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Sales Management

Work Experience

Upon completion of my military service in 1976, I began a sales career. Since then, I have primarily worked in the provision of telecommunications and IT product and services solutions, in all key B2B line- of-business sectors including Banking and Finance, Local and National Government, Social Care, PetroChem, Telecos, Defence, as well as major commercial accounts such as Airlines, Movie industry, Hotel and Leisure.

During the last ten years my main role has been as a contract “trouble-shooter”, under the title “Business Development Manager” In addition to launching new business enterprises, I have been contracted to recover and/or improve failing ventures in existing sales organisations, or launch new sales ventures, particularly B2B enterprises. For these contracts, I often operated as a senior sales executive with a client organisation (i.e NSM, RM, SD) and eventually recruited a permanent staff replacement, or I operated as the Business Development Manager, working alongside and coaching the existing executive sales team. In many scenario’s I was the “self-starter”, and grew the operation to maturity, recruiting and training staff as sales increased.

My sales career now spans almost 25 years, during which time I have lived and worked in throughout the World, and traded within most English speaking international business cultures in Europe, Asia, Africa, America’s and Australasia.


Some of the wide variety of experience I have of traditional and state-of-the-art IT products and services, and B2B practices and disciplines, are as follows;

Products and Services IT knowledge spans Voice, data, text and image technology
§ LAN, WAN, Internet, Extranet and Intranet
§ CRM(S), E-mail, E-portal, Webi technology
§ Electronic components and goods

Total solution projects including HW, SW and associated implementation services

Maintenance and support contract planning, negotiation and pricing

Business Practices and Disciplines
§ Key and Major Account Management (farmer and hunter)
§ Business Development, Direct and Dealer Channel sales
§ Direct, Dealer Channel and Retail sales division and team management
§ Import/Export delivery, pricing and contract negotiation
§ Board/public/sales presentations
§ SLA approach in Tender response, estimating, contracting and pricing

Education

Seletar Sec Modern:
* GCE "O" Levels - Mathematics, English, Geography, History

Military College:
* GCE "A" Levels - Mathematics English, Geography
* Army Education Certificates - Classes I, II, & III

Further Education:
* 1 year Bristol University - Business Studies

Tack Organisation:
* Basic, Intermediate, and Advanced Sales seminars.

Esprit:
* Sales Professional, Major Accounts, Financial Selling.
Sandon Assoc:
* Q&A, Business Planning, Budgeting, Tax Awareness.

Solution Selling:
* Corporate Sales, Sales Management (Coach).

Skills

Business Practices and Disciplines
§ Key and Major Account Management (farmer and hunter)
§ Business Development, Direct and Dealer Channel sales
§ Direct, Dealer Channel and Retail sales division and team management
§ Import/Export delivery, pricing and contract negotiation
§ Board/public/sales presentations
§ SLA approach in Tender response, estimating, contracting and pricing

§ Training

Languages

English

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