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PROFESSIONAL PROFILE Private & Confidential

Joanna Greenham BASc (Chemistry) (Polymers) ExecCertBusiness(Marketing)


JOANNA GREENHAM

11 Watson Street Glen Iris VIC 3146 +61 (0) 433 047 722 greenhamj@hotmail.com

QUALIFICATIONS PROFILE A solid scientific background with a proven and successful track record in the implementation of marketing strategies, educational and training programs. This is complemented by an understanding of and success in dental and pharmaceutical sales, business development, management and a thorough understanding of the health industry. Enthusiastic, energetic and highly driven executive with established high level of competency and a proven ability to analyse the business market as well as build and maintain strong customer relationships. A strong team player who has a thorough understanding of staff management and effective team coordination. Formal qualifications balanced with practical hands on approach to sales, marketing and business issues. Having an extensive networking base in the dental and health industry as well as understanding of university curriculum allows for an appreciation of continuing education at all levels. Sound written and public speaking skills, with the ability to interact effectively and successfully at all levels. Belief that excellence is in the detail. Core Competencies • Strong industry relations • Stakeholder engagement at all levels • Marketing strategies, planning & IMC approach to campaigns • Proven organisational & planning skills • Proven communication & presentation skills both as presenter & organiser

• Digital & print platform development • Analysis, forecasting & budget responsibility • Corporate sponsorship and events management • Primary & secondary market research • Sales and business development

EDUCATION 2008 – Nov. 2012 1994 – 1998

Executive Certificate in Business (Marketing) (Monash University) Applied Science (Chemistry) (Polymers) (RMIT, Melbourne)

CAREER SUMMARY Feb. 2013 – current Jan. 2010 – Jan. 2013 Oct. 2006 – Dec. 2009

Dental ED Global DENSTPLY Australia DENSTPLY Australia

Feb 2004 – May 2006 Sept. 2002 – 2003 May 2001 – Aug. 2002 Oct. 1999 – May 2001 Feb. – Sept. 1999

Ego Pharmaceuticals DENTSPLY Australia SDI Limited SDI Limited Teknos Schou Vamdrup, Denmark

Business Development Manager Clinical Marketing Manager Product Manager – Restoratives & Impression Materials Sales Representative Territory Manager Marketing Officer Research & Development Scientist Research & Development Graduate Scientist

PROFESSIONAL DEVELOPMENT May 2010 Oct. 2008

The Effective New Manager (VECCI) Management Development Program (DENTSPLY Australia) • Coaching for Performance and Performance Management • Leading Change


JOANNA GREENHAM

11 Watson Street Glen Iris VIC 3146 +61 (0) 433 047 722 greenhamj@hotmail.com

CAREER PROGRESSION Dental ED Global Feb. 2013 - Current Business Development Manager Dental ED has grown to become the largest web conferencing based study club globally with over 100 sites in Australia, New Zealand, Asia, USA and Canada, and still growing. Thousands of satisfied and professionally improved dentists around the world are testament to the success of Emanuel’s efforts in establishing Dental ED as the reputable firm it is today. Responsibilities: • The setup of the Hygienist / Therapist Study Club Program. This involved researching the target audience to determine the appropriate, current and relevant topics & speakers, engaging the speakers, designing the marketing and sales strategy that was implemented once the program was ready for sale. • Assist in the development of educational programs for the Online Academy • Developing and managing overseas accounts • Planning and running hands-on programs • Assisting with the existing Sydney programs in 2013 DENSTPLY Australia Jan. 2010 – Jan. 2013 Clinical Marketing Manager DENTSPLY is the world’s leading producer and distributor of dental products. With operations around the globe, we have a long history of innovation and quality and are renowned for products with a focus to provide 'better dentistry'. Responsibilities: • This role is responsible for the marketing and development of the DENTSPLY Clinical product portfolio across Australia and New Zealand. This role is the technical expert in the assigned area and a marketing expert for the business and provides functional and technical leadership accordingly. • This role has 2 direct reports • Strategy and Planning o Developed, managed and implemented the Clinical portfolio business plan, including sales and expenditure budgets, to ensure achievement of agreed sales and profit targets and broader total business objectives. o Undertake ongoing strategic market analysis, review of product performance and forecast to ensure responsiveness to market trends and competitor activities. o Continual exploration of new business opportunities and develop a business case including financial assessment and recommendations for implementation into DENTSPLY Business. • Implementation o Lead the development and implementation of marketing plans and new product launch plans, ensuring appropriate objectives are set for market penetration, product sales and pricing goals in line with agreed timelines. o Ensure inventory management across portfolio so as to ensure optimisations of customer service and company inventory resources • Analysis & Reporting o Measure success of marketing strategies and promotional activities, and make recommendations for modification where necessary. • Leadership o Provide strong functional leadership to sales team to assist in achievement of sales and profit targets


JOANNA GREENHAM

11 Watson Street Glen Iris VIC 3146 +61 (0) 433 047 722 greenhamj@hotmail.com

Achievements: • Delivering on budget results for the portfolio 2 years running. The Clinical Portfolio is the backbone of DENTSPLY being the largest portfolio with over 30 key brands of the business under this umbrella contributing over 50% of the company’s revenue. • Launching a number of successful products and line extensions • Integrating 2 employees into the supporting roles • Developing a number of integral opinion leaders within the Australian and New Zealand markets to drive brand advocacy • Incorporating a number of the key brands into the curriculum at the integral teaching institutions in Australia and New Zealand • Maintaining inventory levels at the required days cover for new and existing product lines • Decreasing excess & obsolete products well below the forecast • Ensuring the portfolio maintains momentum while adhering to the expense budget DENSTPLY Australia Product Manager – Restoratives & Impression Materials

Oct 2006 – Dec 2009

Responsibilities: • This role is responsible for the marketing and development of the DENTSPLY Clinical product portfolio across Australia and New Zealand. This role is the technical expert in the assigned area. • Strategy and Planning o Undertake appropriate internal and external market assessment as input to strategy development. o Develop marketing strategies for assigned product range in line with the broader business strategy to roll into the overall marketing strategy to deliver required budget targets. • Implementation o Develop and implement promotional programs to target specific market segments to drive sales growth o Monitor strategy implementation by forecasting sales and profits on a regular basis o Collaboratively liaise with Operations team to manage inventory levels on assigned products to ensure stock availability and appropriate levels o Ensure full compliance to corporate guidelines and procedures, regulatory standards and associated practices • Analysis and Reporting o Measure success of marketing strategies and promotional activities, and make recommendations for modification where necessary • Product Knowledge o Develop and deliver product training programs for internal employees to ensure employees have the required product knowledge to competently undertake their role. o Provide in-field product coaching to both internal and external stakeholders, as required o Be a primary contact point for related product specific questions for all key stakeholders including Inter-Company communications o Work with cross functional teams across the business to deliver successful business outcomes Achievements: • Above budget results 3 consecutive years • Introduction of new and now very successful products into the portfolio • Acknowledged as the product champion and technical expert for the portfolio • Managing expenses within budget


JOANNA GREENHAM

11 Watson Street Glen Iris VIC 3146 +61 (0) 433 047 722 greenhamj@hotmail.com


JOANNA GREENHAM

11 Watson Street Glen Iris VIC 3146 +61 (0) 433 047 722 greenhamj@hotmail.com

Ego Pharmaceuticals Feb 2004 – May 2006 Sales Representative "Ego's mission is to be a leading Australian pharmaceutical company recognized internationally as the specialist in the treatment and prevention of skin diseases and the maintenance of healthy skin." Proudly Australian-owned, Ego Pharmaceuticals has led the way in the development, manufacture and marketing of innovative skincare products for more than 50 years. Responsibilities: • To sell in and sell out of Pharmacy o Promote Pharmacy Groups within set territory. • To train within my territory o Conducted product training with individual stores and on a large scale through entire territory • To promote and merchandise & POS o Negotiate increased shelf space, dual locations, off site locations and gondola ends throughout pharmacies within my territory and, o Work closely with Merchandisers to organise windows and in-store displays to maximise exposure of Ego products. Achievements: • Runner up to the Rep Of The Year award in 2006! • Achieving and exceeding monthly, cycle and annual targets. • Expanding range and volume sold through new and existing pharmacies. • Implemented and developed the relationship between several key accounts within my set territory and increased growth through increasing consumer awareness and staff knowledge. • Represented the Victorian Sales team on the QV brand team which involved; o Working closely with the Marketing Department on developing new merchandising materials, consumer information materials and Pharmacy staff training presentations o Making the Marketing Department aware of new products, merchandising materials and any other tools which may aid the other representatives DENSTPLY Australia Territory Manager

Sept 2002 - 2003

Achievements: • Increased territory growth by 20% within the first year • Implemented a territory management system within my territory • Organised and performed information evenings and “lunch & learns” for dentists and their staff. • Reporting duties including monthly reports and inter monthly reports.


JOANNA GREENHAM

11 Watson Street Glen Iris VIC 3146 +61 (0) 433 047 722 greenhamj@hotmail.com

SDI Limited May 2001 – Aug 2002 Marketing Officer SDI Limited is primarily involved in the research and development, manufacturing and marketing of specialist dental materials. Founded in 1972, SDI is fast becoming a world leader in specialist dental materials and in 1985 SDI was publicly listed on the Australian Stock Exchange. SDI's products are distributed through distributors and retailers in over 100 countries throughout the world. Responsibilities: • Co-ordinating international and national advertising schedules • Design of the advertisements covering the entire product portfolio • Liaising with clients at international and national exhibitions • Design of the SDI product training manual, in conjunction with the R&D team • Training of new and existing national and international staff, covering the entire product portfolio • Designing and overlooking the production and printing of brochures, packaging and other support promotional materials for entire company product range. Achievements: • Involved in the design and development of the product catalogue of the SDI product portfolio • Customer and Dentist contact for queries and training regarding the Pola tooth whitening system. SDI Limited Research and Development Scientist

Oct 1999 - May 2001

Responsibilities: • Core responsibility to design, develop and assist in manufacturing of new products and line extensions • Liaising with vendors in regards to raw materials, research into improvements of existing raw materials and packaging for new and existing products. Achievements: • Development, from the initial concept to the final product, of the POLA tooth whitening system. This product is still in the market place and performing extremely well. • Being involved in the development and improvement of performance and handling properties of several restorative materials • Involved in the improvement of several other accessory products for the dental trade Teknos Schou - Vamdrup, Denmark Feb – Sept 1999 Research and Development Graduate Scientist Teknos is the leading supplier of coatings for factory finished exterior joinery: windows, door sets, conservatories, cladding, leisure and garden buildings. Achievements: • Developing analysis techniques for the evaluation of paints and surface coatings in outdoor and indoor environments • Broadening techniques and theory learnt at University. REFEREES Available upon request and are available from a very broad range of stakeholders.


Professional resume of joanna greenham february 2014