About me
Transformational
Leadership
As an award-winning sales transformation and operations expert, I am a dynamic change agent renowned for shaping and leading global sales transformations.
Throughout my career, I have directed multi-billion pound sales transformations and growth realization programs, orchestrating go-to-market strategies and planning, optimizing channel mix and coverage, designing operating models, executing growth acceleration initiatives, and seamlessly integrating post-merger acquisitions. I have also built and steered award-winning global functions responsible for sales operations, sales enablement, sales academies, and spearheaded digital transformations spanning lead-to-cash and partner programmes.
My professional journey is marked by a unique blend of industry and consulting experiences, operating seamlessly across all levels up to the C-suite. I have consistently delivered high-impact results, showcasing a track record across sales growth, commercial excellence and transformative change.
I hold an MSc. in International Management from Henley Business School further complemented by my executive education from Said Business School, University of Oxford.
My experience and approach
A transformational change agent with significant experience in shaping and leading global sales transformation,
managing global and cross-functional teams and working across the world to drive lasting change
FUNCTIONAL LEADERSHIP
I specialise in building high-performing teams, bringing together leading class experts to deliver value for sales organisations. I have built functions that drive strategy, enablement, learning, process, platforms, operations and post merger integrations leading senior directors, directors, programme leaders and individual contributors to work cohesively and exceed expectations, day in, day out. These teams have been recognised externally, winning industry awards and being showcased at major sales events across the world (Sales Innovation Expo, Dreamforce etc).
CHANGE EXECUTION
I have significant experience in driving lasting change within global sales teams operationalising new operating models, ways of working, enablement, processes and platforms, and growth programmes. My change model focuses on creating the environment for change, with strategic programmes designed to support sales execution, leadership alignment with high value business cases, and then robust change execution, delivering a leading seller / customer experience to land business change.
Global FOOTPRINT
I have led projects around the world touching most of Europe, Africa, the Middle East, the US, Latin America, the Subcontinent and Asia. My experience spans global sales teams varying in size from 50 to 1800+ sales, customer success, marketing and consulting / services teams delivering change programmes whilst understanding the various levers needed to drive local execution.
GUEST SPEAKER
I have spoken at a number of events, conferences and specialist forums on the topic of sales transformation, sales operations, sales enablement and sales culture. This has included events like the Sales Innovation Expo, Institute of Sales Professionals forums, at leading business schools and as a keynote for global brands across the world.
COMPOSE SALES MODEL ®
Learn more about my approach to sales transformation below or hit the play button for a short video on how six interconnected elements help transform sales
Creating the environment for a high-performance sales organisation, with a clear identity and direction, fully engaged and energised to achieve growth
Defining the regions, markets, segments, channels, operating models, organisation design, role clarity and rhythm of business setting up for sales success
Focusing on enabling people and leaders to prosper with high value content, learning and performance management, turning strategy into execution
Building an operational engine room to drive productivity through process, platforms, data, insight, compensation, engagement, programmes and effective business partnering
Designing a data led go-to-market strategy to optimise growth through the right mix of addressable market, growth levers, segmentation, products, coverage and financial modelling and planning
Anchoring all decisions to deliver incremental value across three essential experience levers; customer, partner or seller. These are essential in building leading sales organisation
My Career
I have been fortunate to work with some of the world’s leading organisations and consultancies to transform sales, sales operations and customer facing functions.
Manager, Sales Transformation Consulting
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senior consultant, Customer Practice, UK
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Group Head, sales transformation
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Director, Sales Effectiveness, Insight & Governance
Senior Manager, Customer Practice, CMT UK&I
Vice President, Sales Transformation & Strategy
Vice President, Sales Operations & Enablement
Vice President, Commercial Enablement
Consulting Engagements
A selection of my consulting project experiences
GLOBAL SOFTWARE
Design and sale of a multi-million dollar partner programme driving ad sales for a software organisation including sales intelligence, process improvements and inside sales set-up.
GLOBAL TELCO
Subject Matter Expert for a global sales transformation programme supporting and guiding the design of new customer journey’s and value case.
GLOBAL EDUCATION
Sales Operating Model and Process lead for a global sales transformation programme defining standardised global sales processes, capability assessment and sales academy design.
GLOBAL MEDIA
Transformation Lead for a sales programme which redefined sales processes and develop a new salesforce.com solution. Responsible for all process design, change, training and stakeholder engagement
UK SMALL LOANS PROVIDER
Channel implementation consultant supporting a short term finance provider to increase sales through new channel (online, call centre and partnerships)
POLISH TELCO
Sales Operating Model Consultant for Poland’s national telco provider defining organisational structures, processes, tools and methods across B2B and B2C.
GLOBAL SOFTWARE
Design and sale of a process enhancement programme aimed at improving seller effectiveness, automation of sales processes to drive future business growth using design thinking methods.
GLOBAL MEDIA
Transformation Lead for a sales programme which looked to redefine sales processes, embed ways of working into salesforce.com and rollout across all teams and senior leadership coaching.
GLOBAL AUCTION HOUSE
Short term role to support the launch of a global CRM and ERP system driving project review boards to ensure readiness of tools for launch and training.
UK MEDIA
Change and Transformation lead for a salesforce.com implementation for the commercial sales team across all platforms and publications,
GLOBAL PHARMA
Definition of European wide sales processes for a global biotech firm alongside assuming an interim role to define the change management approach for the European business.
GLOBAL TELCO
Programme lead to define a new enterprise wide sales excellence function within group to support local market sales teams with channel optimisation, process and tools, training and insight.
UK HIGH TECH
Sales Lead and Concept Designer for a senior management development programme for the UK&I future potential business leaders.
UK B2B MEDIA
Sales Lead and Junior Consultant for a Sales Transformation programme including sales kick-off, sales process optimisation and KPI rollout.
GLOBAL RPO
Interim senior vice president to build a brand new sales operations and enablement function, working with the executive leadership to scope, design, cost and construct the function to support growth ambitions and professionalisation of sales execution.
My Education
I have a diverse educational background including university education and a host of
professional and executive development gained throughout my career
BSc Food Marketing and Business Economics
MSc International Management
Executive Leadership Programme
Various Sales and Account Management Methods
Public Speaking Academy
contact
get in touch
UG UMAR GILL CREATING INTELLIGENT SALES ORGANISATIONS IS A REGISTERED UK TRADEMARK
COMPOSE SALES MODEL IS A REGISTERED UK TRADEMARK