Interim Sales Manager - IT Reseller
Delivered the Business Strategy for the sales division, now rolling out. Redesigned vertical structure and aligned sales resources into vertical teams. Designed (alongside finance) new targets and commission plans, communication plan and rolled out to sales organisation.
Managed Change Program: led the design, direction and delivery of all business change activities required to support the implementation of restructure and new sales processes, including IT and CRM changes. Worked with the business and program teams to define the scope of business change, delivered communication programs, defined and delivered the engagement activities and new business process workstreams.
:: Highlights: Highest performing sales team in the company delivering higher revenues per head. Better leveraged marketing, closely aligned to sales campaigns. Organised resources for £500m Buying Solutions Re-bid.
Interim Sales and Marketing Director - Distance Selling
Industrial and Commercial Products Group: as Interim Sales & Marketing Director at the largest catalogue B2B supplier of industrial/office equipment in UK - £28m sales, 50,000 SKUs, 1600-page catalogue: briefed to upgrade performance of 50-strong team spanning Field Sales, CRM, Direct Marketing, & Call Centre.
New CRM: Managed the Business Implementation and Change Program delivering Microsoft Dynamics CRM. Worked with the business teams, internal IT and external consultants to design and deliver new work processes. Planned, designed and managed the training and communication programs. Led the new organisation design and stakeholder management, and the system roll-out to the business.
Field Sales: Produced an analysis and simulation to determine which geographical areas and sectors (based on SIC) the field force is focused. Market is SME’s (10-300 employees) in a B2B environment. Produced revenue forecasts by area and sector, recruited field sales and appointed Sales Manager; designed targets and compensation plans.
Direct Marketing: Replaced idiosyncratic direct response marketing campaigns with fully integrated approach employing segmented, intelligence-led, customer-focused prospecting; introduced RFM-centred direct marketing protocols; re-organised call centre, appointed Call Center Manager and set new KPI's.
Online: Improved ROI from pay-per-click SEM by over 200%; introduced Search Engine Optimisation strategy and appointed new web sales performance team.
:: Highlights: field sales now on track to deliver 400% growth in top sector. Core on- & off-line business now on growth path: web sales up by 50%, prospecting and conversion of trial buyers increased by 100%, average sales value up by 22%, purchasing frequency has risen by 18% and active buying file has grown by over 21%
Change Leader - Company-wide Change Program
Facilitated business process design process involving team workshops, as-is and to-be design documentation, team restructuring, stakeholder analysis, recruitment and selection and outplacement program.
Designed corporate cultural change program, communications program and led experiential workshops to assimilate new cultural cues based on new business objectives.
Led executive team of 11, further management of 34 at business unit level.
Coordinated reallocation of budgets; reassigned expenses and revenue ownerships and reconciled budgets to stakeholder expectations.
Interim Sales and Marketing Director - IT Storage plc
Identified lack of direction & motivation across sales organisation; actively supported & facilitated strategy, planning, coaching & integration sessions for teams in Germany, France, Italy and UK; opened new Belgian unit; revamped reward package; developed strong alliances with marketing, product development & manufacturing
Revised pricing structures; improved margins by energising sales of more profitable products and reducing discounting; launched OEM partner loyalty program for the likes of Siemens & IBM at Plasmon’s first ever customer conference
:: Highlights: turned around sales performance from 5% YoY decline to 16% increase against backdrop of struggling European technology sales and a 10% decline in USA
Rebuild a Sales Team - HVAC Hire and Sales
Manage the existing team and prevent further attrition. Roll out a motivating compensation plan; design and roll out a summer sales campaign and associated bonus incentives; improve sales reporting and design lead response processes.
:: Highlights: new National Sales Manager and 6 new Area Sales recruited and working effectively. Summer Sales campaign delivering to target.
Coach Large Bid Team - BPO Local Government
Worked tirelessly to develop, enhance and optimise relationships between BPO company CEO, FD and Local Government counterparts; ensured that ‘win-win’ philosophy permeated every activity; monitored all aspects of bid, in addition to maximising co-operation and effectiveness of 40+ staff at on BPO bid team and partner (BT).
:: Highlights: bid succeeded, assignment then well extended to provide coaching for the Client Director, other stretch-role executives and to support succession planning.
Sales Director - West Europe - Software Vendor
Discerned disaffection and disconnection between mainstream business and Consulting, Technical Support & Training arm so integrated these 18 staff with 20 in sales, whilst refocusing the latter on market-specific sales channels; linked VAR channel to higher value products; introduced new corporate licence & additional services; established pan-European sales partnership with Orange; opened new sales offices in Spain & Benelux.
:: Highlights: increased average selling price by 200%; sales rose by 43% ($21m to $30m)
References can be provided. If you want to explore more how taking me on as your interim manager can help you, please contact me for more information. I'm happy to talk about anything you want, and answer any questions you may have.