Stephen Paizes

Stephen Paizes

Account Manager - CSR Lightweight Systems at CSR

Location
Melbourne Area, Australia
Industry
Marketing and Advertising

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Stephen Paizes's Overview

Current
  • Account Manager - CSR Lightweight Systems at CSR
Past
  • Sales Management Vic - Acquisition | OnLine Sales | Retain and Grow | OnLine Advertising at Sensis Pty Ltd
  • Yellow Pages OnLine Specialist at Sensis Pty Ltd
  • Senior Advertising Consultant – Premise P2 at Sensis Pty Ltd

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Education
  • La Trobe University
  • Kew High School
Connections

202 connections

Stephen Paizes' Summary

My career directly and indirectly around sales has spanned eighteen years at Sensis Pty Ltd and now at CSR Lightweight Systems Pty Ltd. I have spent equal time as a Senior Sales Executive - Sales Manager and Senior Sales/Management Coach and Trainer, reaching the highest pinnacles of achievement at Sensis Pty Ltd - including Sales Incentive Trips, Pinnacle Awards and Mentoring others.

I am strongly goal oriented and always set sights beyond the mark, my core competencies include; building relationships, direct sales and coaching, meeting & exceeding customer expectations and an ability to think and adapt analytically and strategically to meet allsituations.

My goal is to work with and be a leader of a team of inspired, motivated, like minded people to reach organisational (and personal) goals.

Stephen Paizes' Experience

Account Manager - CSR Lightweight Systems

CSR

Public Company; 1001-5000 employees; Building Materials industry

October 2012 – Present (9 months) Yarraville Victoria

CSR is the name behind some of the market's most trusted and recognised brand names in providing building products for residential and commercial construction.

Names that builders and generations of Australians have come to know and trust. Like Gyprock™ plasterboard, Bradford™ Insulation, PGH™ bricks and Pavers, Monier™ and Wunderlich™ rooftiles and Viridian™ glass to name a few.

Account Director F2F - Vic. (Secondment)

Sensis Pty Ltd

Public Company; 1001-5000 employees; Marketing and Advertising industry

September 2011 – December 2011 (4 months)

LEAD AND MANAGE A TEAM OF EIGHT SALES CONSULTANTS AND A DIGITAL SPECIALIST TO MEET AND EXCEED REVENUE, PRODUCT SALES AND CUSTOMER SATISFACTION TARGETS.

• Manage consistent performance across sales team and ensure Values & Behaviours are in alignment to Sensis requirements.
• Lead training role for Non-Metro start up training roll out.
• Create, develop and deliver an environment of coaching, development and mentoring.
• Meet and exceed Sensis objectives; revenue growth, maintain customer numbers, multi product value package sales and product split targets.
• Create and implement actions to increase revenue through: Multi Product & Value Package sales, Acquisition Sales focus and reducing customer churn.
• Acquisition prospecting and campaign management (in conjunction with GTM) and identification of market opportunities.
• Improvements in customer service and reduction in churn
• Conduct fortnightly one on ones with Account Executives to determine development plan.
• Follow performance management guidelines & execute as required.
• Deliver forecasting accuracy of +/- 5%
• Assisting consultants on preparation of client proposals.

Key Achievements
 Successfully managed diversity of sales teams in five years of Sales Management; YPP, OnLine, Aqua, Retain & Grow and New to OnLine
 Mentoring and Developing people for promotion.

Senior Sales Coach and Trainer

Sensis Pty Ltd

Public Company; 1001-5000 employees; Marketing and Advertising industry

October 2007 – December 2011 (4 years 3 months)

COACH (FIELD & OFFICE) AND TRAIN SALES CONSULTANTS IN ALL ASPECTS OF SENSIS 6 STEP CONSULTATIVE SALES PROCESS.
COACH AND MENTOR SALES MANAGEMENT TEAM ON A WEEKLY BASIS IN ALL ASPECTS OF DAILY MANAGEMENT SYSTEM .

• Develop & Assist account executives & managers to achieve revenue target.
• Coaching delivery using consistent coaching framework/criteria (SMART).
• All coaching instances, workshops, cancellations and administration are recorded in Coaching Schedule daily.
• Participate in at least 12 Sales coaching calls per week and participate in 4 Sales Management coaching calls per week.
• Deliver skills based refresher workshops as required.
• Consult with stakeholders to define coaching strategies and activities required to achieve improvement in line with channel needs.
• Preparation of courseware prior to New Starter Program or ad hoc workshops.
• Effective delivery of classroom training for Initial Sales. Training, Met & Non Met start up training, ad hoc small group training advanced training & ongoing classroom requirements in various locations across the country.
• Successful completion of Blueprint Management & Coaching Principles, Situational Leadership II & Disc 360° Feedback workshops

Key Achievements
 Highest number of Sales over achievers based on target from Initial Sales Training courses over the peiod.
 Nominated for a Pinnacle Award 3 times for assistance provided during on-the-road coaching.

Product Development Executive (Secondment)

Sensis Pty Ltd

Public Company; 1001-5000 employees; Marketing and Advertising industry

June 2010 – October 2010 (5 months)

DIGITAL SPECIALIST IN THE AUSTRALIAN DIGITAL MARKET INCLUDING; SEM, YELLOW PAGES DIRECTORIES, WEBSITES, MOBILE AND VOICE ADVERTISING, ASSISTING / SERVICING / COACHING AND TRAINING A TEAM OF EIGHT SALES CONSULTANTS.

• Lead, Develop and Coach the Media Sales Advisors to retain and grow digital advertising portfolio.
• Training and Coaching of Media Sales Advisors on the Australian digital market, Sensis digital suite of products, competitor’s products/services and new technology
• Researching, preparing and strategising major accounts.
Identifying new customer opportunities.
• Client joint visits & call coaching.
• Target and revenue accountability

Key Achievements
 Top Click Manager sales for quarter to Sepotember 2010

Sales Management Vic - Acquisition | OnLine Sales | Retain and Grow | OnLine Advertising

Sensis Pty Ltd

Public Company; 1001-5000 employees; Marketing and Advertising industry

June 2001 – May 2006 (5 years)

LEAD AND MANAGE A TEAM OF EIGHT SALES CONSULTANTS TO MEET AND EXCEED REVENUE, PRODUCT SALES AND CUSTOMER SATISFACTION TARGETS.

• Manage consistent performance across sales team and ensure Values & Behaviours are in alignment to Sensis requirements.
• Ensure appropriate succession planning is in place within relevant team incorporating people development and satisfaction.
• Create, develop and deliver an environment of field coaching and development.
• Meet and exceed Sensis objectives; revenue growth, maintain customer numbers, multi product sales and product split targets.
• Create and implement actions to increase revenue through: Increasing average yield, reducing customer churn, thus increasing customer numbers.
• Develop and implement a strategic sales action plan at a national/state level.
• Workload and campaign management (in conjunction with GTM) and identification of market opportunities.
• Conduct fortnightly one on ones with Account Executives to determine development plan.
• Follow performance management guidelines & execute as required.
• Deliver forecasting accuracy of +/- 5%

Key Achievements
 Finishing 2nd nationally in 2004 and qualifying for the company Incentive Trip (India)
 Successfully managed diversity of sales teams in five years of Sales Management; Yellow Pages Print, OnLine, Acquisition, Retain & Grow and New to OnLine
 Mentoring and Developing people for promotion
 Achieving and exceeding business objectives.

Yellow Pages OnLine Specialist

Sensis Pty Ltd

Public Company; 1001-5000 employees; Marketing and Advertising industry

January 2000 – June 2002 (2 years 6 months)

• Achieve a level of sales consistent with company targets, call rates & revenue flow
• Actively promote the Yellow Pages OnLine product within the sales force & convert existing Yellow Pages advertisers to the online medium
• Review existing contracts & new business sources to determine & prepare sales strategy for each client
• Checking competitor activity in relation to each client in order to understand a client advertising strategy & then make a relevant recommendation

Key Achievements
 Ranked #1 OnLine Sales Nationally, Incentive Trip & CEO Club 2001 (Africa)
 Top Online Incentive Trip qualifier, achieving 146% to objective, 2000 (New York)

Senior Advertising Consultant – Premise P2

Sensis Pty Ltd

Public Company; 1001-5000 employees; Marketing and Advertising industry

August 1995 – December 1999 (4 years 5 months)

• Achieve a level of sales consistent with Company targets, quotas, call rates & revenue flow
• Manage workload assignments to meet specific Company goals
• Action revenue, (approx. 200 clients totalling $2,100,000.00) consistently to meet Company & canvass deadlines
• Review existing contracts & new business sources to determine & prepare sales strategy for each client
• Prepare & create adverts in line with client expectations & needs
• Provide a competent & professional advisory service to clients in the direction & administration of their advertising requirements while maintaining the strictest client confidentiality

Key Achievements
 Barcelona Incentive Trip, 1996
 1st place Victorian Travel Miles, 1997
 Consistently exceeding targets in metro & non-metro canvasses, 1995 – 1999
 Promotion to Senior Advertising Consultant, 1997
 Power Within winner, 1999

Stephen Paizes' Honors and Awards

  • Zenith Sales Incentive Trip - India

    Sensis Pty Ltd
    • December 2004

  • Zenith Sales Incentive Trip - CEO Club - South Africa

    Sensis Pty Ltd
    • December 2001

  • Zenith Sales Incentive Trip - New York

    Sensis Pty Ltd
    • December 2000

  • Power Within Incentive - CEO Club

    Sensis Pty Ltd
    • December 1999

  • Travel Miles - State Managers Award

    Sensis Pty Ltd
    • December 1997

  • Zenith Sales Incentive Trips - Barcelona

    Sensis Pty Ltd
    • December 1996

  • Invited Guest - Zenith Sales Incentive Trip - Paris

    Sensis Pty Ltd
    • December 2010

    Honoured to be an invited guest for my professional endeavours as Senior Sales Coach and Trainer.

  • Invited Guest - Zenith Sales Incentive Trip - Caribbean

    Sensis Pty Ltd
    • December 2009

    Honoured to be an invited guest for my professional endeavours as Senior Sales Coach and Trainer.

  • Invited Guest - Zenith Sales Incentive Trip - South Africa

    Sensis Pty Ltd
    • December 2002

    Honoured to be an invited guest for my professional endeavours as Senior Sales Coach and Trainer.

Stephen Paizes' Courses

  • Independent Coursework

    • Situational Leadership
    • Myers-Briggs
    • Blueprint Management & Coaching Principles
    • Social Styles
    • Disc 360º
    • Colin James Facilitation / Presentation Skills

Stephen Paizes' Additional Information

Interests:

Networking, Renovating, Cycling, Skiing, Spending time with family & friends

Groups and Associations:

Stephen Paizes' Education

La Trobe University

Bachelor's Degree, Social Sciences

1989 – 1992

Kew High School

Higher School Certificate

1983 – 1988

Stephen Paizes' Languages

  • Greek

Contact Stephen for:

  • career opportunities

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