Susan Groch, resume – trainer 193

INDUSTRY & POSITION:

TRAVEL & TOURISM
EVENT MANAGEMENT - Travel and Tourism
RETAIL SKILLS – MERCHANDISING
RETAIL SKILLS – TRAVEL

NAME: Susan Groch

Company / Trading name: n/a

STREET ADDRESS: Ormond

COUNTRY: Victoria, Australia

PHONE: 9578 9912 Mobile: 0408 556808

FAX: Not available

EMAIL ADDRESS: grochie_s@yahoo.com.au

EMPLOYMENT HISTORY:
Teaching Experience:

• Sessional teacher. Delivering Curriculum for William Angliss College And Holmesglen Institute for the Diploma of Event Management /Travel and Tourism Department
• Guest Speaking at the College and liasing with Tourism bodies

EMPLOYMENT HISTORY 2:
Mar 2003-Current Sanford Australia-Division of Newell Rubbermaid
Sales Representative/Merchandiser

Nov 2002-Feb 2003 Butterfields(King Island Dairy -subsidiary of National Foods
Contract Role -Sales Representative/Merchandiser
Responsibilities:
• Foster strong working relationships & nurture current accts during the busy pre Xmas leadup
• Merchandise major Safeway and Coles stores whilst obtaining sales order wherever possible
• Ensure the No1. Coles store in Victoria, Donvale was always stock loaded and code checking always complete.The same goes for the No.1 Safeway store, Camberwell.
• Maintained a level of backstock that was worked first ensuring minimal wastage
• Assisted all sales reps and on call to them as well as troubleshooting where applicable
• Maintain stock control/inventory with a view to increase sales including merchandising with major chains such as Coles,Safeway etc

Mar 2002 –Nov 2002 Talpacific Holidays
Sales Representative Vic
(Retrenched due to Bali global downturn in sales)

Responsibilities

• Service existing client base within a designated territory
• Maintain stock /inventory with a view to increase sales including brochure distribution ,marketing plans , promotion and participation in Trade Shows and liasing with major chains such as Flight Centre, Jetset ,Harvey World Travel etc.
• Develop new business ensuring needs were more than exceeded
• Promote high profile Cruise travel products to the travel network retail outlets to promote further sales

EMPLOYMENT HISTORY 3:/ SUMMARY:

Feb 2001- Dec 2001 Scenic Tours
Business Development Executive
Responsibilities
(Retrenched due to Sept 11 global downturn in sales)

 Target network with the view to increase total sales through regular sales call cycle

 Implement marketing and advertising initiatives to increase market share

 Attend Travel Expo’s & Trade Shows as well as conducting consumer nights in order to promote the company profile

 Responsible for servicing major accounts in suburban and regional areas

 Develop new business and awareness of company profile

Nov 1999-Jan 2001 Radisson on Flagstaff Gardens-Sales Manager
Rockmans Regency Hotel-Director of Sales

Responsibilities

 Work with local tourism bodies & corporate companies to increase local market.
 Promote the hotel by means of education, famils and targeting new corporate business.

 Responsible for major accounts and re-negotiating contracts to 2001/2 increasing core business

 Deal with Radisson properties worldwide, focusing on the “Look to Book“ incentive scheme

 Organise and participate in Australia wide trade shows for the Australian Sales team .
 Oversee a sales team of four staff members and promote a 5 star boutique hotel to both the corporate and leisure segments.

 Ensure staff stability and moral is high, whilst providing guidance and help as required.

Achievements:
 Produce a flyer for the leisure market-Friday and Sunday nights and incentive option

 Incorporate structure into a sales team for the first time in months

 Initiate a rate for the David Jones first concept food store in Melbourne, which ultimately increased yield and productivity

Nov ’94 – Nov 99 Trafalgar Tours, Melbourne
Area Sales Manager

Responsibilities:
• Nurture business and maintaining ongoing commercial growth. Create productivity reports
• Liaise and fostering positive working relationships with retail agents within territory.
• Set goals for specific accounts & involved in the ongoing process of achieving these targets.
• Gain positive ongoing commitments from preferred accounts ensuring continued support.
• Target specific accounts with business potential and develop their commitment towards T/T.
• Provide regional launches for the country clients and incorporate training within the launches.
• Conduct information evenings for the general public as a way to stimulate company growth.
• Perform monthly speeches at colleges in Victoria to encourage people to join the industry.
• Liaise and networking throughout the industry by subscribing to industry associations.
• Aid with advertising and marketing by advising on mutually beneficial opportunities with preferred agents. Develop the group market through special interest tours.

Achievements:
• Collectively raised sales growth to the highest in Victoria and Tasmania by increasing passenger numbers by 15% in 1997/98.
• Assisted and responsible for increases in the 1999 market share.
• Gained numerous peer nominations at AFTA award nights.
• Overturned negative situations and made positive opportunities.
• Implementing incentives systems in recognition of the different approaches of clients.

Mar ’92 – Nov ‘94 The Federal Group, Melbourne

Began as Sales Representative and promoted to Sales Manager:
Victorian Sales Manager – Leisure Division

Responsibilities:
• Service Country and Victorian travel agents promoting The Federal Group.
• Organise promotions, trade seminars and educationals for the travel industry.
• Develop new business through the corporate and retail sectors whilst expanding client base.
• Liaise on a regular basis with Qantas & Ansett as well as local Tourist/Government bodies.

Jan ’89 – Feb ‘92 Viva Holidays, Melbourne

Sales Representative (Victoria / Tasmania)

Responsibilities:
• Making regular sales calls and hosting effective seminars.
• Handling customer and staff problems or complaints.
• Developing new agents by aiding in their training and induction into the agencies.
• Submitting reports on trends and competition.
• Concentrating on Tasmania and country areas.

Achievements:
• Reaching of pre-determined sales targets.

Jun ’81 – Jun ‘87 Australian Airlines, Melbourne

Began at Australian Airlines as an Accounts Clerk, and moved into Reservations.
Later promoted to Domestic Check In and then again to International Travel Consultant.

Responsibilities:
• Queuing and processing holiday bookings.
• Handling international reservations and ticketing.
• Performing customer service duties such as answering enquiries and giving fare quotes.

QUALIFICATIONS:

Formal Industry Training:
Upselling the Customer
Retail Sales Training
Certificate of Travel and Tourism
Business Studies-William Angliss College

Certificate IV workplace training and assessment
Category 1&2 (Sept 2000).

The Travel Corporation
Train the Trainer Certificate/Direct Access-Sabre
In-house sales training/Management of Territories

Chisholm Institute
Introduction to computers
Australian Pharmaceutical Reps Training Course
Daryl Alexander and Associates- May 2002
How to be a Successful Sales Person
(application of Myers-Briggs Psychological test)

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