- Chippenham, GB
- £75 /hr
- Available now
A highly experienced B2B sales professional whose skills range from Sales Strategy, Tactical Planning, Selling, Business Development, Account Management and National Sales Teammore...A highly experienced B2B sales professional whose skills range from Sales Strategy, Tactical Planning, Selling, Business Development, Account Management and National Sales Team Management. For 10 years I was commercial lead on a new start up venture which built into a £13mill turnover business.
Over the last 3 years I have been involved with a number of new entrepreneurial ventures/start-ups assisting them with sales strategy, proposition development and getting things done. Sectors include:-
Experience ranges from selling gadgets to caravan owners at trade shows to negotiating multi-million £ software solution sales
Area Covered: South West, Midlands, Thames Valley, National
Job Title: Managing Partner
Company: Action Sales Agent Partnership
Description: Action Sales Agent Partnership specializes in market development activities and business building for innovative new ventures. Clients range from multi-national blue-chip to start-up offering products ranging from building products and SaaS CRM to environmental products and security. Projects include:
★Head of Sales at Directochef
★General Sales Manager at Sure-Track
Job Title: Head of Sales
Description: Delicious Cuisine Delivered
✔ Blue Ocean proposition development
✔ Business model definition
✔ Proof of concept and market testing
Job Title: General Sales Manager
Company: Sure-Track Europe Ltd
Description: Utilising covert tracking technology, Sure-Track Europe Ltd serves its customers by locating and recovering stolen assets. Customers include Ford, Elddis, Hobby and Network Rail.
Retained on fixed budget contract to build field sales infrastructure to support significant contract wins. Implemented technology to enable a field sales process to maximize customer time and sales skill utilisation. This resulted in an increase of field sales productivity of 66% over industry benchmark and ROI in year of 300% compared to benchmark approach. Deliverables included:-
✔ Scoped requirement,project plan and business case
✔ Defined roles and responsibilities
✔ Plan and design sales processes
✔ Assessment and selection of technologies to support field productivity
✔ Conceived and designed KPI measurables in areas of Activity, Skills, Knowledge and Attitude
✔ Field testing of processes and technologies
✔ Recruitment and induction/training of channel and direct sales team
✔ Project management and implementation of Salesforce CRM, Salesforce Mobile and other location based technologies to support high productivity
✔ KPI production automated as a by-product of action
✔ Made "Home Admin" obsolete
✔ Real time sales management indicators
✔ Built and grew customer, prospect and suspect database
✔ Roll-out of product training and account management to 700+ Ford UK dealer network following negotiation with Ford to become the only stolen vehicle recovery service recognised by Ford
✔ Roll – out and product training to caravan dealers following agreement with The Explorer Group which includes standard factory fit to 2011 model year luxury Buccaneer touring caravan range
✔ Inspiration, coaching, development and support of field teams during start-up to retain high levels of motivation
✔ Negotiation of supporting insurance discounts with key insurance partners including Ford Insure
Job Title: Head of Corporate Sales and Business Manager
Company: TRACKER Network (UK) Ltd.
Description: ✔ Commercial lead on launch of Cloud based B2B Fleet Telematics venture utilising GPS, GIS, Internet and GPRS leading to 23% increase in Company turnover by 2002
✔ Planning, Coordination, Leadership, Control and Development of team in the achievement of mutually agreed objectives within time and budgetary constraints.
✔ Devised original business plan, market strategy, product management and customer value proposition. Achieved business case sign off and implemented. Persistently drove the project forward and laughed in the face of adversity!!!
✔ Acquired customers and channel partners by creating value for them
✔ Carried out initial computer and radio antenna installations (Yes, it was me on the roof in the wind and rain)
✔ Recruited talented national sales force and specialist solution consultancy team.
✔ Team building and creation of environment for success
✔ Persistently sought and empowered those with hidden talents to self actualise and deliver sustained shareholder value
✔ Responsible for project management, implementation and support of initial customers and channels
✔ Mobile resource management consultancy and services provided to Serco, Carillion, DHL, ADT, EDF, BT, O2, Exel Logistics, G4S and many more
✔ 2004 - Head of Corporate Sales
✔ Reviewed and re-modelled structure and field sales processes using appreciative inquiry concepts resulting in 300% increase in sales productivity
✔ Consistently on or over target performance
✔ TRACKER one of the leading fleet telematics and vehicle tracking service providers in the UK by 2008
✔ 2008 benchmarking survey revealed pre sales service provided by team was 'a key differentiator between TRACKER and other providers'
Job Title: Customer Relationship Manager
Company: Securicor Datatrak Ltd
Description: Responsible for Customer retention and growth encompassing Account Management, Customer Help Desk, Technical Support and Employee/Staff Training
✔Successfully re-evaluated business requirements and implemented change
✔Established Account Management team
✔Trebled business from existing customers
✔Implemented personnel development programmes for staff.
✔Implemented live CRM solution
✔Introduced first SaaS solution in market space
✔Improved customer satisfaction by empowering customer facing staff
Job Title: Horticulturalist and restoration expert
Company: Old Strawberry Smallholding in Cheddar
Description: Achievement is a habit. I achieve for fun. This is one project which allowed me to see tangibly everyday what I had achieved.
Job Title: Account Manager
Company: Securicor Datatrak Ltd
Description: Tasked with acquiring commercial customer base for technical innovation (which would become Vehicle Tracking or Telematics) and turnaround after initial slow start in marketplace. Within 3 months acquired first major contract with UK Ambulance service. By 1996,out of team of five, I had sold half of Company subscription base using proven solution sales techniques. Clients included Ambulance services, Police, Utilities, London Transport, Railtrack, all UK Cash In Transit and high value load providers and other service companies.
Job Title: Major Account Manager
Company: Dial - A - Phone
Description: Company focussed on provision of digital telephony solutions for multi-site organisations using innovative centralised network statistics and management tool. From cold start, I was awarded contract to provide telephone systems to all UK Royal Mail premises.
Job Title: Major Account Manager
Description: Business Development and Account Management providing voice and data network solutions to NHS and major blue chips
Job Title: Major Account Manager
Description: Sales of small telephone systems. Covered geographic territory of half of London W1 postcode, then became Major Account Manager for multi-site organisations based in Bristol
Job Title: Sales Executive
Description: Sales of Canon photocopiers in South West London. The sales equivalent of 'baptism of fire' Did quite well and worked with a great team. Customers included Tetrapak and Mann & Co Estate Agents. Invented a camera for estate agents using technology I had learnt about in publishing. Now thats 'Problem solving!!!@
Job Title: Assistant Editor
Company: MJM Publications
Description: Published some books which got to no 4 or 5 in Times bestsellers lists. If you have read this far,Google my name and find them. Worked with true entrepreneurs - great lessons.
Job Title: Part-time tractor driver and farm hand
Company: Part-time Tractor Driver and Farm Hand
Description: I needed to earn money while at University. It is amazing just how much thinking you can get done when going up and down a field very slowly for 10 hours a day. For those that are interested, I found that in order to improve my productivity, given that exceeding optimum speed would lead to a degradation in output quality, I had to focus on improving the turnaround process at the end of the field. Through trial and error, I found that this was best achieved by carefully timing the operation of hydraulics and differential brakes. Thus, operate hydraulics to lift implement, at the point that the centre of gravity had shifted sufficiently to raise the front wheels of the tractor slightly off the ground, de-throttle and hit the differential brakes, causing the tractor to spin on the spot. Then, when facing the correct direction disengage brake, lower implement and re-throttle quickly to prevent total 360 degree spin or stalling. A combination of events which I became quite adept at. Evidence at an early age of my natural ability to take a process apart and reconstruct it to operate more effectively. Doesn't explain though why somebody would want to be more effective when paid an hourly rate. That could be because perhaps being recognised as good at what you do is more important than marginal increases in reward. Being best has its price. Great formative experience. Helps me understand and appreciate what to expect of people in terms of hard work.
Field of Study: Government
University / College: University of Essex
University / College: Cranbrook School