Up to date curriculum vitae for Greg Sheppard

1. GREG SHEPPARD
Norman Park, QLD 4170 C: 0409564618 shepscoptyltd@gmail.com
A global sales excellence professional who is responsible for driving the productivity of large sales
organisations. Highly experienced in sales strategy implementation and the corresponding behaviours,
tools and processes that maximise value in the marketplace. An accomplished sales manager with extensive
experience across a range of businesses and channels. Enjoying a reputation for delivering results through
coaching to drive changes in mindset and performance of individuals and teams.
Business Strategy & Implementation
Downstream Petroleum
Sales and Marketing Management
Salesforce and SAP CRM
Sales Operations
Commercial Negotiation
Change Management
Developmental Coaching
Competency Based Assessment
Stakeholder Management
Committee Management
Team Leadership and Management
Strong Influencing Skills
Energy - LNG, CSG, Renewables
HSS&E, Anti-bribery, Antitrust Knowledge
Global Sales Excellence Implementer, 02/2013 to 02/2016
Shell Company of Australia – Global Marketing Team - Virtual Role
Committed to a focussed approach to HSS&E and attainment of a generative state of HSS&E
commitment.
Leader of a significant sales led cultural change journey through several downstream global scale
businesses.
Worked with senior stakeholders including VP's and GM's to fundamentally change ways of working
across sales, marketing, technical and operational functions.
Leader of the sales pipeline team who designed, implemented and maintained automated sales pipelines
in several different channels and many sales teams.
Championed and supported a global sales force of 100 commercial account managers from fuels,
lubricants, bitumen and sulphur sales teams, to reach their potential in challenging sales environments.
Supported several regional sales teams to achieve world class operating status validation by
implementing a series of behaviours, tools and processes and tracking progress against robust criteria.
Implemented Sales CRM software programmes such as, salesforce.com, SAP CRM, Vantage CRM infield
rollouts.
Using a strong understanding of competency based assessment and developmental coaching
techniques to improve performance in sales team leaders and sales people.
Provided commercial excellence coaching to GM's and national sales managers via trainer the trainer
cascades in 25 countries. Resulting in 10 000 regular coaching sessions designed to enable sales
strategies, that unlock CVP implementation.
Implemented a global sales competition that leveraged sales behavioural scoring, as part of the league
tabling process. included due diligence across teams, administration and support of celebratory events.
Regional Sales Excellence Implementer, 03/2008 to 01/2013
The Shell Company of Australia – Global Commercial Global Accounts Team - Virtual role
Committed to a strong HSS&E focussed approach in a desire to reach a generative state of HSS&E
commitment.
Launched and led a significant cultural change journey throughseveral Downstream Global
Commercial businesses over a 5 year period.
Working with senior stakeholders including VP's and GM's to fundamentally change ways of working
PROFESSIONAL SUMMARY
SKILLS
WORK HISTORY

2. across sales, marketing, technical and operational functions.
Coached and supported a sales force of 800 commercial account managers from fuels, lubricants and gas
sales teams in Asia and the Middle East.
Supported six regional sales teams to be validated at world class operating status, by implementing,
supporting and measuring the sales excellence journey over a sustained period of time.
Implement commercial excellence strategy such as theVoice of the Customer, Customer Service Index and
Nett Promoter Score rollouts into sales and sales operations teams.
Provided commercial excellence coaching to GM's and national sales managers to implement customer
value propersition enablement into their sales strategies in 12 countries.
Tracked and reported the progress of the sales excellence journey at a VP level, by producing quarterly
reporting against strategic business targets.
National Indirect Sales Manager, 03/2006 to 03/2008
Shell Company of Australia – Brisbane
National gross/ nett profitresponsibility for indirect channel performance in the downstream lubricants
business.
Led a sales force of12 indirect channel sales managerswho distributed products via a third party
distributor network.
A member of the design and implementation team for project future state which reorganised sales and
supporting functions in Australiain accordance with best practice research.
Research and select channel distributors by lineof business or geographic region to enable the
evolving route to market strategy.
Develop and deliver distributor management training programme and developmental coaching
programme.?
Built relationships with distributors, key customers and the community to establish long-term
business growth.
Participation in strategy development and implementation on behalf of the downstream lubricants
leadership team.
GM Sales - South Australia & Northern Territory, 02/2004 to 03/2006
Shell Direct P/L – Adelaide
Successfullyled the South Australia & Northern Territory fuels and lubricants sales teams of 20 account
managers to exceed budget that included 30-40% YOY growth rates, over three years.
Strategically aligned business values with new ways of working via a team values charter, which
influenced ways of working to produce results through others.
Implement remuneration changes in accordance with commercial strategy, enabled by sales assessments
centres, sales competency profiles and sales ladder based, performance based pay.
Implement companys people development agenda viaimplementing a Train the Trainer coaching
programme through regional sales managers.?
Built relationships with key customers and the community to establish long-term business growth.
Trade show and corporate event planning and execution, including product launches, industry
functions and sponsorship events.
Advanced Diploma -Business: Business - Marketing, 2004
University Southern Queensland - Toowoomba
I attended the University of Southern Queensland as a part time and external, mature age student while
managing a team of 6 - 10 Account Managers. My marketing qualifications have converged with my more
senior roles allowing me to offer more effective industry insights to stakeholders.
Diploma of Retailing:
Monash University -
During my previous time in retail. I attended an employer sponsored diploma.
AUSTRALIAN INSTITUTE OF MANAGEMENT – Business Management Course, Time Management,
Negotiation Skills Program, Sales Management
EDUCATION
FURTHER STUDIES

3. AACS - Retail-Convenience Store Merchandising and Operations Principals.
Delivering Indirect Channel Excellence (DICE facilitator) Achieve Global- Professional Selling Skills,
Professional Sales & Negotiation & Professional Sales Coaching courses.
Huthwaite Institute- Spin Selling (Facilitators Course)
Fuels, Lubricants, Bitumen and Aviation Technical Competency Certificate.
Shell- Introduction to Selling in Shell- Setting Sales Expectations
Achieving through others –Front Line Leadership, Effective Personal Productivity Course, Values in the
Workplace (Facilitators Course)
Personal Powers (Anthony Robbins) NIDA (Corporate Performance Course)
Mr Patrick Southwick GM Sales and Customer 1st Shell International Petroleum Company Shell Centre
London Telephone: (+44) 2079345080 Email: Patrick.southwick@shell.com
Mr Gary Crocker GM Macro Distributor- Shell Australia. Shell Company of Australia Rialto Towers
Melbourne Telephone: (+61) 893386440 Email: Gary.crocker@shell.com
Mr Steve Knapp GM Sales Excellence Shell International Petroleum Shell Centre London Telephone: (+44)
94063244186 Email: steve.j.knapp@shell.com
Mr Peter Ross GM Shell European Lubricants Shell International Petroleum Company Shell Office Paris
Telephone: (+49) 4063244186 Email: peter.ross@shell.com
Ms Uen Li Chia GM Shell Procurement and Contracting Shell Eastern Petroleum Singapore Telephone:
(+65) 64777502Email: uen-li.chia@shell.com
Johari Jalil GM Lubricants –Indonesia Shell Eastern Petroleum Shell Jakarta (+60) 323850486 Email:
Johari.jalil@shell.com
Mr Adam Harrison Aviation GM – Europe Shell International Petroleum Company Shell Centre –London
(+44) 2079345080 Email: Adam.harrison@shell.com
Mr Xavier Hery Aviation GM - Middle East and South Africa Shell International Petroleum Company Shell
Dubai (+97) 143035361 Email: Xavier.hery@shell.com
Adam Harrison - General Manager Shell Aviation Europe & South Africa Greg has a solid experience in
sales and sales management, and for the last 3 years worked with my business as the global lead for our
"Sales Excellence" initiative, to reset our approach to sales and sales management, and to coach and upskill
our sales professionals. During this time, he was a tireless advocate of a high quality and professional
approach to sales, working well both with front line sales and at VP level to explain the business benefits of
the overall change programme. With his advice, challenge and support to the business leadership team, he
was able to achieve a significant step change in the effectiveness of our commercial activities.
February 26, 2016, Adam managed Greg indirectly at The Shell Company
Patrick Southwick - General Manager Sales Excellence at Shell International Petroleum CompanyGreg
Sheppard is an accomplished sales manager with extensive experience across a range of businesses and
channels. A particular strength is coaching which Greg leverages well to develop talent and drive changes
in both mind-set and performance of individuals and teams.While Greg has experience in direct sales he is
particularly strong in the indirect channel. His extensive experience as an account manager, sales manager
and performance consultant are highly valuable.Greg's passion for performance is complemented by his
personal drive for achievement and his ability to build and foster relationships underpinned by integrity
and trust.With a heavy focus on behaviours and values Greg is a leader that is able to develop people and
deliver results.
February 24, 2016, Patrick managed Greg at The Shell Company
REFEREES
REFERENCE