This candidate is an accomplished Client Director and Senior Sales Leader with extensive experience in transformational delivery, client management, and business development. He has a proven track record of generating significant revenue and delivering exceptional value to the bottom line. Below are key highlights of his skills and accomplishments:
- Sales Leadership and Revenue Growth:
- Strategic Account Management: Demonstrated ability to foster and maintain strong client relationships, consistently surpassing revenue expectations. For example, at Capita PLC, he converted over £2M pipeline opportunities into contracts and managed a £16M profit and loss account.
- New Business Development: Successfully increased revenue by 25% in his role as COO and achieved 125% of the revenue target at Capita IT Services. His business development efforts have consistently led to double-digit growth.
- Product and Service Line Expansion: Successfully transitioned businesses from project-based to service delivery models, adding significant value by broadening service lines and improving profit margins.
- Sales Strategy and Execution:
- Go-to-Market (G2M) Strategy: Spearheaded the creation and leadership of specialized sales teams targeting C-suite decision-makers, resulting in substantial increases in revenue. In a previous role he implemented a robust business development process, ensuring smooth commercial operations.
- Channel Development: Enhanced partner revenue by 80% through strategic onboarding of key partners like Mazars & Elavon INC., demonstrating his expertise in maximizing channel potential.
- Sales Process Optimization: Introduced CRM automation and industry best practices to optimize sales functions, leading to improved efficiency and increased sales performance.
- Operational Excellence and Profitability:
- Cost Management: Reduced operating expenses by 15% through strategic outsourcing and efficient management of sales teams. This focus on cost-effectiveness contributed to a positive net profit.
- Profit/Loss Accountability: Managed significant P&L accounts, ensuring consistent revenue growth and profitability. His leadership at Capita IT Services resulted in achieving up to 125% of revenue targets.
- Transformation Leadership: Successfully transformed operational capabilities, most notably by defining new operating models and restructuring teams to align with growth aspirations.
This candidate's ability to drive sales growth and optimize business operations makes him an invaluable asset to any organization. His expertise in strategic account management, business development, and operational transformation ensures that he can deliver significant revenue growth and enhance the overall efficiency of the sales function. With his proven track record, he is well-equipped to add value to the bottom line and lead teams to achieve and exceed business objectives.
