Director of Sales

• Jul 2023 - Present

Part of New Directions Group of companies, Checks Direct is a leading independent provider of employment screening, background checks, and verifications. We help to safeguard people, data and organisations. Part of New Directions Group of companies, Checks Direct is a leading independent provider of employment screening, background checks, and verifications. We help to safeguard people, data and organisations.

Head of Sales Operations - Revenue and Retention

• Apr 2021 - Jun 2023

• Implemented strategies, structures, and processes, to maximise value and volume retention, and minimise churn, resulting in >20% growth year on year• Led the definition and success of initiatives/projects which change customer behaviour and deliver against commercial metrics, achieving >90% customer retention whilst doubling AOV/ATV • Planning, forecasting, and prioritisation across critical KPI metrics, following deep-dive data-led exploration of customer profiling and segmentation, driving the GTM plan • Influence on the product roadmap, marketing strategy, and retention experience, giving best in class retention rates amongst competitors, and 3x budget achieved on new verification product• Stakeholder collaboration to initiate and drive continuous improvement initiatives to maximise EBITDA• Led the planning, co-ordination, and execution of major proposition changes, customer experience improvements, and new product capabilities• Directed and mentored a team of two Retention Managers and one Customer Success Manager; set expectations to be cascaded into their sales teams aligned to the devised growth strategy of the department and wider business • Consulted on an effective and inspiring induction, training, and ongoing coaching programme, instilling the right behaviours, and the best possible conversations with clients • Provided regular in-month forecasting and reporting to senior leadership team (C-suite) • Monitored cashflow against target by week/month to establish if the business is on/off expectations Show less

Revenue Operations Manager

• Dec 2019 - Mar 2021

• Built and led a team of up to 20 Account Executives - setting expectations, developing skillsets via training and coaching, managing performance, and providing regular reviews (121s, appraisals, PDPs) • Managed the recruitment process for the team and ensured a comprehensive induction and training programme was in place for all new starters• Accountable for achieving the renewals revenue and volume KPIs in line with budget and stretch goals • Developed and managed the renewals process from point of invoice creation through to membership renewal • Provided in-month forecasting for retention on a value and volume basis • Monitored the cash flow of renewals against target by week/month to establish if the business is on/off target and identify improvement initiatives to ensure targets are exceeded • Ensured capture of all join and close reason codes to better understand customer motivations to purchase and maximise retention • Delivered improvement initiatives to drive incremental volume, value, and conversion rate improvements • Customer escalation point where required for renewals customers Show less

Sales and Renewals Manager

• Jul 2017 - Nov 2019

• Managed the end to end sales operation with two teams; New Business Sales, and Renewals Advisors • Achieved conversion, revenue, and ATV KPI’s aligned to budget expectations • Coaching, mentoring, conversation improvement (written and verbal) • Upsell and cross-sell of additional products • Forecasting and reporting to management team • Liaise across the organisation to support on campaign success aligned to client expectations

Customer Success Team Manager

• Apr 2015 - Mar 2017

• Delivered £3m in gross turnover (10% growth)• Led and nurtured an operation of five Team Leaders, and up to 100 SDR's• Control of team salary and bonus, charged to deliver an acceptable and sustainable labour costs against gross turnover successfully• Created annual budget and set targets to achieve desired growth• Devised monthly billing/hr and sales forecasts based on available data volumes and budget expectations• Reported KPI’s to senior leadership team• Directed a supervisory team in all aspects of staff and account development• Regular client interaction to forecast, report, grow the commercial opportunities, support with theexecution of campaigns, develop the partnership• Researched and engaged new business opportunities and partnerships, growing the portfolio sustainably year on year Show less

Team Leader

• May 2013 - Mar 2015

Sales Executive

• Mar 2013 - May 2013

Actor

• Aug 2009 - Dec 2016

An amazing education and experience that demands hard-work, discipline, and collaboration amongst numerous transferable skills. Training at the prestigious Arts Educational Schools London, a BA (Hons) Acting taught resilience, fearlessness, and communication/public speaking distinction. • Signed to Creative Artist Management (CAM) and London Voice Boutique • Worked globally with E.On, VW, Vodafone, HSBC, JustEat, Centraal Beheer, Norwich University, Stagecoach Theatre Arts, The Royal Albert Hall, and BAFTA _________________________________________________________ Show less