Sales Manager
Resume:
NAME JOHANNES (JO) HM PETERS
ADDRESS * ********* *****
West Busselton West Australia, Australia 6280
Mobile 040*******
Email *********@*******.***
Strong entrepreneurial general manager with over 25 year’s leadership experience in the print
industries food processing/distribution, and steel fabrication in Canada and Australia. Creative and
innovative leader who excels at client relationships and developing internal teams who successfully
execute business strategy. Excellent interpersonal and communication skills combined with strong
financial and operation management and an ability to create and execute sales and marketing
strategies. Dedicated professional who thrives on change, challenge with initiative and a positive
attitude.
TERTIARY
2014
Diploma of Business Management
Diploma of Franchising
2013
CBD COLLEGE: PERTH 2012
Certificate IV Training and Education TAE10
Certificate IV Allied Health Assistance HLT42512
2003
UNIVERSITY OF QUEEN’S SCHOOL OF BUSINESS Canada
One of the North America’s leading business schools
Executive Leadership Program
o Communicating more authentically
o Coaching for high performance
o Involving others in decisions that affect them
o leading performance improvements, managing change and creating a flexible,
adaptive, self-renewing organization
2001
UNIVERSITY OF MANITOBA Canada
Province largest university
Negotiating for Success
1999
Managing Human Resource Function
1985
WILFRID LAURIER UNIVERSITY Canada
Bachelor of Business Administration (HONS.) - Accounting Major
1
EMPLOYMENT HISTORY
March 2013 – Nov 2013
Worldwide Printing Solutions- 6 Month contract
Role to provide business support to regional retail outlets. Advise on matters of business
development, operations, financial wellbeing and human resource matters
State Support Manager
Achievements
Established formal training program specific to each center’s needs. Primary focus on
sales development.
Induction of new owner to centre. Development of business plan, creation of financial
plans and human resource requirements etc.
June 2012 – January 2013 : 6 Month Contract
Bell-Vista
Leader in the wholesale fresh produce industry throughout West Australia. Specific businesses are
Wholesale fruit and produce, Food service- fruit and produce, Marine Division selling all goods to
cruise liners around Australia and freight ships in Fremantle, National liquor division and
Livestock Export Division. Total company turnover of $ 66 million and a staff of 120.
Business Consultant:
Achievements
Turnaround of liquor Division (Beer). Obtained in a single month volume, revenue and
profit numbers exceeding the entire previous financial year. Doubled sales force and
doubled number of products (SKU’s). New product listing with Woolworths.
Prepared and presented within first month of employment complete business strategic plan,
covering Liquor Division, with specific detail to volumes, margins per SKU, monthly
profits and other performance indicators such as OH&S.
Hired additional sales and support staff. Established goals and objectives for each position.
Provided Owner with assessment of profit potential of Export Livestock business.
Assessment covered farm, slaughter facilities and local accounting services in Mauritius.
Business review with executives of the Livestock supply company.
Assisted Owner with review of Fruit and Vegetable Wholesale Business and implemented
cost reduction actions and forward sales planning with sales team
Completed review of all Lease agreements and renewal of Wholesale business working
with Perth Market Authority.
Day to day activity involved assisting sales teams, business cash flow, client relations
August 2011 – June 2012
UCI
Perth based private company, providing innovative workspaces to national and regional clients
such as Chevron, BHP, Westpac and numerous government departments. With showrooms in
Adelaide, Brisbane, Canberra, Melbourne, Sydney, Perth, Hobart and Ulverstone,
Finance Manager
2
Achievements
The SAP1 information system was implemented 12 months prior to my arrival, there had
not been any financial reporting done until my arrival from SAP. Reports were made
available within 3 weeks
Implementation of layout, policies and procedures for new warehouse.
Formalized cash flow processes
Responsibilities
Preparation of P&L
Responsible for final implementation of SAP B1 system
o Accounting, sales training, warehouse management and job costing
Responsible for Administration staff training
Responsible for imports from Japan, Malaysia and Chinese suppliers. All ordering and
logistics.
All internal controls, banking, financial reporting
Ensure compliance to all government legislation.
2009-2010
COLOR AD
Canadian based packaging company supplying flexible/pressure sensitive labels to food processors,
retail food chains and OEM’s. Revenue of $ 17,000,000 and a staff of 65.
General and Sales Manager
Achievements
Defined a clear strategic sales plan and implemented to increase sales by 15% within two
month period
Defined clear direction of ERP information system which was about to be implemented.
Turned around Division from a $ 1.2 million loss to a $1 million profit in a 7 month period
Operation turnaround- 21 day product delivery to clients down to 7 days.
Reduction of Staff head count – 5%
Responsibilities
Full P&L Management
Annual and monthly budgeting plus related reporting functions
Sales
Development and implementation of marketing and sales plan. Defined primary and
secondary targets based on profitability and future growth potential
Key person of contact for all major national and international clients
Directed all supply contract renewals
Human Resources Management
Management of 65 people with 3 direct reports.
Established new management team
Established performance review criteria - ensured all H&S in compliance
3
Performed all hiring of sales team members and operations
Left Company to move to Australia in 2010
1998- 2009
TRANSCONTINENTAL PRINTING LTD
Public Canadian owned organization with $ 2 billion in revenue. I managed two operations in
Winnipeg Canada. One was a Web operation with $ 27 million in revenue and a staff of 150 plus a
second operation of $ 8 million in revenue with 65 staff members manufacturing point of sale
signage.
General Manager
Achievements
Turned around two operations. One, from a breakeven to a 16.2 percent return on sales
and the other operation from a loss to a $ 1.1 million profit. Each within three years
Sales increase of 25% over 3 years while profit increased 13 fold at the Web Print
operation. Profit increase of $ 288,000 to $ 3,782,000
The signage operation was a turnaround situation due to introduction of new print
technology and enterprise information system. Improved a $300,000 loss to a $ 1,000,000
profit in 3 years
Created a work environment where employees but in the “extra” effort. Where employees
suggest friends to work and where union members were looking to decertify
Successful contract renewals and new business over a 11 year period
Responsibilities
Full P&L Responsibilities
Five year and annual financial and operation budget preparation/presentation to CEO and
related performance reporting
Sales
Direct contact with top clients on a monthly base
Directed all supply contracts renewals and conducted strategic business reviews with
clients
Human Resources Management
Managed 215 people with 8 direct reports
Responsible for all H&S compliance requirements
Negotiated all union contracts
Staff development: Performance reviews and development for all non union staff
Strategic Management
4
Introduced enterprise information system. Process mapping, staff training and
implemenation
Defined a clear multiyear strategic sales and operational plans for both Divisions.
Completed strategic plan and presented to presidents and senior vice presidents to establish
a network of plants to service the Point of purchase market in Canada. Opportunity led to
increased revenue by $50 million at a 15% EBIT in a 36 month period
Chaired national Prepress committee: Introduction of new technology to $ 400 million
business
Implemented lean management process to operations and administration functions and to
client order entry processes
Made redundant as part of a 1500 staff reduction program in February 2009
1994-1998
PARMALAT LTD
World’s largest Dairy operation with national Canadian scope. I managed the provincial fluid milk
/ice cream operation with had $ 72 million in revenue and unionized staff of 180.
Increased profit from $ 3.2 million to $ 7.4 million in four years.
General Manager
Achievements
• Sales increase of 10 % on top of a 65% market share, while profits increased from
$ 3,125,000 to $ 7,210,000
• Winner of national Sales contest for widest product distribution 2 years running
Responsibilities
Full P&L responsibilities
Annual financial and operation budget preparation and related reporting for this multi
warehouse division
Sales
Direct contact with major clients (buyers/owners) on a weekly/monthly bases
Managed all supply contract renewals and supply tenders
Human Resources Management
Managed 180 people with 5 direct reports
Union contract negotiations
Supervision of direct to store retail sales team (10) and distributor network (35 agents)
driving volumes and product distribution
Staff development: Performance reviews and development
Strategic Management
Defined market strategy and executed plans
Expanded product lines (non dairy) to improve offerings to clients and provide
contribution to division
5
Implemented lean management process to operations and administration functions
Under took the strategic planning and implementation to rationalization of 4 plants and
administrative functions resulting in the creation of a new division
Capital projects of $ 4 million dollars: Plant expansions and equipment
Left to take a position with Transcontinental Printing Ltd
1990 – 1994
BEATRICE FOODS – Sudbury Division
General Manager
Responsible for the feasibility study and its implementation to create a new division
consisting of 4 processing operations and 2 warehouse facilities. Revenue of $ 25 million
and a staff of 155
Rationalization of 5 processing operations into one location, providing a cost reduction of
$ 2.5 million in overheads
Creation of new division- new Management team
Project leader on capital expansions
ADDITIONAL EMPLOYMENT HISTORY
1987- 1990
BEATRICE FOODS – Model Division
Operations Manager
1988 – 1994
SAULT ST.MARIE COMMUNITY COLLEGE
Evening Instructor of adult extension education programs
Practical Financial Management
Sales Approaches and Techniques Summary
1985-1987
BEATRICE FOODS – Model Division
Controller
6
References
Ralph Pontillo
President/CEO
Miami Valley Publishing LLC - Supplying national USA retailers with printed materials
678 Yellow Springs Fairfield Road
FAIRBORN Ohio
USA 45324-9762
*********@**-***.***
Bill Holte
Sales Manager
Transcontinental Spot Graphics – Providing signage to national retailers
1615 Inkster Blvd
WINNIPEG Manitoba R2X 1R2
Canada R2X 1R2
******@****************.**
Bruce Humphreys
Chief Financial Officer
Paterson Global Foods Inc. - Operations in Canada and Australia
22nd Floor - 333 Main Street
WINNIPEG Manitoba
Canada R3C 4E2
**********@*******************.***
7
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