Martin Flinders

Director of Sales, Marketing & Partnerships at Aquion Pty Ltd
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Contact Information
us****@****om
(386) 825-5501
Location
AU
Languages
  • French -
  • German -
  • Spanish -
Skills

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🚀 Jessy Hau

Martin is a supportive and reliable team manager. He was my direct manager and I always felt comfortable and welcomed when asking any inquiries. He has an amazing ability to develop individuals to become better sales members, which makes him a very valuable sales manager. Martin has great rapport with everyone in the organisation and remembers everyone's first name, last name and positions! In such a big company like MYOB, that is quite an impressive ability. I wish Martin the best in his future endeavors and thank you for your continual support.

Alan Macdonald

Martin is an outstanding Sales Manager and the perfect example of a leader being someone 'people choose to follow'. His ability to both lead his Sales Team, while developing the individual team members talents, make him one of the best Sales Managers I have worked alongside. His leadership, and mentorship skills make him a valuable asset to any organisation looking to achieve the best from their Sales Team.

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Credentials

  • Diploma in Worldclass Sales
    Leeds Metropolitan University

Experience

  • Aquion Pty Ltd
    • Australia
    • IT Services and IT Consulting
    • 1 - 100 Employee
    • Director of Sales, Marketing & Partnerships
      • Mar 2022 - Present

      Director of Sales, Marketing and Partner Channels Goals - To provide leadership to the sales, marketing, vendor and partner channels, to advocate sales structure and engagement strategies to enable the business to scale, grow and double sales revenue in the next 3 years. To re-shape and right-size the Sales Renewals, New Business, Enterprise, Channel, Vendor Management, Marketing and Sales Operations teams to facilitate growth ambitions. Director of Sales, Marketing and Partner Channels Goals - To provide leadership to the sales, marketing, vendor and partner channels, to advocate sales structure and engagement strategies to enable the business to scale, grow and double sales revenue in the next 3 years. To re-shape and right-size the Sales Renewals, New Business, Enterprise, Channel, Vendor Management, Marketing and Sales Operations teams to facilitate growth ambitions.

  • Class Pty Limited
    • Australia
    • IT Services and IT Consulting
    • 100 - 200 Employee
    • Head Of Sales
      • Jan 2021 - Dec 2021

      Goals: To provide leadership and direction to the Sales team. To assume accountability for the achievement of Sales goals and targets in selling to the core target market and the execution of the Sales and Company business strategies. To provide a strategic and focussed acquisition and retention strategy in growing the core market for Class brands and driving new growth of new products and services. To ensure accurate data management and Board reporting of sales pipeline and results and to develop long term new business development and account management strategies around engagement, retention and acquisition of business. To create and invigorate the sales culture of the company, setting a clear vision and strategy, implementing the right team structure to create a high performing, customer focussed, reward driven and scalable line of business Activities: • Building, leading and inspiring a high performing Sales Department, ensuring sound sales DNA structure and focus to deliver key financial outcomes • Influencing and contributing to Group business strategy and key group strategic initiatives as an participant of the Senior Leadership Team • Managing team performance, adjusting as necessary to deliver on business goals and seizing opportunities to lift and enhance performance • Embedding key sales tools and systems to drive sales process efficiency and reporting/performance transparency and optimisation • Designing and implementing a Sales Methodology programme, a customer Segmentation strategy and a Sales Go To Market strategy to ensure a common approach and best practice around sales execution • Designing and embedding a new Sales Commission Reward & Recognition Incentive scheme and delivering additional incentive schemes • Ensuring a robust pipeline of sales leadership succession and sales talent in line with team growth and attrition. • Optimising sales tools and CRM discipline to ensure efficient pipeline management, forecasting and reporting transparency

  • MedicalDirector
    • Australia
    • Software Development
    • 1 - 100 Employee
    • Head Of Sales
      • Jan 2018 - Jan 2021

      Goals: To transform and rebuild the Sales teams with full P&L and Operational accountability to form a high performing, customer focussed Sales organisation. To re-engineer the Sales Strategy and engender a performance driven culture, ensuring the achievement of Sales Revenue targets. To set and deliver a winning sales strategy for the teams and territories. To create and implement best practice across all facets of the sales process. Activities: • Building and inspiring a high performing Sales Line Of Business, ensuring operational structure and focus to deliver key financial outcomes • Leading a national Sales Line Of Business comprising of Sales Managers, Team Leader, Sales Client Managers, Specialist Sales Representatives, Sales Operations and Key Account Managers, as well as a team of Practice Consultants, Trainers and Implementation Managers • Influencing and contributing to Group business strategy and key group strategic initiatives as an active participant of the Leadership Group on initiatives such as Customer Success schemes, Product Success Steering Group, Leadership Development and Group strategic planning forums • Partnering with Product and Marketing teams on joint Sales and Marketing strategies, focussed on optimising sales conversion rates. • Embedding key sales tools and systems to drive sales process efficiency and reporting/performance transparency • Designing and implementing a Sales Methodology programme, a customer Segmentation strategy and a Sales Go To Market strategy to ensure a common approach and best practice around sales execution • Designing and embedding a new Sales Commission Reward & Recognition Incentive scheme and delivering additional incentive schemes • Ensuring a robust pipeline of sales leadership succession and sales representative talent in line with team growth and attrition. • Implementing Sales NPS across all sales teams to measure and manage customer advocacy

  • Melbourne IT
    • Australia
    • Information Technology & Services
    • 100 - 200 Employee
    • Sales Director
      • Jan 2017 - Jan 2018

      Goals: To lead the SMB Direct and Indirect Sales teams with full P&L accountability to ensure a high performing, customer focussed Sales organisation. To embed a performance driven culture, ensuring the achievement of Sales Revenue targets. To set and deliver a winning sales strategy for the teams and territories. To create and implement best practice across all facets of the sales process from lead generation, consultation and close by successful design and implementation of an effective Sales Methodology programme and Sales Playbook. To coach and nurture the Sales Management team and sales advisors to develop their sales and leadership capabilities Activities: Leading high performing, efficient sales teams ensuring operational processes to deliver key financial outcomes, running a department of 45 FTE, comprising teams of Sales Managers, Team Leaders, Direct Sales advisors, New Business sales representatives, Indirect/Wholesale Account Managers and Business Development Managers across both phone and field, owning and driving the full Sales P&L, managing and reporting/presenting at Group Leadership Team business reviews and regular Group operational sessions, influencing and contributing to Group and SMB business strategy and key group strategic initiatives, partnering with Product and Marketing teams on lead generation and sales campaigns, embedding key sales tools and systems to drive sales process efficiency and reporting/performance transparency and optimisation, developing and strengthening relationships with operational business units and teams, designing and implementing a Sales Methodology programme and to ensure a common approach and best practice around sales training, ensuring a robust pipeline of sales leadership and sales representative talent, optimising sales tools to ensure efficient pipeline management, forecasting and reporting/performance transparency

  • MYOB
    • Australia
    • Software Development
    • 700 & Above Employee
    • Sales Manager
      • Sep 2013 - Jan 2017

      Goal: To exceed sales revenue targets, set and deliver a winning sales strategy for the teams and territories, execute team transformation and expansion plans, create a results-focussed sales culture and coach/mentor the team, building development plans for each team member. To define with the Management and Leadership team the development and execution of the ANZ sales team strategy and transformation and deliver this in line with EBITDA and revenue targets. Activities: Driving sales revenue growth for the National Sales Team; managing a team of Inside Sales and New Business sales representatives, coaching, supporting and training both phone and field teams; responsible for successfully leading a team to sales quota attainment; participating as a business leader in strategic and tactical planning for the organization; responsible for coaching, performance management, and career development of the teams; implementing re-structuring initiatives via change management practices; implementing and maintaining sales best practice; designing and implementing key reward and recognition schemes; contributing to the development of and implementation of rules of engagement, policies, and procedures; responsible for hiring, training and ramp-up of new team members; managing performance metrics for team members; developing and maintaining weekly, monthly and quarterly team forecasts; arranging periodic product and competitive sales training; supporting all strategic and tactical management functions; devising new sales initiatives that drive cross portfolio revenues

  • NTT Ltd. Collaboration & CX
    • United Kingdom
    • IT Services and IT Consulting
    • 200 - 300 Employee
    • Sales Manager
      • Nov 2011 - Apr 2013

      Goal: To exceed the sales revenue targets, create a high performance sales culture and coach/mentor each salesperson on the team, managing churn and creating an environment of inclusivity across the organisation. To define with the ANZ Country Manager and the development and execution of the ANZ sales team strategy and transformation and deliver this in line with revenue targets. Consolidate strategic business/channel development wins with customers, resellers and 3rd party support teams Activities: Growing sales revenues initially for the Northern Sales Team, then for Enterprise, Corporate, SMB, Inside Sales and New Acquisitions; driving adoption of customer business solutions at a senior level downwards through tailored deployment and ramp-up strategies; leading the Sales teams to execute business priorities for growth and defence of business revenues and customer relationship management; delivering new sales campaigns and developing new reseller partnerships; setting the sales strategy, prioritising focus within the team by patch/product; driving the functional teams including Marketing, Customer Service, Finance and Product Management in developing overall product/sales strategies to ensure targets are met and exceeded; developing and delivering a country and region wide induction programme for new sales inductees; developing and managing a focused acquisitions sales strategy in order to exploit the UC market; managing the individuals on the team by identifying areas for personal development, their sales techniques by coaching in training sessions, 1:1s and through regular customer visits, setting performance measures and individual measures for the team, providing support to the team by being directly involved on major accounts and prospects; developing internal and external relationships at executive and CXO level

  • BT Group
    • United Kingdom
    • Telecommunications
    • 700 & Above Employee
    • Sales Business Manager
      • Mar 2008 - Sep 2011

      BT Conferencing - Head of Sales - European TeamGoal: To exceed the set sales revenue targets, manage associated sales budgets and develop each individual within the team. Development and execution of the EMEA sales team strategy and objectives. Activities: Exceeding revenue/profit targets, returning a minimum of 12 :1 ROI across the team; driving adoption of business solutions at a senior level downwards; leading the European Sales team to execute business priorities; driving all launched European countries and developing relationships with BT Country managers and ensuring that potential new countries are supported in preparation for launch; setting the sales strategy and prioritising focus within the team by country and by product; driving all internal and external commercial models throughout BT with a strong emphasis on profit; driving the BT functional virtual teams including Marketing, Channel Sales, Finance and Portfolio in developing overall regional product and sales strategies; assisting the Country Sales Managers and their Sales Business Managers to develop Conferencing strategy and country product targets; developing and managing a focused acquisitions sales strategy in order to exploit the maximum potential from non-BT Conferencing accounts; managing the individuals on the team by identifying areas for personal development, their sales techniques by coaching in training sessions, 1:1s and through regular customer visits, setting performance measures and individual measures for the team, providing support to the team by being directly involved on major accounts and prospects; developing internal and external relationships at executive level; developing commercially sound solutions that influence business unit results and improve customer relationships involving longer term strategic planning; representing the GM and other Sales Managers by hosting Customer Events & presenting at internal and external venues.

    • Account Manager/Director
      • Jan 1996 - Mar 2008

      Various sales roles within BT Group from desk based sales in national markets to sales account director on global MNCs within BT Global Services. Worked as an Account Director within BT Conferencing from Jan 2008 on the MNC team responsible for Shell before moving to head up the Europe sales team in April 08

    • Senior Sales Professional
      • Jan 2006 - Feb 2008

      BT Conferencing - MNC TeamGoal: Exceeding a global target by acquisition and growth of profitable conferencing business within Shell and BHP Billiton and managing a global team.Activities: Leading and managing a virtual team in cross portfolio sales; driving through the sales strategy and taking lead responsibility for the global target, forecasting, strategic and tactical activities, executive contact strategy, ensuring the right resources are engaged to the right opportunity. Conducting regular reviews of all opportunities and adoption of best practice for the team. Demonstrating best practice and behaviours to the business and acting as a role model to the team.Results: 07/08 EMEA target achieved in P9, Global target in P10. EMEA Year end outturn forecast was 142%. 06/07 outturn of 112%Member of the BTC Advanced Development Pool. Covered as Sales Manager for the MNC team, responsible for delivering a £9.1M target. Mentor to several colleagues across the sales community and active in the coaching and development of the desk based sales teams. Role model and advocate to the wider business.

    • Account Manager
      • Oct 1997 - Feb 2000

      ClientsGoal: Exceeding annual targets in face to face account management of specific corporate sectors including Paper/Packaging, Media, Energy, Utilities, Finance and Japanese and Korean specific accounts.Activities: Developing and maintaining a business to business relationship with the budget holders and selling a limited range of BT Products and services. Results: Developed opportunities and sold successfully against target. Proactively defending revenue and acquire new business within the customer base.Successful account management of smaller clients and experience of dealing in an international business arena led to promotion to the GS global account management sector.

  • Ford and Hertz, BT Global Services
    • Global Account Director
      • Mar 2000 - Dec 2005

      Goal: Exceeding a global target, implementing a £38M IT Outsource deal with Hertz and launching the LOB Global Account Management initiative. Activities: Managing a complex virtual team structure and a team of Global Account Managers, aligning global strategy and activities and working with GS Country Managers, Sales Manages and Account Managers. Selling across the wider BT Portfolio including Channel Partners. Maintaining a healthy and realistic forecast and prospect bank. Development of influential senior management and executive relationships and engaging senior BT executives in customer dialogue to ensure the success of the Hertz outsource. Negotiating resource and expertise in IT Outsource activities to ensure the success of the deal. Acting as customer business consultant in selling the Outsource to Hertz European IT Management. Results: The Hertz IT outsource deal was signed in Dec 2005 and valued at £38M over 5 years. The GAM initiative was successfully launched in 2002, with regular GAM meetings, improved cultural awareness amongst the team and an aligned account strategy for Ford and Hertz, which resulted in an additional pipeline activity of £1M pa on average. In 2003, the account team had its greatest success, achieving 243% outturn. Progression from junior account manager to Global Account Director within the first two years on the Ford account in recognition of development potential

Education

  • Edinburgh Napier University
    PG Dip, International Marketing with Languages
    1992 - 1993
  • Aston University
    BSC, Joint Hons French & German
    1987 - 1991
  • Aston University
    Bsc Joint Hons; Postgraduate Diploma, French and German; International Marketing
    1987 - 1991

Community

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