Richard Graham

Company Name

And Co

Position Held

Account Manager

Dates

0000 - Present

Details

Quinn Glass/Cobevco Glass Container Manufacturer and Co-packer Account Manager - July 2012 - Dec 2012 Responsibilities : Total commercial ownership of three strategic accounts, Australian Vintage, Molson Coors and SHS, with gross turnover in excess of £8 million annually. Management of customers glass and filling volumes, monthly forecasting and demand planning. Maintain commercial terms including new contracts, pricing and ledger control. Generating growth through NPD projects to meet customers design, filling and contract packing requirements. Achievements : Delivering initial NPD project on time in full. Working in partnership with Australian Vintage the project delivered new volume within the wine category in late 2012. A technically challenging project that encompassed facilitating and coordination of artwork and carton suppliers, internal NPD team including Master of Wine, filling hall and third party suppliers.

Company Name

Tetra Pak Ltd

Position Held

Account Manager/New Business Manager

Dates

0000 - Present

Details

Tetra Pak Ltd Carton Manufacturer Account Manager/New Business Manager - Jan 2006 - April 2012 Responsibilities : Total commercial ownership of annual sales targets and key business KPIs for brand owners and technical site operations including Ireland Glanbia, Dale Farm, Arrabawn Dairies UK Calypso Soft Drinks, Framptons, Jersey Dairy, Delamere Dairy, Noble Foods, Drink Pac, Innocent, Pomegreat, Kallo Foods, Good Natured, New Covent Garden Soups. The accounts gross turnover was in excess of £9 million annually. Promoting a new portfolio of carton packages to include full system supply including technical filling equipment, spare parts and service related products. Develop customer relationships with key stakeholders and influencers to enable joint business plan development and execution. The key focus being a 12 month operational plan and three year strategy. Generation, deployment and leadership of account plans, developing cross-functional working specific to the customers needs. Team development with Marketing, Customer Service, Design, Technical Managers, Product manager, Finance/Credit control and Environment. Deliver growth through NPD, assessing market information to identify new opportunities, mobilise resources to enable a thorough execution of strategy and delivery of pitches to key stakeholders. Management and negotiation of annual packaging material pricing maximising profitability. Administration of documents, files and contracts, adherence to commercial terms and internal compliance procedures in line with European competition legislation. Additional responsibility to create new business and deliver a strategy in UK for new food package. Drive sales of packaging material and technical equipment to convert UK food canned volumes to carton. The key clients working on the new solution included Premier Foods, Heinz, Greencore and Princes. Working alongside the Retail Manager to gain presence in on top 4 grocery accounts. Deliver presentations to key stakeholders promoting the solution to create a pull for our new food package utilising its Environmental benefits and shelf efficiency. Facilitate meetings and visits to key co-packing manufacturing sites within Europe. Achievements : Identified and developed in partnership with Sainsburys and their chosen third party importer, a supply strategy to move a canned category into a new carton format, an industry first. Since its successful launch in 2008 the volume generated has an estimated turnover of £1.2 million Identified and developed with Princes, a supply strategy to move a market leading brand into a new carton format. The successful launch has underpinned the package within the UK market. Recognised an opportunity to add value to a customers existing range. Created the proposal and delivered the solution. This resulted in a new product launch for Delamere Dairy in Asda delivering 3 million pack sales. Delivered a new packing solution that had been identified within a three year joint strategy with Glanbia Ireland . A satisfactory solution was identified and presented to the customer. This option provided a 15% increase in sales margin as well as a saving for the customer of 220k per annum. Entered into consultative discussions with Jersey Dairy to provide a new solution for a green field development. Presented the full solution at board level. A final agreement was entered into which delivered new equipment sales of £500k and secured existing volumes. Created a solution for Heinz for an innovative new concept. Reviewed the package options in line with the customers co-packing and distribution strategy. Jointly investigated and tested the processing and product recipe within our NPD centre. The product recipe and package solution was accepted, production sites identified. Provided a new brand owner with a successful pack solution, created design, market communication and provided the supply solution utilising co-packing capacity. Achieved annual sales of seven million packs in 2nd year and delivered £350k turnover. Delivered a new package solution for Calypso Soft Drinks that created a new route to market which increased sales by 25% and gross turnover by £634k within 2 years of launch. Negotiated the outright sale of second hand technical filling equipment to Framptons, which secured core volume for Innocent Drinks and increased capacity for new products. Delivered second hand equipment sales to existing customer base with a gross turnover of £450k.

Position Held

Production Planner, SAP APO Trainer

Dates

0000 - Present

Details

Production Planner, SAP APO Trainer 2001 - 2006 Appointed Production Planner for the UK Market Company managing worldwide sales order requirements in the Wrexham converting site. 2005/6 Volume 1 Billion per annum. Seconded from production to train and deliver specific modules for a new ERP system SAP Planning and APO . Successfully delivered the content to Planning, Customer Service and Commercial teams.

Position Held

Shift Manager and Production Operative

Dates

0000 - Present

Details

Shift Manager and Production Operative 1989 - 2001 Managed 35 men shift, reviewed daily meetings covering production planning, maintenance issues, KPIs, World Class Manufacturing kaizen projects. Working on a three shift system, trained and held all positions leading to Senior Operator. With emphasis on teamwork, supply chain efficiencies, KPIs, kaizen approach to machine improvements.