James Drennan Gilchrist

Address

U7/ 111 Cambridge Street

Stanmore NSW 2048

Mobile Ph 0414 675 682

Email

james.gilchrist@iinet.net.au

jgilchrist@brfwm.com.au

Career Summary

Hospitality (6 yrs) ► Grocery FMCG (4 yrs) ► Wine FMCG (16 yrs)

Experienced wine industry professional with a demonstrated ability for generating breakthrough ideas,

driving project and change management initiatives, delivering enhanced business disciplines & financial

results. Built on a foundation of strong analytical, financial modelling, sales and presentation skills.

Career History

BURGE & RATHBONE FINE WINES MERCHANTS Feb 2014 – Current

Business Analyst

Reporting to the CEO. Supporting executive, sales & brand management decision making with insight

generating analysis.

Accomplishments

• Developed and implemented a territory reporting system that introduced discounts / overspend

visibility; for direct and indirect sales; at a top line territory level drilled down to product by customer

detail. Allowing KPI measurement and creating behavioural pressure toward frugal use of trading terms

and trade activation.

• Built the database and associated ‘Dashboard’ reporting allowing sales & distribution results for all

routes to market, to be interrogated by channel, territory, customer and group versus brand, sub-brand

& SKU over a range of reporting periods. Giving brand and sales management insightful reporting and an

ability to identify emerging trends.

FOUR SEASONS FINE WINES Jun 2011 – Feb 2014

National Strategy & Execution Manager

Develop and drive business strategy across P&L management, W&D, Portfolio and Sales Operations

areas as a member of the Four Seasons Fine Wines leadership team.

Accomplishments

• Developed the F13-14 Profit & Loss forecast. Set key metrics around discounts, samples, bonus stock,

principal cost recovery, marketing spend and margin. Implemented P&L tracking meetings and

supporting reports for state by month review of profit management.

• Designed and implemented the FSFW “Sustainable Sales Outcomes” program. Including transitioning

to consultative and needs satisfaction selling styles, structured sales calls, use of self and peer evaluation

and reporting linking behaviours to outcomes. Drove implementation via the development of a suite of

bespoke in-trade tools, developed and moderated 2 major training workshops, conducted an extensive

program of in-field mentoring, and tailored new employee induction programs.

• Conducted analysis of FSFW and competitor portfolios, categorising them by GI, price point, channel

suitability and provenance. Developed pitch presentations and transition plans targeting key brands for

introduction whilst exiting the commercially marginal.

• Personally identified and negotiated the introduction of Terra Sancta (Central Otago) & Yangarra Estate

(McLaren Vale) brands to the FSFW portfolio.

• Reviewed 3rd party logistic providers against local alternatives, FSFW competitors for freight charges

and recovery, analysed channel freight costs by region. Formulated and implemented freight tariff and

new 3PL providers displacing profitless transactions and targeting a 20% cost reduction.

LION NATHAN WINE GROUP Aug 2009 – Nov 2010

Commercial Analyst - Projects & Change

Supporting & driving projects delivering the Finance Directors change agenda. Facilitate

communication and project delivery across Sales, Finance and IT stakeholders.

Accomplishments

• Developed an effective solution to the recording, reporting and reconciliation of accruals satisfying

both the sales and finance team’s requirements. Resulting in improved P&L reporting and staff

deployment outcomes.

• Acted as a key contributor in the de-commissioning and replacement of a legacy IT system. Executed all

subsequent Business Objects training, power user, and report development responsibilities.

• Developed & executed a project aimed at bringing fleet management of over 120 vehicles internal to

LNWG. Generating savings via reduced FBT penalties, traffic infringements, alignment to lease contract

parameters, the elimination of rental costs, and service provider fees.

• Pioneered efficiencies addressing the handling of wholesaler rebate claims. Resulting in a positive

impact on aging and timely reversal of accruals and staff resource allocation.

FINE WINE PARTNERS Apr 2008 – Aug 2009

National Business Engagement Manager

Building sales team capability and techniques to connect effectively to the independent on and off

premise trade.

Accomplishments

• Developed a solution to time and accuracy issues related to preparing key on and off premise

submissions, increasing quality conversations with customers and reducing demand on representative’s

private time.

• Developed for NSW an integrated capture, reporting and reconciliation tool and process for accruing

trading costs. Consulted extensively with the commercial and finance teams to build a consensus for the

solution, and to ensure it satisfied their needs from an accounting & governance perspective.

• Developed a technique which opened up principal funded trade activation for use across all routes to

market, allowing proper targeting of price points in trade promotions and thorough principal cost

recovery.

• Developed a wholesale route to market strategy for the off (& on) premise channels. Successfully

presented the business case to the General, Sales, and Commercial Directors, and subsequently driving

the change initiative. Coached interstate sales teams & stakeholders extensively on the new tools,

concepts and in-trade execution.

FINE WINE PARTNERS Oct 2004 – Apr 2008

On & Off Premise Key Account Manager

Meeting sales and budget outcomes across all on / off premise key accounts, major banner groups and

wholesalers within New South Wales.

Accomplishments

• Presented an analysis to Sales & Managing Directors that exposed a 60% overspend to trading terms in

the wholesale route to market in QLD & VIC. Developed the strategy and tools to return trading costs to

within terms.

• Optimised trade promotional investment within key wholesale banner groups delivering sales growth

and co-op spend efficiencies of 300%.

Continued Over

• Presented Wholesaler Engagement Strategy to National Executive Conference and successfully

gained agreement for adoption.

• Developed a solution (and gained national adoption) to efficiency, accuracy & presentation issues

around the preparation of business reviews. Results allowed a significant increase in use, stimulating

more frequent and higher quality conversations with customers.

PRIOR POSITIONS

TUCKER SEABROOK

Key Account Manager

TYRRELL’S WINES

Key Account Manager

Area Manager

SANTOS FOOD COMPANY

National Field Merchandising Manager

VARIOUS HOSPITALTY ROLES

4 & 5 Star Hotels / Resorts – Sommelier, Bar and Restaurant Management

May 2001 – Oct 2004

Aug 2000 – May 2001

May 1998 – Aug 2000

Aug 1993 – May 1998

Dec 1986 – Aug 1993

Volunteer & Community Service

OLD IGNATIANS CRICKET CLUB

President

Secretary

General Committee

May 2007 – Aug 2013

Apr 2001 – May 2007

Nov 1992 – Apr 2001

Accomplishments

• Built O.I.C.C from a one team club into five teams and the dominant club in our association, winning

five club championships and twenty premierships in the past ten seasons.

• Conducted 3 major international tours since 2002, each comprised of 30-45 players, family and friends.

• Developed and implemented the first disciplined financial management and reporting tools. Developed

funding models, budgeting processes and year end forecasting. Increasing club cash reserves ten-fold in

the past 4 years.

• Developed and implemented a detailed social media and web strategy, delivering strong connections

to our recruitment and sponsorship pipelines, and increasing membership engagement.

Education & Professional Development

Sydney University CCE

• Business Leadership - Identity & Strategy

• Project Management Essentials

• Brand Management Essentials

• Marketing Level 1

Wine and Spirit Education Trust – Level 3 Advanced Certificate

• Theory (Distinction) - Sensory Evaluation (Credit)

Professional Certificates

• SAP Business Objects XI 3.1 - Advanced Report Design

• AC Nielsen – Populating Reports (Intermediate)

• Achieve Global - Professional Selling Skills

• John Sergeant & Associates - Key Account Management and Negotiation

Central Queensland University, Rockhampton QLD

• Bachelor of Applied Science, Chemistry (deferred)