Philip Kemp
Stillwater,AUK
Summary
Results-driven Key Account Manager combining cross-functional competencies in sales forecasting and analysis, sell-in and sell-thru strategies, design and production. Expertise includes creating brand awareness, analyzing data and and implementing projects to positively impact organizational goals. Proficient in identifying challenging areas and achieving corrective measures. Recognized by executive management as a dependable Key Account Manager that contributes as a team player, interacts with colleagues and interface with professionals on all levels.
Overview
29
29
years of professional experience
Work History
Retail Key Account Manager Retail Hardware Channel
ASSA ABLOY Opening Solutions New Zealand
Rosedale, Auckland
04.2023 - Current
- To ensure that company business in my accounts are managed to achieve the annual volume & financial targets, market share, stock level, display and pricing objectives and YOY growth.
- Monitored competitive activities within assigned accounts and communicated findings to management.
- Resolved conflicts between customers and other departments by identifying root causes and proposing solutions.
- Analyzed market trends, customer feedback, pricing strategies. to recommend changes in product offerings or services.
- Sought out opportunities for upselling additional products or services to existing customers.
- Created presentations for key stakeholders regarding progress updates or proposals for new initiatives and range reviews.
- Established strong relationships with clients through regular communication and follow-up activities.
- Implemented processes that increased operational efficiency while maintaining quality standards.
- Performed financial analyses of customer data in order to identify areas of improvement or cost savings.
- Aligning policies and objective of accounts and my company to be taken into consideration, thus minimizing conflicts of interest and ensuring maximum co-operation.
- Developed and implemented key account plans to meet customer needs and increase company profitability.
- Identified new opportunities for growth within existing accounts, as well as potential new customers.
- Conducted meetings with clients to discuss their objectives, challenges, and strategies.
- Provided regular reports on account activity and performance metrics to stakeholders.
- Managed the relationship between internal teams and external customers.
Sales Representative Retail Hardware Channel
ASSA ABLOY Opening Solutions New Zealand
Rosedale, Auckland
01.2022 - Current
- Calling on various Hardware retailers like Bunnings, MITRE10, PlaceMakers, Carters, ITM, Build Link, Hammer Hardware, Independent Hardware retailers as Sales Representative to support the ASSA ABLOY product range at store level within the Upper North Island Territories
- Currently covering the entire North Island
- Growing sales by increasing product penetration in store across all hardware channels like MITRE 10, Bunnings, ITM, PlaceMakers, Carters, ITM and Landscape Yards and independent Garden centres
- Generated new sales leads through cold calling and networking activities.
- Organized client visits, presentations, product demonstrations and trade shows.
- Provided technical support for customers using the company's products or services.
- Building relationships with store staff on the floor to management level and negotiate with buyers where required
- Day to day management and overseeing of Merchandising agency that merchandises in Bunnings
- Merchandising of product range in other channels where required and make sure shelf health is at its optimum.
- Developed and maintained relationships with existing clients to ensure customer satisfaction.
- Maintained accurate records of all sales and prospecting activities.
North Island Territory Manager
Strol New Zealand
Silverdale, Auckland
01.2018 - 11.2021
- To support the Cirtex Residential/Strol product range at store level within the Upper North Island Territories
- Currently covering the entire North Island
- Growing sales by increasing product penetration in store across all hardware channels like MITRE 10, Bunnings, ITM, PlaceMakers, Carters, ITM and Landscape Yards and independent Garden centres
- Building relationships with store staff on the floor to management level and negotiate with buyers where required
- Day to day management and overseeing of Merchandising agency that merchandises in Bunnings
- Merchandising of product range in other channels where required and make sure shelf health is at its optimum.
- Developed and implemented strategies to increase sales in assigned territory.
- Analyzed sales data to identify trends and opportunities for growth.
- Coordinated trade shows and other promotional events to raise brand awareness in the territory.
Territory Account Manager
Briggs and Stratton NZ
Rosedale, Auckland
07.2012 - 12.2017
- Develop and consistently maintain an effective call cycle in your territory, visiting all account holding customers including Head Office, Mass merchants (Bunnings) and Service Dealers accounts and service these customers promoting all Briggs and Stratton’s products and policies
- Seek out (cold calls) and or follow up on all new business enquiries whilst growing current customer base by selling across the B&S product portfolio always looking for new opportunities to range more products
- Increase market share and profitability of all products sold by Briggs and Stratton in your territory
- Support Briggs and Stratton with your attendance and participation at training schools, update seminars, dealer conferences sales functions and field days as required.
Key Account Manager
Reckitt Benckiser New Zealand
Henderson, Auckland
10.2008 - 03.2012
- To ensure that company business in my accounts are managed to achieve the annual volume & financial targets, market share, stock level, display and pricing objectives and YOY growth.
- Monitored competitive activities within assigned accounts and communicated findings to management.
- Resolved conflicts between customers and other departments by identifying root causes and proposing solutions.
- Analyzed market trends, customer feedback, pricing strategies. to recommend changes in product offerings or services.
- Sought out opportunities for upselling additional products or services to existing customers.
- Created presentations for key stakeholders regarding progress updates or proposals for new initiatives and range reviews.
- Established strong relationships with clients through regular communication and follow-up activities.
- Implemented processes that increased operational efficiency while maintaining quality standards.
- Performed financial analyses of customer data in order to identify areas of improvement or cost savings.
- Aligning policies and objective of accounts and my company to be taken into consideration, thus minimizing conflicts of interest and ensuring maximum co-operation.
- Developed and implemented key account plans to meet customer needs and increase company profitability.
- Identified new opportunities for growth within existing accounts, as well as potential new customers.
- Conducted meetings with clients to discuss their objectives, challenges, and strategies.
- Provided regular reports on account activity and performance metrics to stakeholders.
- Managed the relationship between internal teams and external customers.
Pharmacy Territory Manager
Reckitt Benckiser New Zealand
Henderson, Auckland
12.2007 - 09.2008
- To ensure that Reckitt Benckiser’s business in the territory as defined by the attached call cycle is managed to achieve the annual volume, market share, stock level, display and shelving, pricing objectives
- The policies and objectives of the account and Reckitt Benckiser should be taken into consideration, thus minimising conflicts of interest and ensuring maximum co-operation.
National Pharmacy Field Manager
Reckitt Benckiser New Zealand
Henderson, Auckland
11.2006 - 11.2007
- National execution of in field initiatives, by ensuring that operational plans and strategies are implemented excellently by a team of Territory Managers and assisting the National Business Manager Pharmacy as directed by undertaking all reasonable tasks as they occur.
- Planned and coordinated field operations, including scheduling of personnel, equipment, materials and services.
- Prepared assignments and schedules for field team, equipped team with materials and tools required and managed client relations by acting as liaison between client, team and customers.
- Trained team members in proper use of tools, equipment and systems and procedures.
- Conducted performance reviews for staff; provided feedback on strengths and weaknesses as well as development opportunities.
- Evaluated employee productivity levels; implemented strategies to improve efficiency.
- Interviewed job candidates and arranged for new-hire participation in vendor and in-house training programs.
Field Manager - Smollan Sales & Marketing (Smollan Group)
05.2002 - 06.2006
Area Marketer/Sales Rep – Beacon Area Marketing (Smollan Group)
05.2001 - 04.2002
Relief Field Manager – Lever Ponds Fieldmarketing (Smollan Group)
11.2000 - 04.2001
Area Marketer/Sales Representative – Lever Ponds Fieldmarketing (Smollan Group)
09.1999 - 10.2000
Area Marketer/Sales Representative – Lever Ponds Fieldmarketing (Smollan Group)
07.1998 - 08.1999
Field Marketer – Unifoods Field Marketing (Smollan Group)
02.1995 - 06.1998
Education
Additional Courses & On the Job Training, Microsoft Office for Windows, Field Marketer and Customer Excellence Course, Effective Salary Administration Skills, AS400 Call cycle, Employee Relations, Effective Administration, Effective Time Management, Managing Chronic Illness, RB internal Pharmacy Product Training, Power Point Introduction to Presentations, RB internal Product Knowledge training, Scottworks Negotiation Training, RB P&L Training, Apollo Training, RB First Line Manager Training, Nielsen Advisor Interactive - Introduction Training, Nielsen Fundamentals of Analysis Training, Effective Presentation Planning and Presenting Training, B&S Internal Technical product training, B&S Power Portal Trainer Training, B&S Technician Update Seminar 2012, B&S Technician Update Seminar 2013, B&S Technician Update Seminar 2014, B&S Technician Update Seminar 2015, B&S Workshop coping with stress, B&S Technician Update Seminar 2016, Effective Stress Management & Planning -
Training
12.2017
Skills
- Key Account Management
- Forecasting and Demand Planning
- Data-driven decision-making
- Cross-Functional Collaboration
- Relationship selling
- Business strategies
- Negotiation
- Client Relationship Building
- Client Needs Assessment
- Account Development & Management
- Business Development
- Sales Quota Achievement
- Territory Management
- Staff Management
References
Available on request
Hobbies and Interests
- DIY Home Projects
- Photography
- Drawing
- Fishing
- Dabble with basic Graphic Design
- Camping
- Scuba Diving
Timeline
Retail Key Account Manager Retail Hardware Channel
ASSA ABLOY Opening Solutions New Zealand
04.2023 - Current
Sales Representative Retail Hardware Channel
ASSA ABLOY Opening Solutions New Zealand
01.2022 - Current
North Island Territory Manager
Strol New Zealand
01.2018 - 11.2021
Territory Account Manager
Briggs and Stratton NZ
07.2012 - 12.2017
Key Account Manager
Reckitt Benckiser New Zealand
10.2008 - 03.2012
Pharmacy Territory Manager
Reckitt Benckiser New Zealand
12.2007 - 09.2008
National Pharmacy Field Manager
Reckitt Benckiser New Zealand
11.2006 - 11.2007
Field Manager - Smollan Sales & Marketing (Smollan Group)
05.2002 - 06.2006
Area Marketer/Sales Rep – Beacon Area Marketing (Smollan Group)
05.2001 - 04.2002
Relief Field Manager – Lever Ponds Fieldmarketing (Smollan Group)
11.2000 - 04.2001
Area Marketer/Sales Representative – Lever Ponds Fieldmarketing (Smollan Group)
09.1999 - 10.2000
Area Marketer/Sales Representative – Lever Ponds Fieldmarketing (Smollan Group)
07.1998 - 08.1999
Field Marketer – Unifoods Field Marketing (Smollan Group)
02.1995 - 06.1998
Additional Courses & On the Job Training, Microsoft Office for Windows, Field Marketer and Customer Excellence Course, Effective Salary Administration Skills, AS400 Call cycle, Employee Relations, Effective Administration, Effective Time Management, Managing Chronic Illness, RB internal Pharmacy Product Training, Power Point Introduction to Presentations, RB internal Product Knowledge training, Scottworks Negotiation Training, RB P&L Training, Apollo Training, RB First Line Manager Training, Nielsen Advisor Interactive - Introduction Training, Nielsen Fundamentals of Analysis Training, Effective Presentation Planning and Presenting Training, B&S Internal Technical product training, B&S Power Portal Trainer Training, B&S Technician Update Seminar 2012, B&S Technician Update Seminar 2013, B&S Technician Update Seminar 2014, B&S Technician Update Seminar 2015, B&S Workshop coping with stress, B&S Technician Update Seminar 2016, Effective Stress Management & Planning -
Training
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