National Partnerships Manager – Australia & New Zealand
Tom’s busy giving the people of ANZ what they want—brands and services our customers use every day—as a manager for our National Partnerships team, which explains his membership in Groupon’s “Million Dollar Club.”
What’s your favorite Groupon memory?
When I got my first $1MM of revenue for the ANZ business, I was presented with a badge after running through a human tunnel with everyone clapping and cheering as I stuck my badge on the Million Dollar Club board! It’s pretty cool that the business celebrates all these wins and has a culture that encourages everyone to be part of your success.
Tell us about your job! What do you love about what you do?
I have the pleasure of working with some of the country’s most recognized brands from Woolworths to Lindt to Hoyts. Being able to strategize innovative deal ideas that haven’t been executed at Groupon before is what gets me up in the morning. These deals help my clients exceed their revenue targets and growth goals and open up a new marketing channel if they haven’t engaged with Groupon before. And that’s probably the second thing I love most: acquiring new brands for our ANZ business.
I’m currently responsible for both National and Ticketing partnerships. Ticketing at Groupon Australia is almost a startup segment within itself and I was brought over from the UK in 2016 to grow it. In the last year and a half, I’ve worked closely with ticketing agencies, governing bodies, clubs, promoters, venues—the list goes on—to build a ticketing ecosystem and kick-start the business.
What has been the most challenging thing you’ve worked on so far?
Probably building the ANZ ticketing business. As with all roads that haven’t yet been traveled, there have been constant hurdles that I’ve faced and continue to smash down. I think it’s taken a certain level of perseverance, patience, and innovative thinking to get to where we are today.
The ANZ ticketing landscape is different than anywhere else in the world and has meant that I’ve had to completely change the way we operate in order to get the vertical up and running. Even with those challenges, in the past 12 months, we’ve seen tremendous success signing some incredible events, like Cirque du Soleil, The Book of Mormon, SIA, The Wallabies, and The Formula One.
“I genuinely believe that people have to buy into you before they buy into the service you’re selling, and at Groupon, I’m encouraged to be creative and think outside the box.”
How does your work impact Groupon’s mission of building the daily habit in local commerce?
Give the people what they want! As Groupon transitions into a true marketplace, our platform needs to have the brands and services that people buy day to day—from retail to restaurants and entertainment to events—in order to become more relevant in every aspect of their lives. The brands I work with drive this behavior…the likes of Woolworths, Uber, Chemist Warehouse, and Ticketek!
Have you won any awards during your time here?
Salesperson of The Year 2015 (UK), Highest % to Target 2017 (ANZ)
So where were you before Groupon? How did you get here?
After leaving university I joined a start-up talent and entertainment agency called 84World, as employee numero uno! Being involved in so many different projects and having a lot of responsibility from the get-go was hard work but super rewarding. My first project was to look after a newly-formed girl band as they supported The Wanted on their UK tour—I thought I’d hit the jackpot! As I progressed, I spent two years working on the commercial side of the business, collaborating with Sony Music, Universal Music, Hilton Worldwide, and SYCO.
In 2013, I joined Groupon UK on the ticketing team and won Salesman of the Year in 2015. This was when I convinced the ANZ business to take a punt and hire me to start up the ticketing business. Three months later I was on a plane to start my new life down under!
What keeps you busy outside of work?
I live in Manly, so anything beach related I’m there: attempting to surf, weekend SUP Ball, snorkelling, volleyball…the only thing I’m probably not doing is growing long hair and buying a skateboard. Other than that, I’m now your stereotypical barefoot Manly type!
What’s your favorite local business?
Ryan’s Bar – Sydney CBD
Sales roles exist at a lot of companies, so why Groupon? What keeps you excited to sell Groupon every day?
I’m given the freedom to be me! I’m trusted that my sales ability and pitching style will get results and I’m not told that things need to be a certain way. I genuinely believe that people have to buy into you before they buy into the service you’re selling, and at Groupon, I’m encouraged to be creative and think outside the box.
Tell us something about you that’d surprise us.
I only sweat from the left side of my head.