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Sales, strategy, marketing and teams

Sales, strategy, marketing and teams

Work Experience

Personal Profile

I have run a Business-coaching consultancy for growing businesses, since 2002. To date the company has achieved a great deal of success, numerous clients are achieving higher levels of growth and profitability. I am backed by practical business experience from over ten years working for FTSE 100 companies in the UK and internationally. I have the ability to transfer lateral ideas into simple solutions that challenge the status quo within client companies and the benefit of academic rigour adds further weight to my debates and viewpoint. I am described by clients as ‘straight talking, jargon free – what you see is what you get’.

Current Situation: -

Driving forward a coaching business that focuses on providing consultancy, coaching and mentoring for clients enabling the client to achieve greater profitability, growth and self sufficiency for the long term.

Clients work with me because: -
I have been there and done it as an employee with global corporations, within the SME market place and with my own company.
I know the elation of growing a business, finding new clients, motivating staff, fighting for new business and the concerns associated with balancing the cashflow.
I have resolved internal politics, poor management decisions and bureaucracy; all equally debilitating ailments for business growth.
After working together clients can answer crucial questions vital for the life of their company – Could you charge more? Is this the best target audience? Is this a good market to be in? How clear is the offering for our clients?

Client Assignments: -
Recent assignments include the following:
Creating a clear direction and focus for a West Country based management consultancy
Developing the strategy, sales and marketing plan for a plastics manufacturer in Yorkshire
Sorting the people (senior team and board) roles and relationships within a recruitment company in London
Grooming an events organisation for sale in London
Responding to sudden, fundamental changes in a Midlands based team building business after the sudden departure of an equal partner
Assisting the development of a luxury yacht support services company through growth, recruitment and expansion planning.

The key difference is the approach, the people and the successes: -

I build strong relationships with clients enabling them to plan the way forward for their businesses. I am driven by the belief that a strategy or plan is a waste of time if the field is not clear for action and success without a plan is good fortune. Key successes to date have come from facilitating the progress of clients towards a clear understanding of their own goals, strengths and motivations and then turning these into a clear realistic and achievable plan.

My style is usies a clear philosophy and approach that permeates throughout my work - honest, jargon free, challenging and goal focused. To prove it all, clients are happy to discuss and recommend the benefits, processes and successes resulting from working together.

2000 – 2002 Sales & Marketing Manager aussiehome.com Ltd, Perth, Australia

Working within a fast-moving start-up e-commerce real estate portal for Australia built with GIS mapping technology, focusing on every area of running the business.

Performing a Management role focusing on business development; helped start up web-based real estate marketing portal, developing a strategic plan to seize market share, trebling the client base in the first two months.
An ongoing history of training, staff development and motivation: emphasised through writing and delivering long or short seminars in web strategies and marketing.
Created customised training programmes including sales, web-marketing, negotiating etc using sports coaching background to give a sense of timing and impact.
Continuous demonstrable successes, turning the company to profit in 2000-2001
Analysed the market environment, looking for greater opportunities to prospect for clients and retain existing clients, implementing loyalty contracts, bringing in a steady increase in revenue.
Presented to boards of directors, venture capitalists and clients – getting them to ‘buy into’ theories, products and direction.
Developed web-marketing expertise in a fast-moving and competitive industry, where innovation and lateral thinking is vital for survival, this produced swift responses to crucial market signals enabling continued growth and profits.

1997 – 2000 Area Sales Manager Forte Hotels GroupGranada Group plc

Providing business and leisure accommodation, conference facilities and banqueting both nationally and internationally in the 2*- 5*market, responsible for 11 staff (8 Sales 3 Admin), 21 hotels whilst managing a portfolio of key accounts valued in excess of £25m.

Built and created strategies for the company, assessing the marketplace, the opportunities and the demographics of the target area. Developed a strategic plan, setting goals, targets and the direction to follow according to research obtained.
Developed staff into teams with good morale and spirit through motivational exercises and rewards, losing only one member of staff in two years.
Proven ability to think laterally and solve client and organisational issues, emphasised by winning multi £M client’s global supplier contracts for the group. Win-Win for clients and company.
Directly influenced millions of pounds of business volume within the region by encouraging and developing staff and clients alike; a previous receptionist of mine had a plaque on the desk with the title “Director of First Impressions”.
Increased performance of the Northern region by 54% from 1998 to 1999; over-achieved new business targets in 1999 by 75%;
As Team Leader for the Live Challenge ’99 Charity raised in excess of £150K. Initial commitment required from the entire board of Forte, this was achieved through strong presentations, persuasion and a clear understanding of all other pressures facing the board members. I was invited to publicly receive a cheque from the CEO and explain the benefits their work had brought.

1995 – 1997 Business Development Executive Griffin Credit Services LtdHSBC Group

Pure new business role finding clients with debt, equity and cash flow finance requirements within the small and medium-sized business sector.

‘Top Performer’ against target for 1996 with 130%.
Gained the ability to interpret and understand business plans and financial reports and then make informed and intelligent decisions.
Created target clients and actual clients from aggressive networking and direct marketing campaigns, in turn achieved and surpassed all targets and developed a knowledge of how to survive on my own.
Able to create ‘something from nothing,’ or develop what is already in place and build upon that: demonstrated by a history of being able to create new business opportunities through direct marketing, telesales and corporate entertainment, going out there and making the business happen.
Working with small owner manager business through to medium sized and multi-nationals; nurtured clients during the transition of outsourcing collections and debt management.
While achieving success and accruing sound business knowledge began to feel the need to be a part of a team and work closely with others, eventually moving from the insular sales environment to that of a team and management.

1991 – 1995 Account Executive Forward Trust Personal Finance Ltd HSBC Group

Training and motivating Third Party frontline staff to promote sell and develop unsecured personal loans within building societies and retail outlets in the UK

Created a manageable call cycle to maximise each relationship within the vast geography of the area covered, this created a respect for both time management and the value of the clients’ time.
Learned how to resolve and deal with situations within these relationships, to manage the expectation of both the client and the customer and deliver on any promises made.
The account management process dealt with individual, branch and head office bringing a respect and ability to deal with all tiers of hierarchy in various situations.
Progressed well within the role where a natural promotion to a more sales focussed role was offered and accepted at Griffin.



Education

‘Kick Start’ Coaching and Consultancy Standard – The Directors’ Centre 2003

SDI Facilitator – 2003

NLP Foundation – 2003

Master of Business Administration – University of Western Australia – 2002
Completed a full-time MBA while on sabbatical when living in Australia. This was one of the most challenging tasks I have ever under taken. Completed and passed with a distinction within 12 months.

Diploma in Leisure & Business Studies – University of North London - 1991


Skills

Coaching teams and indivdiuals
Facilitating direction and achieving goals
Motivation of teams and organisations

Languages

Conversational French

Other

Hobbies and Interests

Effective time management, focus and prioritising that enables a ‘Work-Life Balance’
Various Sports – fitness, rugby and golf
Global Travel
Fusion Cuisine


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