PN
02.2017 - 10.2021
- Managed major national accounts across industrial and commercial sectors
- Delivered margin growth and revenue expansion through strategic account management
- Built strong stakeholder relationships across procurement and operations
- Achieved 5% margin growth (2017/18)
- Delivered 7% revenue growth while exceeding budget targets
- Earned multiple quarterly performance bonuses (2017-2019)
- Managed key accounts including Fonterra, Downer, Mainfreight, Foodstuffs, ANZCO, Talleys, Goodman Fielder, and Department of Corrections
Key Account Manager - Industrial (North Island)
Lynn River
01.2015 - 01.2017
- Exceeded FY15 budget by 18%
- Achieved monthly targets for 10 consecutive months
- Increased spend across all key accounts year-on-year
- Ranked top sales growth territory nationwide
Territory Sales Manager
Lubricants NZ (ELF)
01.2013 - 01.2015
- Increased customer database by 11%
- Delivered 8.26% turnover growth from new customers
- Added 21,000L in new customer volume
- Generated $100K+ in new business revenue
Sales Development Manager
Penrite Oil Company
01.2010 - 01.2013
- Increased customer base by 20%
- Delivered 27% annual litre growth
- Achieved 22% revenue growth YTD and 29% volume growth YTD
- Supported major NZ/AUS tender through reporting and opportunity analysis
Territory Manager
Paint 'n Paper Superstore
Napier
01.2006 - 01.2010
- Managed top regional accounts ($10K+ monthly spend)
- Managed regional accounts, driving $10K+ monthly spend
- Achieved 8-10% annual growth over four years through strategic initiatives
- Boosted turnover by 15% in one month by securing new key accounts
Education
Automotive Engineering - Motor Mechanics Automotive Engineering
Waikato University
Hamilton , HAM 06.1998 - 02.2002
Palmerston North Boys High School
St Joseph’s School
FeildingSkills
- New Business Acquisition
- Key Account Management
- Sales Leadership & Team Readiness
- Territory Growth & Strategic Planning
- Revenue & Margin Expansion
- Market Analysis
- CRM management
- Proposal development
- Distributor training
- Negotiation skills
- Customer retention
TEAM LEADERSHIP READINESS
- Demonstrated ability to lead through influence, aligning internal teams and external stakeholders to achieve commercial outcomes
- Experience supporting onboarding, training, and development of customers and distributor partners
- Strong communicator with the ability to coach, guide, and influence stakeholders in both formal and informal settings
- Regularly collaborate across departments to drive coordinated execution and improved performance
- Proactive in identifying and implementing process improvements that enhance team effectiveness
- Ready to transition into formal team leadership, bringing a hands-on, accountability-driven approach
LEADERSHIP & COMMERCIAL IMPACT
- Operate at Sales Manager level, leading commercial outcomes through strategic territory planning, pipeline discipline, and performance optimisation
- Drive cross-functional collaboration with marketing, customer service, and product teams to improve acquisition, onboarding, and retention
- Designed and implemented structured sales processes, including cold outreach frameworks, onboarding programmes, and retention strategies
- Influence distributor and customer performance through training, product education, and tailored commercial initiatives
- Provide consistent CRM reporting, forecasting insights, and territory analysis to support senior leadership decision-making
- Identify market opportunities, customer risk, and growth gaps, translating insights into actionable sales strategies
- Strengthen customer experience and long-term retention through proactive engagement and service improvement initiatives
Timeline
Business Development Manager
EZICHEQ
08.2025 - Current
Key Account Manager - Wesfarmers Industrial
NZSB NZ Safety Blackwoods
02.2022 - 10.2024
Key Account Manager
PBI Height Safety
02.2017 - 10.2021
Key Account Manager - Industrial (North Island)
Lynn River
01.2015 - 01.2017
Territory Sales Manager
Lubricants NZ (ELF)
01.2013 - 01.2015
Sales Development Manager
Penrite Oil Company
01.2010 - 01.2013
Territory Manager
Paint 'n Paper Superstore
01.2006 - 01.2010
Automotive Engineering - Motor Mechanics Automotive Engineering
Waikato University
06.1998 - 02.2002
Palmerston North Boys High School
St Joseph’s School