Winchester, England, United Kingdom
A results-focused, commercially driven Sales / Sales Operations leader, passionate about creating high-performance sales teams . Core experience gained in various sectors / blue-chip companies (e.g. British Airways, Bupa & Disney). Led teams managing both SME & global customers (e.g. Rolls Royce, Airbus, JCB, Hilton, BP, Citigroup, Shell, Ford, HSBC, BT). Impressive track record of driving business transformation / change projects / professionalising sales teams to deliver sales growth and world-class employee engagement / customer experience (CX) scores. Worked twice with McKinsey. Strong communication, influencing & collaboration skills. Effective and respected operator at all levels - C-Suite, internal departments and frontline sales teams. Key skills cover all aspects of the Sales cycle: ▪ Sales Strategy – design & execution ▪ CRM (Salesforce / Microsoft Dynamics) metrics & process mapping ▪ B2B Marketing / joint Sales & Marketing strategy ▪ Business Development ▪ New Market Penetration ▪ Business Win / Bids & Tenders ▪ Global Key Account Management / Contract Negotiation ▪ Pricing Strategy / Tools ▪ Mergers & Acquisitions / Business & Customer integration ▪ Business Transformation / Organisational Design ▪ Digital Migration ▪ Customer Experience (CX) ▪ Talent attraction & development ▪ Reward & Sales Incentive Plans ▪ Professionalization of Sales team (processes, tools, culture & standards) Extensive experience in working in domestic and international markets (Europe, USA, India, Far East). Language skills: French (fluent) & German (good).
Head of Business Development for largest provider of inflight catering and retail services in the UK, serving a prestigious portfolio of global airlines. Part of The Emirates Group. Member of Senior Leadership team. Expert in designing and implementing Sales strategy and wider business transformation programme.
I have been advising various B2B organisations on how they can improve top-line growth. Focus has been on B2B Sales strategy, creating a high-performance culture, new business win, sales behaviours / professionalisation, pipeline management, sales toolkit and CRM optimisation.
P&L responsibility for UK Sales (National Accounts, Local Sales & Inside Sales) comprising 200 colleagues servicing >15k customers. Sales Performance: Delivered double-digit sales growth ahead of plan in 2022. Strategy: Created and implemented Cromwell’s first ever joint Sales & Marketing strategy. Organisational Design: Designed and implemented wholesale restructuring of UK Sales to deliver efficiencies and improved financial performance and CX. M&A: Member of leadership team responsible for acquisition of competitor’s £25m business after they went into administration; commercial lead for integration of key strategic customers. Other: Salesforce CRM - design and implementation of seller effectiveness performance metrics; various Employee Engagement initiatives; Member of UK / Customer Leadership team.
Interim role responsible for operational delivery of UK Sales strategy, focusing on high performance sales culture, Go-to-Market strategy, Salesforce / CRM, Digital transformation, MI reporting, Learning & Development, Resource Planning, Process Improvement. Subsequently promoted to full-time role of UK Sales Director.
Various consultancy and voluntary roles.
Sales Director for £100m+ business providing strategic supply services to UK Hospitality industry. Member of UK Leadership team and European Sales & Marketing council. Full budget responsibility. Responsible for setting and delivering strategy for (Key) Account Management & New Business Sales teams. Launched CRM (Microsoft Dynamics) to UK Salesforce.