Manager Sales

R SUM

Mark Jenkins

** ******* ****** (**) **** 5314 (h)

Newmarket QLD 405*-****-*** 832 (m)

*********@*******.*** (e)

KEY EXPERIENCE AND SKILLS

o Strong skills and experience in managing business development, client

acquisition and teams of staff to achieve excellent results

o Excellent communicator with a proven capacity to develop and maintain

highly effective relationships with clients, colleagues and staff

o Proven track record in achieving sales growth and profit margin

management

o Highly developed organisational skills

CAREER SUMMARY

CONSULTING Jan 2009 - present

MACQUARIE BANK May 2007 - Jan 2009

Manager

BANKWEST AUSTRALIA 2006 - May 2007

Area Manager

(left when the position was reclassified as part of a nationwide

restructure)

ST GEORGE BANK 2005 - 2006

Senior Relationship Manager

(left position when recruited by BankWest)

COMMONWEALTH BANK OF AUSTRALIA 1996 - 2005

Relationship Executive

(left position when recruited by St George Bank)

. Relationship Manager

. Area Office Assistant Manager

. Settlements Manager

BUSINESS EXPERIENCE

CONSULTING Jan 2009 - present

Target clients are general business clients looking for strategic, planning

and funding planning and assistance. Services provided are debt and work-

out plans, bank and creditor negotiations, budgeting, forecasting and

restructuring

Transactions:

Shopping Centre owners - $250M (AUD) refinance and renegotiate covenants

Retirement Centre owner/developer - $100M Debt / Equity for 4 centres

Debt Work-out for Commercial Property investor - 2 Banks owed $17M (AUD)

Low Cost Housing - $350M (USD) Developing Country Pacific Region

Provincial Hospital development facility - $250M (USD) Developing Country

Pacific Region

Construction facility for 3 retirement villages worth $353m

MACQUARIE BANK May 2007 - Jan 2009

Manager

Focused on lifting the profile and market share in the Legal and Accounting

Industries. Primary targets were local firms and their partners/directors

(Sales and Marketing focus).

Responsibilities

. Manage profit and loss and Balance Sheet growth for these industry

segments in Brisbane

. Liaise with industry service providers, regulators and members to

market and develop new business

. Coordinate internal bank departments (credit, operations,

documentation) to ensure timely settlement of loans and client

expectations met

. Identify prospects and formulate local area business plans in line with

strategy and service offering

. Manage existing client base, with the view of increasing product

penetration

. Maintain credit standards and identify risk in relation to lending

clients based on cashflow

Achievements

. Bank profile raised within industry and clients acquired

. Increase of profitability of 30%, margins sustained, size of balance

sheet increased

. Staff skills increased through provision of effective mentoring and

training

. Key clients identified and strategies to acquire their business

developed and executed

. No loss of clients to competitors, new business areas identified

BANKWEST AUSTRALIA 2006 - May 2007

Area Manager

The role involved taking an aggressive approach to building a new branch

from the ground up (Archerfield/Acacia Ridge) by acquiring market share

from competitors. Attract staff and clients by focusing on client needs,

relationships with the community and a fast, new service offering delivered

by industry specialists (Management/Sales focus).

Responsibilities

. Identify, interview and employ new staff

. Manage existing staff (six), assess performance against KPIs and

engage prospective clients

. Develop local area business plan and strategy in line with State

business direction

. Manage profit and loss and Balance Sheet growth for the local area

. Train staff in line with industry focus

Achievements

. Established Greenfield commercial branch

. Assisted with details of construction and timeframes for coordination

of retail aspects of branch

. New staff successfully employed and trained

. Local area marketing and sales plans established

. New client identification and targeted sales action plans achieved

BUSINESS EXPERIENCE (Cont.)

ST GEORGE BANK 2005 - 2006

Senior Relationship Manager

Maintain existing clients and grow portfolio. Originate and develop new

industry policies for the Bank to build profitable relationships with other

industry bodies. (Sales/Marketing/Risk focus).

Responsibilities

. Manage client base, increase product per relationship and look to

acquire new clients

. Supervise junior staff

Achievements

. $17M approval for Port of Brisbane development (progressive drawdowns)

. Introduced bank to new market and drafted corresponding Management

Rights policy

. Created half-yearly plan for portfolio identifying opportunities and

risks; split portfolios and transitioned clients smoothly (zero loss

of clients)

. Achieved improvements in client satisfaction scores within portfolio

. Relieved manager in his absence (Direct report management and a team

of eight)

COMMONWEALTH BANK OF AUSTRALIA (2000-2005) 1996- 2005

Relationship Executive

Increase profitability with existing clients, acquire new clients that met

a $25k per year revenue benchmark and maintain credit quality.

Responsibilities

. Achieve revenue targets in line with return on target equity benchmarks

(ROTE)

. Offer multiple products to clients and achieve revenue targets

. Grow client base by acquisition and entrench existing clients by

increasing product penetration

. Manage junior staff including training and mentoring

. Undertake project work when required, for example directed at products

or industry or profitability

. Portfolio responsibility $160m Commercial ($240m in total)

Achievements

. Year's funding $52m, revenue $3m+ across multiple industries

. Single largest balance sheet client grown to $45m in exposure

. Formulated strategies for "Product bundling" policy and procedure to

increase client retention and maximize cross sales to increase

profitability of relationship (project additional to main duties)

COMMONWEALTH BANK OF AUSTRALIA (pre 2000)

Relationship Manager, Area Office Assistant Manager, Settlements Manager

Responsibilities

. Extensive operational experience in legal documentation, settlement

and back office procedures

. Direct report management, staff development

MAJOR CLIENTS ACQUIRED/ MANAGED

Large Logistics Company

. $17m approval for construction on Port of Brisbane land (leasehold)

. Leasehold land, diminishing valuation, residual risk position

National Equipment Hire Company

. Grew exposure to $45M to assist growth of group

. Acquired by publicly listed company - $86M capital raising acquired

business

. Worked with and around other bank to ensure clients goals were achieved.

. Large property portfolio annexed from trading business

International Human Resources Group

. Worked with Treasury to provide Foreign Exchange solution and provide

considerable revenue to the Bank

Fruit Market Wholesalers

. $100m turnover group

. Property, transactional and wealth creation products and services.

Property Developers / Investors

. Range of projects from $5m residential commercial developments to medium

residential developments (Pre-sales, Gross Realisation Values, Peak Debt

Calculations and On-Completion Assessments and Feasibilities).

East Coast Legal Practice

. Multiple sites, government regulated accounts

. Cash flow lending against the value of working assets

. Monitoring, amending and enforcing covenants. Funding acquisitions and

working through growth phase of the firm.

TERTIARY EDUCATION

2007 Investment Planning 1, Securities Institute, FINsia

2006 Tier 1 and 2 Compliant (FINsia)

2003 Derivatives - PS 146 Compliance

2000 Diploma of Financial Markets (Certificate III), Securities

Institute (FINsia)

1994-6 Bachelor of Business, Queensland University of Technology,

Brisbane (deferred)

TRAINING AND DEVELOPMENT

. Completed OMEGA course at CBA

. Change management, conflict management and sales management courses

completed on a rolling basis to keep skills current.

. Feb 2009 : Consulting to accountants - experienced with MYOB

(Vistopia)

REFERENCES

Will be made available on request.

Contact this candidate