A little bit about me
I specialise in building world class sales organisations, and helping business and sales leaders to optimise sales functions across four key pillars; sales strategy, sales operating model, people and operations. My career has focused on complex sales transformation initiatives including: sales strategy definition, channel mix and coverage optimisation, sales operating model design and implementation, sales operations, sales enablement, salesforce productivity enhancement, sales automation, sales analytics, partner programmes, and digitalisation. These projects have been in technology, telecommunications and media sectors at a multinational level.
I have developed executable models combining multiple data sources to create data-driven decisioning platforms, which define the optimal sales strategy. Key areas include: understanding market potential at customer level, understanding current performance, sales organisation risk/health, segment the customer base using the RAD model, channel deployment, sales force size and configuration based on the value proposition, and pricing dynamics available.
Developing the optimal strategy is the first stage of building a world class sales organisation, but in order to execute, significant emphasis is needed on the operating model. I have built and implemented sales operating models, bringing together the rest of the organisation to support sales to drive top line growth. This has always been done in close collaboration with HR organisations to build the right organisation for the business.
People are the heart of a company but their role in the sales organisation is crucial for any business to achieve its goals. With that in mind, I have built and run global sales academies to develop skills in sales strategies, and rewards schemes (financial and non-financial) to drive behaviours; and ensure performance metrics are understood, measurable and encourage actions within both direct and indirect sales organisations.
As with any good sales organisation, sales operations drive efficiencies, agility and velocity. I have designed and implemented new sales processes, sales tools, data analytics and reporting capabilities that drive speed into the organisation and reduce sales administrative activities. Alongside this, I have led Sales Operations functions at global organisations to bring in-life experience in driving business performance as a partner to the sales teams.
Companies I have worked for
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. A highlight of these companies is below.
I was responsible for delivering a new B2B direct and indirect sales strategy using big data analytics. This strategy is built on a model combining multiple data sources to create a value based segmentation model (Retain, Acquire, Develop) used to drive onmi-channel go-to-market strategies, determine sales force allocation and drive top line growth. I also led the design and launch of a new partner programme to begin to drive a channel first mentality and exceptional channel experience across Canon EMEA.
I designed, launched and ran the internal sales transformation consulting team for large enterprise customers across 22 markets and 5 lines of business supporting local markets to: design sales strategies (using GRA methodologies), implement new sales organisations (aimed at improving channel mix and coverage), and develop leading class sales capabilities (CRM adoption, training academies, target setting and commissions scheme design, sales reporting and analytics).
I was a Management Consultant within Accenture’ Communications, Media and Technology practice in the UK. I specialised in sales transformation across B2B and B2C within the CMT sector. My role consists of selling and running large project portfolios, building our propositions to market, developing our people and acting as a subject matter expert across various other clients and projects globally within the CMT industries.
I was a Senior Consultant in the Deloitte Customer Advisory team leading work packages on a variety of sales transformation projects globally. Alongside this, I led the design and execution of the Sales Academy within the practice, managed the experience of the on-boarding team, and led the sales transformation recruitment function. I was also a thought leader contributing to three published articles and points of view.
Consulting projects I have completed
A snapshot of some of the projects I have been involved in, the companies I have worked with, and the role I played.
UK B2B Media
Sales Lead and Junior Consultant for a Sales Transformation programme including sales kick-off development, sales process optimisation and KPI rollout.
UK High Tech
Sales Lead and Concept Designer for a senior management development programme for the UK&I future potential business leaders.
Change and Transformation lead for a salesforce.com implementation for the commercial sales team across all platforms and publications,
Sales Operating Model Consultant for Poland’s national telco provider defining organisational structures, processes, tools and methods across B2B and B2C.
UK Small Loans Provider
Channel implementation consultant supporting a short term finance provider to increase sales through new channel (online, call centre and partnerships)
Global Auction House
Short term role to support the launch of a global CRM and ERP system and bought in to ensure readiness of tools for launch and training.
Transformation Lead for a sales and commercial change programme which looked to redefine sales processes, embed ways of working into salesforce.com and rollout across all teams. Included senior leadership and CEO coaching.
Transformation Lead for a sales and commercial change programme which looked to redefine sales processes and develop a new salesforce.com solution. Responsible for all change, training and stakeholder comms and engagement
Definition of European wide sales processes for a global biotechnology firm alongside assuming an interim role to define the change management approach for the European businesses working with US based change leadership team.
Sales Operating Model and Process lead for a global sales transformation programme defining standardised global sales processes, capability assessment and sales academy design.
Programme and Operating Model lead to define a new enterprise wide sales excellence function within group to support local market sales teams with channel optimisation, training, tools, people excellence and insight.
Subject Matter Expert for a global sales transformation programme supporting and guiding the design of a business case value assessment model and customer journeys.
Footprint of my work across the world
I have led projects around the world touching most of Europe, Africa, the Middle East, the Subcontinent and Asia
My academic credentials and qualifications
I have studied at top tier universities and business schools and have also been trained in a number of sales, leadership and corporate training programmes
BSc Food Marketing and Business Economics
Upper second class honours degree from the University of Reading in business economics and marketing applied to the food and FMCG industries
MSc International Management
Masters degree with Distinction from Henley Business School, University of Reading focussed on management principles and leadership at a global level.
Sales and Account Methodology Training
Trained in Huthwaite SPIN Selling, Miller Heiman’s Strategic Selling & Large Account Management Process and various corporate sales and leadership programmes.
Other Courses and Qualifications
I have also successfully completed a number of management and consulting skills trainings throughout my career as well as a public speaking qualification from Andy Harrington.