Experience

Talk Straight Group

• United Kingdom
• Telecommunications
• 1 - 100 Employee

• Chief Sales Officer

  • Jan 2019 - Present

  Senior leader responsible for sales and marketing, focusing on sustainable and profitable growth from acquisition accounts and existing customers. P&L responsibility, reporting directly to the CEO. Formalised and established a clear strategy and operational focus for what had been an organically grown sales and marketing function. KEY ACHIEVEMENTS• YoY growth of 25%+ for last three calendar years (contracts won and customers acquired) and significant increase in EBITDA• Shift from commodity-based selling to consultative and strategic value selling• Development of value-add Channel sales• Implementation of Framework Bidding; CCS RM6103 Lots 1, 2 and 3 Provider, YPO 976 Network Connectivity and Telecommunications Solutions Framework Provider (all lots), CPC Telecommunications Services – Lot 3 WAN, VPN and Broadband



Joskos Solutions

• United Kingdom
• IT Services and IT Consulting
• 1 - 100 Employee

• Chief Partnership Officer

  • Jan 2018 - Dec 2018

  Senior leader responsible for sales and marketing, focusing on sustainable and profitable growth from acquisition accounts and existing customers. P&L responsibility, reporting directly to the CEO. Formalised and established a clear strategy and operational focus for what had been an organically grown sales and marketing function. KEY ACHIEVEMENTS• Executive sponsor for People and Talent; overhaul of appraisal and competency framework.• Shift from majority products and goods to annuity and services-based business.

• Interim Chief Operating Officer

  • Jan 2017 - Dec 2017

  Senior leader responsible for sales, services and projects. Formalised a long term strategic focus for all departments, in addition to P&L responsibility, reporting directly to the CEO. Established and implemented a number of key departmental improvements in Services and Projects around business processes, systems and structures, in preparation for 2020 business plan.KEY ACHIEVEMENTS• Redefined and implemented business development strategy; resulting in 30% growth, including additional large-scale infrastructure projects and managed service contracts.• Opened up new and strategic market opportunity, with the development of the Joskos Priority School Build Programme team, resulting in contracts worth £2m at 40% margin in 18 months. • Change management programmes with Projects and Services Team to ensure scalable operational models for long term business plan.

• Commercial Manager

  • Jun 2015 - Dec 2016

  Initially providing guidance, support and structure to the existing sales and marketing function, then subsequently leading the Joskos national sales and marketing teams including: internal sales, field sales, and marketing. Marketing and selling the full portfolio of products, goods and services, with a specific focus on annuity services. As a member of the senior leadership team, providing full financial and budget planning services with cost centre ownership. Reporting directly to the CEO, driving both staff development and performance management. KEY ACHIEVEMENTS• Redefined and implemented account management, resulting in 10% growth YoY.• Winner of the BETT ICT Company of the Year award in 2016 and shortlisted every year for ICT Company and Support Services.



RM plc

• United Kingdom
• IT Services and IT Consulting
• 700 & Above Employee

• Head of Sales

  • 2012 - 2014

  Led RM’s national direct sales functions including: partner channel, field sales, and bidding activities. Selling hardware, software and services in to schools and Local Authorities with a combined order intake target of £62m. Provided financial and budget planning services with cost centre ownership. Reported directly to the Managing Director, responsible for a team of 24 sales people, driving both staff development and performance management. KEY ACHIEVEMENTS• Redefined, implemented and managed three key sales strategies: channel, business development and key account, resulting in £4m of partner referrals, £20m of customer acquisition revenue and 90% contract renewal rates in key customers.• Managed and delivered two sales restructure programmes resulting in 10-20% cost reduction whilst delivering 10% increased revenues.• Defined, implemented and managed RM’s Management Information Solutions proposition sales strategy resulting in £2.5m of highly profitable long term committed revenues and market share gain.

• Territory Sales Manager

  • 2007 - 2012

  Led and managed two field sales territory teams across the South East and a national Local Authority key account sales team, selling hardware, software and services in to schools, colleges and Local Authorities. Delivered annual territory sales targets, Local Authority framework and contract renewals/extensions alongside staff development and performance management. Three direct management reports, and 15 indirect reports, accounting for 25% of the sales force. KEY ACHIEVEMENTS• Defined and restructured internal sales function, whilst reducing costs (premises and staff), delivering territory targets, and securing school and Local Authority wide contracts.• Redefined and implemented key account strategy for Local Authority sales, resulting in increased level of strategic bid wins: broadband, building schools for the future initiative, primary capital projects and, hardware and software frameworks.

• Sales Manager

  • 2004 - 2007

  Led and managed the Southern Local Authority sales team. Bidding and securing non-government organisation, Local Authority and purchasing consortium framework contracts. Delivered annual regional profit and revenue targets, influencing and securing bid opportunities and, staff development and performance. 9 direct strategic sales staff accounting for 10% of the sales force. KEY ACHIEVEMENTS• Secured multi-million pound Local Authority wide framework contracts for: interactive whiteboards, computers for pupils and, broadband connections and services.• Sales Manager of the Year 2007.

• Sales Executive

  • 2000 - 2004

  Delivered annual patch profit and revenue target from Local Authority, secondary and primary school sales. Reporting to Territory Sales Manager. KEY ACHIEVEMENTS• Met and exceeded target every year (£30m vs. £24.5m).• Sales Person of the Year 2003.



Viglen

• Sales Executive

  • 1999 - 2000

  Major solution supplier to the corporate, education and public sectors, with annual revenue of £74m and 250 staff.Business Development Sales Executive acquiring school and Local Authority hardware and software contracts, across the East of England territory. Delivered 60 schools and £1.7m of contracts quoted and 20 new contracts worth £0.5m in a year. Major solution supplier to the corporate, education and public sectors, with annual revenue of £74m and 250 staff.Business Development Sales Executive acquiring school and Local Authority hardware and software contracts, across the East of England territory. Delivered 60 schools and £1.7m of contracts quoted and 20 new contracts worth £0.5m in a year.



Akhter Computers Ltd

• United Kingdom
• Information Technology & Services
• 1 - 100 Employee

• Software Product Manager

  • 1991 - 1999

  Supplier of hardware, software and services in to Education and MoD, with annual revenue of £13m and 100 staff.Business Development Sales Executive (1991-1996) acquiring Further and Higher Education customers, and subsequently hardware and software sales in to the Ministry of Defence. Promoted to Software Product Manager (1996-1999) managing a sales team of 3. Acquired and managed contracts with the national Higher Education software consortium (£2m pa), HM Customs and Excise (£2m pa), Independent Schools and Colleges Organisation (£0.5m pa), and Resellers (£0.5m pa).



Graham Ellis Associates

• Quantity Surveyor

  • 1989 - 1991

  Quantity surveying practise working in the construction industry.Trainee Quantity Surveyor working on capital build projects including: production of bill of quantities, site evaluations and contract negotiations. Implemented computer system resulting in improved efficiencies around office workflow. Quantity surveying practise working in the construction industry.Trainee Quantity Surveyor working on capital build projects including: production of bill of quantities, site evaluations and contract negotiations. Implemented computer system resulting in improved efficiencies around office workflow.