Tim Knight
South Yarra,Melbourne
Summary
A highly motivated, goal-oriented and results-driven Commercial Director with a proven track record of consistently delivering strong sales growth and thriving in high-pressure and fast-paced situations
An energetic and collaborative leader, recognised for building highly motivated and engaged sales teams and for the optimization of Sales and Operational planning processes to maximize performance and operational effectiveness
Commercially astute and able to swiftly grasp complex concepts, visualize success and build highly effective strategies to achieve organizational objectives to consistently out-perform the market and competitors
Overview
10
10
years of professional experience
Work History
Head of Retail
Dyson
10.2023 - Current
- Developed and implement strategic plans to step change Dyson's NZ growth tragectory
- Led the business through an extensive IBP shift to establish a robust and highly successful shift towards best in class Sales & Operations Planning
- Exceeded sales Targets through exceptional financial analysis and commercial leadership
- Drove a high engagement culture by embedding a culture of cross functional and collaborative team work
Commercial Director
L'Oreal
06.2019 - 05.2023
- Spearheaded the complete transformation of the L’Oreal Commercial function to build an incredible, high performance and market beating operation taking the business from $48M Net Revenue p.a. to $61.5M Net Revenue p.a. in just three years
- Responsible for all L’Oreal sales in the highly complex categories of Skin Care, Cosmetics and Hair Care spilt across the Grocery, Pharmacy and Retail channels
- Led the L’Oreal Sales Team consisting of three National Business Managers, a Business & Strategy Planning Manager, a National Field Sales Manager and a Field Sales Team
- Developed and implemented key strategic initiatives to outperform the market and deliver Net Revenue growth of +8.7% in 2021 and +13.0% in 2022
- Partnered with key retailers to execute joint strategic plans focusing on category insights, customer growth ambitions and identified market opportunities to position L'Oreal as the #1 supplier in Hair Colour, the #1 brand in Skincare and Maybelline and as the #1 brand in Cosmetics
- Worked in collaboration with the Sales Team to establish L'Oreal as the acknowledged Beauty Partner of Choice for retailers New Zealand as recognized by The Advantage Group
- Fostered an environment in which the Sales Team engagement score rose to be the highest of all Team levels achieved across the Commercial Products Division by focusing on a culture of care, individual empowerment, cross functional project groups and all of business collaboration
National Business Manager
Coca-Cola Amatil
03.2017 - 05.2019
- Led the CCA Foodstuffs Business, responsible for over $110M of Net Revenue p.a.
- Managed a Team of seven, consisting of two National Business Managers, three Key Account Managers and two VMI planners
- Successfully completed extensive and difficult negotiations on the then proposed Commercial Operating Model with the Foodstuffs Senior Executive to ensure that the CCA business in Foodstuffs maintained its market share ambition whilst balancing revenue and margin objectives
- Developed and implemented a comprehensive sales plan incorporating the CCA ‘Partner of Choice' vision and strategic plan across the Foodstuffs businesses to deliver two consecutive years of growth exceeding CCA targets
- Worked in partnership with the National Field Sales Manager to oversee a Field Sales Team of over 30 Field Sales Representatives and 70 Sales Merchandisers
- Operated within budgetary constraints, participated in development of annual budget forecasts, and reconciled operating budget
- Held a role within the CCA Senior Leadership Team with a specific focus on Culture and Sales Team engagement
National Business Manager
Reckitt Benckiser Inc.
03.2015 - 03.2017
- Responsible for all the Reckitt Benckiser Woolworth's NZ Business, valued at over $50M Net Revenue p.a.
- Managed a Team of five, consisting of two Key Account Managers, two Key Account Executives and a VMI planner
- Successfully negotiated a comprehensive JBP with Woolworth's NZ to step change the Medicinal category to deliver significant share of shelf gains in Oral Analgesics, Cold & Flu, Sexual Health and Foot Care
- Nominated and awarded Supplier of the Year award in the Health & Beauty Category in Woolworth's in 2018 following the implementation of the Medicinal JBP
- Developed and implemented a strategic sales plan that delivered record sales growth and outperformed the market for two consecutive years and exceeded MAX bonus targets
National Business Manager
The Griffin's Food Company
10.2013 - 03.2015
- Led the Griffin's Food Company's Woolworth's NZ Team, responsible for more than $55M in Net Revenue and exceeded all sales targets
- Negotiated and implemented the first total business Price Drop JBP with Woolworth's NZ to position the Griffin's Food Company as the premier Woolworth's NZ Partner
- Drove huge share gains across the Snacking Category through the implementation of a 'More for More' agreement with Woolworth's NZ
- Nominated for Supplier of the Year in 2014 and Winner of the Food & Beverages Supplier of the Year in 2014
Education
MBA - Business Administration And Management
Massey University
Palmerston North, NZ07.2010
Bachelor of Science - Marketing
The University of Adelaide
Adelaide11.2000
Skills
- Leadership
- Customer Relationship Management
- Business Development and Planning
- Persuasive Negotiation
- Coaching and Mentoring
- Forecasting and Budgeting
- Strategic Business Planning
- Category Analysis
- Presentation & Communication
- Sales Results
Timeline
Head of Retail
Dyson
10.2023 - Current
Commercial Director
L'Oreal
06.2019 - 05.2023
National Business Manager
Coca-Cola Amatil
03.2017 - 05.2019
National Business Manager
Reckitt Benckiser Inc.
03.2015 - 03.2017
National Business Manager
The Griffin's Food Company
10.2013 - 03.2015
MBA - Business Administration And Management
Massey University
Bachelor of Science - Marketing
The University of Adelaide
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