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Interim Manager

Interim Manager

Work Experience

Apoyar Networks Inc. 2002 – Present

Global provider of managed support services and system/ service management solutions T/O $10m Interim Sales Manager

Achieved £1.7m service/software revenue. 60% New business.
Recruited & managing a team of 15 sales/technicians/service delivery personnel.
Recruited 14 channel partners.
Account management of key accounts. Sectors: Finance, Publishing, Pharms, Public sector, IT, Telco.

Developed UK service USP’s and business positioning.
Implemented, led and won new business contracts for Coca Cola, Blackwell Publishing, Miller Insurance.

Fox IT 1999 - 2001

Leading provider of systems/consultancy and managed services. Systems Integrator. T/O £25m

Interim Sales Manager & Director.

Achieved new business team sales target £3m.

Managed a team of 25.

Restructured sales team

Direct/channel

Sectors: Pharms, Public, Government, IT, Leisure.

Implemented sales tracking/forecasting systems.

New business account wins ICI, Microsoft, LesuireLink.

SMP 1996 - 1999

European Managed service provider of helpdesk, desktop, server & network services. Systems Integrator. T/O £15m

Sales Director.
Achieved and exceeded sales targets of £2.5m.
Implemented pay of performance service contracts.
Recruited and managed team of 15 sales/services design/technical personnel.
New business wins; Lilly Industries, Securicor, CSFB, SCA Packaging, HAL, Mouchell Consulting, Porsche. Sectors: Pharms, Finance, IT, Construction, Business Services.

Business Objects 1993 – 1996

Leading Business Intelligence software vendor. T/O $500m Finance Sales Manager
Exceeded targets of £2.5m per annum.
Attended Global Top sales exec club 2 years running.
Increased UK finance sector market share by 300%.
Managed a team of 4 sales execs.
Developed account presence in 70% of Finance sector. Sectors: Finance Wholesale and Retail.
Wollongong Software Inc

1990- 1993

Leading Vendor of TCP/IP integration software, network management software. Global T/O $80m European Sales Manager
Led sales/technical of team of 15.
Achieved sales targets of £2m
Set up Direct European Sales operations.
Implemented European channel partner programme achieved £1.1m first year. All sectors

Unisys & Compaq

1985 – 1990 Various sales roles selling
mainframe & distributed system management software.
Sold managed service contracts from £100k to £1m Sector: Finance and IT



Education

Education:
3 ‘A’ Levels Maths, Physics, Economics
HND - Computer Science Gulidford College of Technology

Training
2001 Dale Carnegie Sales Advantage 3 month non-residential
1999 Cranfield School Management Effective leadership 7 days
1997 Cranfield School Management Sales Directors workshop 3 days
1998 DHL Management school Bid Management/Selling 5 days
1995 Spin Selling Miller Heiman 3 days
1995 Key Account management (LAMP) 3 days


Skills

Interim sales management roles with a very successful track record of meeting targets typically around £3m+. This has been achieved through creating environments that drive teams to deliver strong business led solutions. I manage key accounts and revenue targets whilst creating motivated sales teams and implement systems where no sales opportunities are missed.

Skills and achievements

Strategy and business development
• Creating multi skilled teams to win complex managed service/software deals.
• Creating ROI propositions with service models and system management tools.
• Creating viable pay for performance service contracts.
• Delivering 100 day objective planning cycles for team management and measurement.
• Creating multi channel sales campaigns which exceed targets.

Analytical skills
• Breaking down company targets into 100 day sales objectives and measurement criteria.
• Developing forecasting models of service and product lines.
• Analysing and presenting to management and team members on performance, revenues and pipeline.

Sales Management
• Motivating multi-skilled teams.
• Creating momentum and a success culture.
• Creating sales incentive plans to focus sales, technical and service individuals.
• Implementing recruitment and training programmes.
• Giving hands on training and implementation of sales tools ACT & Salesforce.

Communication
• Leading, writing and designing client presentations.
• Building strong relationships and managing key accounts across a variety of market sectors.
• Creating and leading bid processes.
• Developing programs to incentivise channel partners and direct sales teams.
Problem solving
• Creating and structuring deals to reflect commercial marketplace and customer requirements.
• Working with field/internal sales/marketing to define new ways of approaching and winning new clients.
• Developing account & sales processes to address issues with key accounts and increase customer loyalty.



Languages

English

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