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Sales Director

Sales Director

Work Experience

An accomplished sales director with both sales and general management experience. Key strengths include the implementation of key sales and account management processes to provide sustainable growth in business to business environments.

May 2002 – Jan 2003 Hays DX

Interim Sales Director
Reporting to the Managing Director I was charged with running a national sales force of 75 staff to deliver revenues in excess of £130m per annum. Highlights included the introduction of major account management processes, the restructuring of the sales organisation and the development of a strong focus on new business.

1994 – 2002 Energis plc

2001 - 2002 Head of Business Partner Development.
Reporting to the Group Strategy and Marketing Director I was responsible for the development of joint sales channel initiatives with key suppliers including Nortel, Cisco, IBM and Compaq. The objective was to ensure strategic alignment and revenue growth between these key suppliers and Energis’ sales and marketing operations.

1999 – 2001 Head of Sales and Management Development
During this 18 month assignment I was primarily charged with improving the performance of the sales organisation through the introduction of a series of structured account management and sales management processes. The successful application of these methodologies resulted in a significant increase in average order values, closing ratios and forecast accuracy.

1998 – 1999 Head of National Account Sales
Set up and ran the first National Account sales force at Energis consisting of 40 account managers operating across 4 geographic regions, each reporting to a regional manager. This required the recruitment of senior account managers and sales managers and the growth of sales order revenues from zero to £40m pa.

1996 – 1998 National Sales Manager - Commercial Sales
Managed the restructured Commercial Sales organisation consisting of 35 sales staff split into 3 regions across the UK. Focusing mainly on the SME market this channel delivered sales orders of £38m against a budget of £34m and was the top performing sales channel in the company.

1994 – 1996 Regional Sales Manager – Commercial Sales
I joined Energis in its start-up phase to establish and run a team of seven new business sales staff across London and the South East to build revenues from voice services within the SME market. During this period the team was the top performing sales team in the company, delivering sales orders in excess of £12m per annum and was fundamental to the company’s early growth.


1993 – 1994 Software Publishing Corporation

Business Development Manager
As well as running my own portfolio of major accounts such as British Airways I managed a small team of technical specialists responsible for sales to large corporate accounts and distributors in the UK.


1988 – 1993 Rank Xerox (UK) Ltd

Senior Account Manager.
Starting as a Sales Executive selling business products to the legal and finance sectors I rapidly progressed to Senior Account Manager responsible for some of Xerox’ largest accounts in the UK including Thorn EMI and Whitbread. I also managed a team of technical and administrative staff supporting these accounts. During my last 2 years at Rank Xerox I completed a part time MBA.


Education

Law Degree
MBA

Skills

Professional Sales Management
Implementing sales process
Key account management
Revenue generation
Business development
Motivating sales teams
Management of P&L

Languages

English

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