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Sales Director

Work Experience

Dec 2001 – present Internet Consultancy

SALES DIRECTOR – Board Position

Main Responsibilities: · Define and implement company strategy, in conjunction with the rest of the board· Agree revenue targets with rest of board and deliver against these· Define sales and marketing strategy· Define and implement efficient sales process· Manage team of ten: Sales, Consulting and Inside Sales

Major Achievements: · Defined and implemented sales strategy· Introduced professional sales process that has significantly improved performance: £500k of new business Jan-Mar 2002· Deals won included Railtrack (£200k), Blomfield Group (£180k)· Introduced formal forecasting process· Increased revenue from current client base· Initiated lead generation campaign· Initiated shift from technology house to consulting organisation· Agreed a number of key partnerships e.g. MediaCo (Scotland), C2 Software (Scotland) & Semio.· Improved company morale, through improved communication & people management· Recruit additional sales/consulting staff for Scottish office
Nov 2000 – Dec 2001 PROCESSION SOFTWARE LTD (Business Process Managment & Sales Forecasting Software)

DIRECTOR OF UK SALES

Main Responsibilities: · Define and deliver sales strategy for achieving UK revenue target· Build & Manage team of Sales, Pre-Sales and Inside Sales· Contribute to overall company strategy as part of Executive team

Major Achievements: · Helped re-define strategy and reposition company as a vendor of Sales Forecasting & Revenue Planning solutions· Doubled consulting revenue to £750 p.a. from historic client base, including New Opportunities Fund & UK Sport.· Deals closed included UK Sport (£150k). · Built-up pipeline of over £10 million from a standing start· Created excellent team spirit despite a series of layoffs & redundancies· Recognised by peer group and subordinates as a first class man manager and Executive team member.· Secured partnership agreements with key consultancies e.g. Arthur Andersen (Scotland), MoTech (Scotland), and Sema

Nov 1999 – Oct 2000 KINTANA INC. (Process Automation Software)
NEW BUSINESS MANAGER
Main Responsibilities: · Develop new business for European start-up· Lead generation through to closing deals· CIO/ IT Director level contact

Major Achievements: · Built-up pipeline from zero to $7.7 million with no marketing support· Closed first N. Europe revenue of $450,000· Gained solid understanding of business issues and infrastructure requirements within internet sector, telco’s and hi-tech. Key focus was improving performance of ERP systems.· Companies engaged with included: Xerox, Dell, Totalise, BT, Spray, Thermoking, Glaxo and First-e.

May 1997 – Oct 1999 DRUID PLC (Now Xansa)
Mar 1999 – Oct 1999 STRATEGIC ACCOUNT MANAGER (Pharms & Chems)

Main Responsibilities: · Achievement of services revenue targets through the design, plan and management of customer strategies.· Effective management of cross-functional teams across each customer: ICI, Hoechst Marion Roussel.

Major Achievements: · Delivered 135% of target· Deals included Hoechst MR (£750k), National Starch £550k)

May 1997 – Feb 1999 BUSINESS DEVELOPMENT MANAGER

Main Responsibilities: · Achievement of revenue· Global Account Management and new business within CPG.· SAP and Siebel consultancy sales

Major Achievements: · Achieved 200% of target (£4 million closed) – top salesman.· Deals included: Sara Lee (£2m), National Starch Japan (£450k), National Starch Europe (£600k), Philip Morris (£400k), Computacenter (£250k)

Nov 1990 – Apr 1997 GUINNESS BREWING

Mar 1993 – Apr 1997 SENIOR NATIONAL ACCOUNT MANAGER

Accounts: Tesco (t/o £11M), J. Sainsbury (t/o £10m)

Main Responsibilities: · Achievement of profit, spend and volume targets.· Deputy to Account Director (team of nine), including coverage at management committee.· Define and agree customer business plans to generate incremental profitability – key areas of focus included category management, supply chain and new product developments.· Manage marketing spend of over £3 million

Major Achievements: · Increased Tesco revenue from £9.8 M to £11M in two years. Profit up 10%. Sainsbury’s revenue increased from £7.8M to £10M, with profit up 15% over eighteen months · Transformed image and relationship with Sainsbury’s from very poor to “preferred supplier”. Net effect was best customer performance in 1995.
Apr 1996 – Jul 1996 SECONDMENT TO GUINNESS, USA (Strategic Consultant reporting to Company President)

Objectives: · Identify opportunities to improve Guinness’ performance within the retail/wholesale market in America.· Enrol senior management team in proposed recommendations.

Major Achievements: · All recommendations accepted.· Received job offer that included implementation of own recommendations.

Jan 1992 – Feb 1993 SENIOR NATIONAL ACCOUNT MANAGER

Accounts: Thresher, Victoria Wine. Turnover of £12 million.

Nov 1990 - Dec 1991 NATIONAL ACCOUNT MANAGER - Scotland

Jan 1988 – Oct 1990 BASS PLC

ACCOUNT DEVELOPMENT MANAGER, Scotland - team of two

Jan 1983 – Dec 1987 COCA COLA & SCHWEPPES BEVERAGES

Mar 1987 – Dec 1987 AREA SALES MANAGER – Responsible for a team of six.

Apr 1986 – Feb 1987 DIVISIONAL MERCHANDISING MANAGER – team of ten.

Jan 1983 – Mar 1986 TERRITORY MANAGER


PROJECT MANAGEMENT – Various project work with Guinness

1. Three-month secondment to SAP project. Responsible for the management of Take Home Trade issues arising from process re-engineering study and key commercial contact for project team.2. Defined management information requirements across all departments and recommended suitable software solution.3. Specified user requirements for Customer Profitability reporting package and formulated / delivered training plan for Account Managers.4. Reviewed existing account management standards and recommended significant improvements.5. Defined key performance indicators for all Account Managers in order to more accurately track business performance.

Education

EDUCATIONAL QUALIFICATIONS HIGHER EDUCATION
4 x “O” Levels ABERDEEN UNIVERSITY
4 x Highers 1st year pass in Computing
Science

Skills

Man-management, sales management, strategic planning, problem solving, negotiating, inter-personnel skills

Languages

English

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