Paul Stevens

109 Planet Street, m: 0498 238 160Carlisle, WA 6101 e: klp2378@bigpond.com

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Professional Profile

I am an accomplished Senior Business / Sales Manager, with outstanding success in selling into the Services Sector, and both Capital and Consumables equipment. Technically proficient in Engineering, Industrial Chemicals, Processing and Mining, I have market knowledge of extractives, water and the oilfield industries. With a proven ability to manage large sales teams and the ability to implement strategies to improve the top line performance of the business, I can take on any senior sales or business management role.

My mentoring and inclusive leadership style, coupled with a lead from the front approach, means I have a great track record of developing effective sales teams that consistently meet targets and work cohesively. Through my commercial acumen I am able to focus on the viability and profitability of modern business and use my agility to make effective decisions.

A fast learner, from a standing start I develop effective business plans, combining this into a marketing campaign to ensure me and my team build a sales pipeline to enable a focused and sustainable growth strategy, including in stagnant markets.

Key Achievements & Competencies Transformed three remote sales teams into one cohesive unit with my collaborative

leadership, whilst maintaining 4.5% annual sales growth in a stagnant market Utilised my outstanding relationship skills internally and with customers to build loyalty and

to increase market share from 36% to 38% through a change management process Demonstrated ability to win key accounts – won a $15million key account for BASF and

managed the key accounts of Alcoa, Worsley and Nickel West for Bradken Proactive and flexible in approach with excellent time management skills, ensuring work is

completed to a high quality and on time, prioritising my work load Proven ability to develop and implement market, industry and product strategies to win and

retain high value national and global accounts such as BHP, Rio Tinto, and Newcrest High energy, self-starting attitude means I readily adapt to new ideas, environments and

new product augmentation, treating the business as my own My paper on The New Austrian Tunnelling Method won the Colliery Guardian (Degree and

above) Competition in 1987 and I won a Sales Excellence Award for cross business sales

Career Summary

CDE Global, Region Manager, Australasia APR 2014 – CurrentBASF, National Sales Manager Oct 2010 – Apr 2014Bradken Mining, Sales Manager, QLD & WA Nov 2007 – Oct 2010Jasol, State Sales Manager, NSW Aug 2005 – Nov 2007Premiere Products, Executive Sales Manager, UK 1993 – 2005British Coal, Mining Engineer 1981 – 1993

Qualifications

Chartered Engineer 1990 - 1991Department of Minerals Engineering, Doncaster College, Chartered Engineering status, British Council of Engineers, HSE and IME

UK Mine Managers “Ticket” – Quarries, Metalliferous and Coal Mines

Associate Degree in Mining Engineering and Management 1987 – 1990Nottingham Trent University

Professional Experience CDE Global Region Manager Apr 2014 – CurrentResponsibilities

Managing the sales and marketing campaign in extractive industries for the Australasia Region Built a sustainable strategy to meet the needs of the market and CDE profitability targets Design and lead all business development activities

Achievements Introduced CDE to over 300 new potential customers, growing sales from $3M to over $8M last year

BASF National Sales Manager Oct 2010 – Mar 2014Responsibilities

Manage a sales and technical team of 27 in Water, Oilfield and Mining Grow sales from existing customers and develop new markets, aligning ANZ with the regional KPI’s Lead all the group in meeting financial and strategic KPI’s including target setting P&L, Cost Analysis, Forecasting and Budget Management and Performance Reviews

Achievements As a result of winning a new $15Million key account, I won an Asia Pacific Sales Excellence Award for

cross business unit (XBU) collaboration Change Management – led the transformation of 3 sales teams into one integrated and cohesive unit Grew sales by 4.5%, by volume, year-on-year to achieve our annual sales target of $78M in 2014 Year on year volume and value growth increasing market share from 36 to 38%

Bradken Sales Manager–Comminution & GET – WA & QLD Nov 2007 – Sep 2010Responsibilities

Key Account Management of BHP, Rio Tinto and Alcoa Manage a team of 3 Region Managers across West Australia and Mackay, plus an agent in S. Africa Build budget strategies, provide accurate forecasting and support 3 key production sites

Achievements Sales growth of 6% on previous year with total sales of $28M at 2% higher margin Built strong relationships which enabled ‘sole supplier’ and ‘partnership’ arrangements / contracts to

be put in place with several national and global key accounts Coached, mentored and influenced the regional sales managers to build on their personal brand, and

to grow in their roles, increasing sales in all regions

Jasol State Sales Manager Aug 2005 – Oct 2007Responsibilities

Manage a team of nineteen across four functions; sales, field service, customer service, & branch Grow volume, value, profit and market share, setting budgets, P&L, and forecasting

Achievements Increased state gross margin from 35% to 38% by reducing fixed and variable costs Optimised territories and call plans to maximise customer facing time, increasing prospecting by 50%, Business Development initiative succeeded in bringing in 30% more substantiated leads per month

Premiere Products-UK Sales Manager-North 1993 – 2005

Responsibilities Manage the Sales &Operational Planning, Budget, Sales Strategy, Marketing Plan and a team of 9

across the North of England, looking after $26M of Government and Private sector sales Be the conduit to the Executive Board and vice versa on market strategies and employee

developmentAchievements Turned around a region of 11 account managers and one region manager struggling to achieve sales

target, to beat budget by 5% within 18 months of taking the role and reducing headcount by 3 Developing a bunch of highly technical account managers into a team of high performing sales

representatives Expanded territorial sales by over 200% Brought in a several new key accounts including 3 with sales totalling $1.8M PA alone in my last two

years in the role

British Coal-UK Mining Engineer 1981 – 1993Over 12 years in mining as a Coal Face Manager and Mining Engineer, I was chosen to project manage the first Roof bolting installation in the area. I was the joint youngest production unit shift manager at my colliery, and my university thesis won first prize in the National Colliery Guardian Mining Technology Paper Competition (Degree or above category) in 1991. A more detailed history can be provided on request.

Education and Professional Development

Executive Leadership Development Program, Melbourne Business School, Mt Eliza 2013Develops leaders who are capable of bridging levels and functions in the organisation, leading other managers and turning strategy into action

BASF Sales Perspectives Leadership Course 2012/13Sales Fundamentals, Key Account Management, and Building an Effective Sales Pipeline

Chartered Engineer and Mine Manager Qualifications 1990 - 1991Department of Minerals Engineering, Doncaster College, Chartered Engineering status, British Council of Engineers, HSE and IME

Associate Degree in Mining Engineering and Management 1987 – 1990Nottingham Trent University

Higher National Certificate (HNC) in Mining Engineering and Management 1985 – 1987Nottingham Trent University

Mining Student Apprentice (BTEC Diploma) in Mining Engineering and Management 1981 – 1985West Nott’s College, Mansfield

Member of The Institute of Quarrying Australia

Personal Interests

Family, travel, sport and music. A keen golfer, I have been an office holder and Team Captain at clubs in both Australia and the UK. I emigrated here 11 years ago, and am now an Australian Citizen, with a full driving licence. Married for 24 years, with one son whom is studying for a PhD at Curtin University.

Referees’ details can be provided on request.