1. MATTHEW KNOWLES
0409 157 570
mjaknowles@gmail.com
Profile
National Account Manager, Strategic Business Solutions specialist to the B2B market with a proven track record
in successfully delivering key outcomes within Tier 1 customers. A consistent history of delivering successful
sales growth and developing long term sustainable customer relationships within a $10m p.a revenue portfolio.
A self motivated individual who is results driven and focused on driving top and bottom line growth. Expert in
formulating customer business plans, developing customer intimacy and proactively approaching customers to
identify new revenue opportunities and increase customer value. Strong skills in communications, relationship
building, preparing commercial responses, problem resolution and resource management. Talent for influencing
and aligning key stake holders to execute strategic plans to deliver top performance
Key Achievements
 Over the last 16 years consistently exceeded sales and margin budgets achieving 100% to 140%
of KPI’s per year
 Leadership of a geographically dispersed team of indirect reports to execute on the strategic
customer business plan, resulting in double digit sales and margin growth nationally.
 Generated new business including Australia Post ($1m p.a.), Jemena ($800k p.a), Reece ($500k
p.a,), and Exego Group ($500k p.a.).
 Delivered significant customer growth, including Australia Post ($1m to $4.4m p.a), BP ($250k to
$2m p.a), Reece ($500k to $1.3m p.a).
 Retention of tier 1 accounts in a highly competitive market space. Tier 1 accounts included
Australia Post (2007 - 2018), Telstra (2010- 2017), BP (2010-2017), Reece (Aust/NZ 2010-2016),
Jemena/Zinfra (2008-2017).
 Increased BP annual spend by >50% through on boarding Retail, Refinery and Corporate
Business units.
 Increased Tier 1 customer (Australia Post) growth by $800k p.a (25%) through identifying and
implementing a solution to mitigate corporate social responsibility risk and brand compliance risk.
 Facilitated development of a unique range of products for Australia Post resulting in excess of $1m
in new category development.
 Implemented a private label strategy across a portfolio of customer contracts ($10m), increasing
dollar margin by >10%.
 National high achievers award for product conversion – won a trip to South Africa with global paper
supplier
 Implemented Indigenous business engagement programs across Tier 1 customers to facilitate a
demonstrable resolution for their commitment to reconciliation action plans.
 Identified and facilitated a comprehensive recycled product offering and reporting solution to BP in
order for them to meet their Australian Packaging Covenant commitments.
Matthew Knowles Executive Resume 02/16 Page 1

2. Summary of Roles
Office Max National Account Manager/Senior Account
Executive – Commercial & Government
2007 – Jan 2016
Office Max Account Manager – Commercial 2003 – 2007
Office Max Account Manager – SME 2000 – 2002
American Express Australia Corporate Card Account Management
Assistant
1997 – 1999
American Express Australia Foreign Exchange Teller 1995 – 1996
American Express –
Birmingham Airport
Foreign Exchange Teller 1995 – 1995
Executive Experience
OfficeMax Australia
A global fortune 500 work place productivity business solutions supply, company headquartered in the US.
Australian/New Zealand operations encompassed 1200 staff and sales in excess of $700m across key markets of
commercial government, health, and education.
Key products and services included technology, office products, furniture, Branded merchandise, marketing
services, cafe, cleaning, first aid, medical, packaging & industrial, and class room.
2007 – Jan 2016 National Account Manager / Senior Account Executive –
Commercial & Government Office Max
Responsibilities:
 Full responsibility for growth and retention of a portfolio of revenue of $10m p.a
 Strategic and operational planning of 6 key national accounts
 Account management of 6 key national accounts including relationship building, financial
management, reporting, issue resolution and communications
 Business development
 Proposal development
 Contract negotiation
 New business implementation
 Customer value growth
 Staff management
 Delivery of the annual sales & margin targets
Achievements:
 Exceeded sales and margin targets by 5% to 40% year on year (2015 results +7%)
 Retained 100% of customers in competitive market tender conditions (re-signed Telstra in 2011,
BP in 2015 for 2 years, Australia Post in 2014 for 4 years, Reece 2015 for 2 year)
 Developed Environmental offering and reporting – Assisting BP meet APC goals in 2013
 Increased value of Australia Post account by 400% ($1m to $4m) through category expansion
 Implemented BP COCO sites in 2012, Reliance Petroleum and Kwinana Refinery in 2013
Matthew Knowles Executive Resume 02/16 Page 2

3.  Implemented 3 tiered corporate merchandise program for Australia Post in 2015
 Won $5.7m of new business
 Developed 30 business proposals for new and existing customers
2003 – 2007 Account Manager – Commercial
Office Max
Responsibilities:
 Strategic and operational planning of 15 mid sized accounts (state and national)
 Account management including relationship building, financial management, reporting, issue
resolution and communications
 Business & proposal development
 Contract negotiation
 New business implementation
 Customer value growth
 Delivery of the annual sales & margin targets
Achievements:
 Exceeded sales and margin targets by 10% to15% every year (2005 targets met)
 Retained 100% of customers
 Increased value of 33% of customers through category expansion
 Converted 85% of customer base to internet ordering, providing process cost saving for customers
and OfficeMax
 Negotiated contract extension beyond standard terms for 3 customers (extended to a 5yr contract)
 Won $3m in new business
 Developed 8 business proposals for new and existing customers
2000 – 2002: Account Manager – SME
Office Max
Responsibilities:
 Strategic and operational planning of 50 SME state accounts
 Account management including relationship building, financial management, reporting, issue
resolution and communications
 Assist with proposal development
 Contract maintenance
 Customer value growth
 Delivery of the annual sales targets
Achievements:
 Exceeded sales targets by 10% every year
 Retained 85% of customers
 Increased value of 20% of customers through category expansion
 Assisted in developing 5 business proposals for existing customers
1997 –1999: Corporate Card Account Management Assistant
American Express
Responsibilities:
 Provide support for the Account Team
 Co-ordinate and distribute all administrative documents
Matthew Knowles Executive Resume 02/16 Page 3

4.  Follow up on customer correspondence
 Preparation of timely and accurate quotations/orders to meet customer requests
Achievements:
 Won high achievers award for identifying overcharge in supplier’s remittances saving American
Express $85k
 Consistent high ratings on performance reviews
 Became key contact for 3 national card accounts
 No customer complaints
Qualifications and Training Courses
Quality Assurance Certification
Associate Diploma of Business Marketing
Box Hill Institute
Leadership training
Boise
Effective Selling
Office Max
Category Expansion
Office Max
Managing Customer Profitability
Office Max
Interests
Sport- basketball, footy, cricket, soccer
Coaching – basketball under 12 girls
Committee member – Pearcedale Basketball Club
Automotive restoration – 1958 Massey Ferguson 135 tractor and a1960 FB Holden special station
wagon
Weekend farming – small acreage property cross grazing cows, sheep and horses
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