As the National Sales Manager of Class Plastics, Leo Falzon brings his 39 years of sales experience in diverse industries to oversee the management of Class Plastics’ major accounts across the eastern seaboard of Australia.
We asked Leo what his typical day as the National Sales Manager looks like.
Can you give us a summary of your role?
My role is to market and distribute Class Plastics’ products on the eastern seaboard of Australia. I oversee the production and delivery of our plastics containers, budgeting, and pricing, sourcing supplies, looking out for potential customers, as well as working alongside our strategic team in developing new products to bring into the market.
I represent the company along with Barry McCarthy, our General Manager - Qld, and our Sales Representative, Alex Micevski. I oversee how many clients they are seeing, what their needs are, and if there are any problems that we need to address.
How does your typical day look like?
I do a lot of my work from home because the office is a bit far from where I live. I come to the office at least once a week, usually on Mondays.
I’m usually up fairly early. I like my paperwork done before nine in the morning. I would go out to check on all of our customers everyday. I make sure to speak with Alex at least once a day, sometimes even two or three times, to check if he has any potential customers and if I need to hand those over to Craig Bubner, our Managing Director - SA, or to Barry, our General Manager - Qld. After that, I will go back to my home office to check my emails for anything that needs to be replied to.
Aside from Alex and Barry, I also make sure I get in touch with David Fatone, our Dispatch Manager, on a daily basis to make sure we are on top of our supplies and that customer orders are being fulfilled and delivered on time. Especially when it comes to customers looking for a specific container, we need to make sure that we can produce what they are looking for, or if perhaps we already have something available and ready to go. I always remind my team that it is important to set our customers’ expectations because our lead times could sometimes take anywhere between six to seven weeks.
So I’m in constant contact with dispatch, production, and our sales projections. Daniel lets me know who among our customers are on a stop credit and those who would be paying us. I help him with that as well.
I spend a week every month in Sydney and in Brisbane. Recently, Class Plastics acquired the Interpak resales business, so I also have a fair amount of work there including going through all their old stock, finding out where they used to buy them and who their customers are, as well as looking out for new customers up there.
How do you stay on top of your job?
I look at our figures everyday. I compare our sales for today versus the previous day, and how we are going against our budget. I want to make sure we are on track with our budgets and with our customers. I look at our list of customers and what they’ve purchased for the month. I follow up if customers haven’t placed an order during the month
How do you keep yourself on top of the latest developments in the industry?
I go to conferences and trade shows and I read a lot of magazines in our industry. I ask a lot of questions to our customers to get their feedback. It’s extremely important to listen to our customers in order to better understand their needs. When they feel that you understand them, they will look at you differently and they are more likely to engage with you.
What do you like most about your role?
I like that I am able to help customers and working alongside the Class Plastics team on our major projects. I like hunting for new customers and new products. That’s what gives me my buzz. I like sourcing out new tools. I’m not really a technical person but I love learning. I like to make the best of my last few years here looking after our customers, making them happy and helping them grow their business.
What’s the best thing about working with Class Plastics?
Class Plastics is a great company to work in. It gives me a lot of freedom to do my job the way I want to do it. The quality of our products, the service that we offer, and the people are just phenomenal. Everyone is passionate about staying true to our commitment to our customers and everyone strives to help the company grow. We all play a vital role in the company’s success.