Pas Macri

Key Responsibilities - Collaborating with 2 Regional Managers to manage retail operations - Managing state and national wholesale/retail pharmacy banners across all states - Coordinating and motivating a team of field-based representatives to deliver sales growth - Sales process design and implementation of quarterly KPI reporting dashboards - Developing and implementing quarterly cycle/incremental sales execution plans and strategies

Key Responsibilities - Managing state and national retail pharmacy banners across 4 states - Coordinating and motivating a team of field based representatives to deliver sales growth - Developing and implementing cycle and incremental sales execution plans and strategies Key Achievements - Delivered 7 consecutive years of sales growth - Achieved growth results in line with approved budgetary limits - Developed team capability progressing 3 direct reports to manage intermediate retail groups - Defended existing product ranging and sold-in incremental distribution to drive sales growth - Enabled the team to attain ‘State of the Year’ for highest sales growth results in 2015 and 2017

Key Responsibilities: - Channel expansion strategy contributing to sales volume growth - Improving supply and logistics for the breeder channel - Business and capability development of the sales organisation Key Achievements: - Expanded supply into rural channel generating $600k of incremental sales in just 5 months - Developed a 3P logistics solution for the breeder channel saving $200k p.a.in freight costs - Implemented scorecards to track and measure field team progress versus objectives

Key Responsibilities: - Delivery of national pet specialty business sales and profit objectives - Business development of national key accounts - Managing 4 state sales managers - Developing capability for the national field sales team Key Achievements: - National sales volume growth index of 109/107 for the 07/08, 08/09 fiscal years respectively - Top 4 growth indices of 117/109, 114/108, 108/105, 126/111 in fiscal 07/08, 08/09 - Fiscal 07/08, 08/09 results delivered at a spend versus budget index of 100 / 102 (GFC year) - Introduced sales analytics for state sales managers, structured selling techniques for field reps and objection handling techniques to increase sales closure rates

Key Responsibilities: - Managing state pharmacy and independent grocery key accounts - Managing 11 sales representatives across 2 channels and 4 states - Coaching, mentoring and developing the capability of the field team Key Achievements: - Delivered volume index growth in pharmacy of 111 and independent grocery of 108 - Developed working relationships with 2/1 new to market pharmacy/grocery banners - Inducted 3 new hires, coached the field team on how to secure higher sales closure rates

Key Responsibilities: - Delivering consistent volume growth - Developing and submitting promotional programs - Selling in new lines and category shelving concepts Key Achievements: - Delivered fiscal volume index growth on Healthcare of 109, 112, 110 in 03/04, 04/05, 05/06 - Delivered positive fiscal volume growth on Homecare/Snacks at an average of 108 per year - Sold in a shelving concept to secure brand positioning from the bottom shelf to hip/eye level - Sold in efficient assortment analyses to defend/maintain/expand distribution on P&G brands

Key Responsibilities: - Coordinating 3rd party merchandising organisation Counterpoint to execute store initiatives - Submitting briefs for new line cut-ins, planogram resets, promotional displays - Managed speed/quality of execution, store compliance standards, preparation of reports Key Achievements: - Executed 66 new line cut-ins for 11 initiatives at an average of 8 days for 92% of brand value - Delivered consistent promotional display builds of 89% of store universe in 2 days - Developed working relationships with State Merchandise managers to leverage their influence

Key Responsibilities: - Managing 17 field reps nationally to execute new line and promotional sales initiatives - Conducting Monthly performance reviews to ensure field rep delivery of agreed volume targets Key Achievements: - Delivered 189/123 IYA volume increases for the Vicks winter sell-ins of 98/99 & 99/00 - Delivered 116/114 IYA total volume increases for 98/99 & 99/00 - Developed capabilities for 6 new sales reps enabling them to sell achieve sales targets

Key Responsibilities: - Selling in new lines to Independent Grocery Wholesalers in SA/VIC - Implementing promotional programs to 11 supermarket banners Key Achievements: - Delivered volume growth of 114/111 96/97 IYA and 109/110 FYTD Jan ’98 for VIC/SA - Achieved a 100% strike rate for new line sell-ins in VIC/SA

Key Responsibilities: - Selling in new lines to and promotions to the Foodland Independent Supermarket groups - Selling in new lines to and promotions to the Chemmart and National Pharmacies groups Key Achievements: - Delivered total business volume growth for Foodland of 108/113 IYA in 94/95, 95/96 - Delivered total business volume growth of 108/111, 112/116 in 94/95, 95/96 for CM & NP

Key Responsibilities: - Management of 130 Pharmacy and Grocery stores - Selling in new lines, promotions and displays Key Achievements: - Awarded “Silver Sales Representative of the Year 1993” for exemplary sales performance - Awarded “Bronze Sales Representative of the Year 1994” for exemplary sales performance - Sold 35 Covergirl cosmetics stands into Foodland supermarkets exceeding target by 233%