Head of Sales B2B

• Nov 2020 - Present

Regional Sales Manager

• Nov 2015 - Jun 2020

Team Management• Initially recruited 1 team member, due to continued growth, increased the team to 8 FTE direct reports selling up to 500 telematics units per month• 360 management – setting KPIs, targets, performance management, general HR• Through training & mentoring developed a sales team with high conversion ratios• Created team sales competitions, incentives & opportunities to excelBusiness Development | Client Relationship Management• Developed a robust prospect client pipeline through relationship development & sharing of product knowledge • Conducted sales pitches, negotiated contracts, rolled out project deliverables & product functionality training from operator level to C-Suite• Interdepartmental collaboration to ensure that client needs were metBusiness Strategy | Budget Management• Championed business planning & road map sales planning• Delivered yearly budget to C-Suite• Onboarding sales team, supporting with short & long term planning to meet/exceeded budget requirements• Monthly report compilation & analysis – wins, challenges, improvements – data analytics & BI focused • Projections & narrowing the gap between forecast & actuals through training, pipeline review, leveraging relationships for referrals & increasing product usage per client, recognising buying signals etc• Retained a strong knowledge of the competitor landscape & new products in the marketAchievements• Generated substantive sales, taking the sales team from 1 to 8 FTE direct reports• Promoted to manage 2 branches • Spearheaded the start-up of a new broker division, engaged with insurance brokers & ensured top of mind awareness for the installation of telematics devices • Project managed unit installations for up to 2000 vehicles nationally• Whilst managing the sales team & brokerage division, retained responsibility as a billing manager, growing own portfolio• Expanded market share resulted in consistent yearly sales growth of between 20% to 60%

Sales Manager

• Mar 2001 - Oct 2015

• Demonstrated skilled sales management ability & enjoyed numerous promotions from sales consultant to senior consultant & sales manager• Purely new business development focused, researching & targeting organisations who housed their own fleets or provided company cars to employees• Selling a range of telematic options & software functionality – GPS tracking, driver speed monitoring, driver idling status, real-time route planning, fuel consumption, driver behaviour & all-round efficient & effective fleet management through software application & equipment installation• Logging of data, capturing client information, ensuring accuracy & integrity of the database• On being promoted to sales manager, referred 80% of own client base to the sales team, whilst rebuilding it again through networking, lead generation, sales visits, developing client relationships, providing solutions & excellent service delivery