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Sales & BizDev
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HR
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South Africa
Work Background
Nottingham Forest FCBusiness Development Manager
Nov. 2023 - Oct. 2024Nottingham, England, United KingdomReporting directly to the Chief Operating Officer and collaborating with the Marketing Director, Head of Hospitality and Head of Partnerships, I contributed strategic advice and operational support to the Commercial Team in a transitional period. Key responsibilities: - Explore / lead on the implementation of Salesforce as a CRM to streamline customer data and drive efficiency / productivity to the Hospitality & Partnerships sales teams
- Sales prospecting and lead generation of top 500 companies in the East Midlands for Partnership Sales outreach programme - Explore / lead implementation of suppliers such as Cognism, ZoomInfo and Seamless to help scale the Partnership Sales outreach programme
- Hospitality Sales: Match-by-match and Seasonal sales, across the full portfolio, inbound & outbound sales, through email, phone, video & in-person meetings
- Digital Marketing: Recommendations on new hospitality sales brochure and email marketing design and strategy to support seasonal and matchday sales
- Sales Research: Benchmarking analysis of NFFC hospitality offering in comparison to all Premier League clubs, both seasonally and match-by-match
- Business Networking: Grow local relationships by attending networking events such as Nottingham City Business Club, RSViP, BNi Castle and Nottingham Partners
hackajobStrategic Account Manager
Jan. 2022 - Jun. 2023London, England, United KingdomWorking closely with the Director of Account Management, I contributed to the ongoing evolution and implementation of the Strategic Account Management playbook, as well as actively managing around 30 accounts. Key responsibilities: - Account managed 25-30 clients worth over £600k in ARR
- Responsible for selling Tech Recruitment Marketplace platform (SaaS) to UK clients
- Up-selling to include suite of Employer Branding products and US market expansion
- Customer size ranged from scale-up, mid-market & enterprise companies (500-5000+)
- Target personas: HRD, Head of Talent, Recruitment Managers, Tech Recruiters
- Proactive account management role: weekly (operational) & monthly (strategic) calls
- Business plans for each client, aligned with their company strategic objectives, e.g. D&I
- Applying MEDDPICC sales methodology to maximise success
- Salesforce, Planhat & Gong for pipeline, client development & internal collaboration
- Feed back pain points from clients to Product and Marketplace to innovate new customer solutions
JobSwipe AppHead Of Sales
Mar. 2021 - Jan. 2022RemoteReporting directly to the company owners/directors of ApplyGateway, take a performance media proposition (CPA) to market in the UK for JobSwipe App. Key responsibilities: - Starting from scratch, built a regular, sustainable monthly sales revenue and pipeline of £50k ARR
- Responsible for selling CPA job advertising on Apply Gateway through the JobSwipe App
- Customer profile: Lower skill ‘always-on’ volume recruitment, e.g. Care Homes, Retail, Hospitality (5000+)
- Target personas: Media Agencies, Programmatic Platforms, RPO’s, Large Staffing Agencies, Corporates
- Business development role: win, retain & grow accounts
- Produced compelling sales presentations and supporting collateral from raw data
- Pipeline forecasting to company owners/directors
- Report customer feedback to owners/directors to refine sales proposition
Totaljobs GroupTeam Leader - Advertising Agencies
Sep. 2018 - Sep. 2020London, United KingdomWorking closely and strategically with the Sales Director of the TJG ad agency team, my role focussed on improving results through strategy, structure, people and processes. Following the amalgamation of all five agency teams across TJG, this brought new challenges due to different ways of working externally with ad agencies and internally with sales teams. By improving the team’s structure and efficiency, we increased productivity, relationships and ultimately revenue. Key responsibilities: - Managed 10 sales people responsible for over £10m in ARR
- Responsible for selling recruitment advertising across horizontal & vertical job boards, both UK & globally
- Up-selling products included: Targeted Emails, Programmatic Advertising and Events Sponsorship
- Ad agency territories of team members ranged from £250k to £1m+
- Ad agency customers ranged from SMB, mid-market & enterprise companies (<500-5000+)
- People & Sales management: weekly/monthly 121’s, coaching/mentoring, pipeline/forecasting, QBR’s
- Built account management playbook following workshops with team members identifying ‘great AM’
- Salesforce for pipeline, Ambition for people development
- Collaborated internally with Product & Marketing to solve customer challenges
Good&Co Labs Inc.Partnerships Manager
Jul. 2017 - Sep. 2019London, United KingdomFollowing the acquisition of Good&Co by StepStone in 2016, my role was to take Good&Co to market commercially in the UK and globally. This involved learning about SaaS models, product workflows, workplace psychometrics / business psychology and adding this to my extensive sales experience and contacts in recruitment advertising and within TJG. Key responsibilities: - Built and managed a GTM team of 5 to grow new business from scratch to over £100k
- Responsible for selling HR Tech platform (SaaS) to understand cultural fit of employees, teams & new hires
- Up-selling products included: Company Culture Reports and Perfect Profiles
- Focus on enterprise clients, RPO’s and strategic partners
- Target personas: HRD, Head of People & Culture, Head of Talent
- Multi-functional role: sales, marketing, project management, sales management, people management
- Presented Good&Co's innovative solution at conferences and events across UK & Europe - Reporting into Founder/CEO, CTO & CFO and using Salesforce for pipeline
- Collaborated internally with Product & Psychometric teams to solve customer challenges
Totaljobs GroupAccount Director - Ad Agency / RPO
Apr. 2015 - Jul. 2017London, United KingdomManage and grow revenue through a territory of ad agencies and their clients. This involves negotiating overarching agency contracts and working with agency directors to help them maximise their ROI from TJG by exceeding their revenue targets. This requires working across their client portfolio to win new business for TJG and retain & grow existing business. I also provided valuable assistance to the Sales Director with management reporting and coaching/mentoring team members. Key responsibilities: - Managed a territory of 20 advertising agencies and responsible for over £1m in ARR
- Responsible for selling recruitment advertising across horizontal & vertical job boards, both UK & globally
- Up-selling products included: Targeted Emails, Programmatic Advertising and Events Sponsorship
- Ad agency customers ranged from SMB, mid-market & enterprise companies (<500-5000+)
- Constant communication with clients via phone/email and at least 12 client meetings per month - Agencies included TMP UK, Radancy (TMP/AIA), Havas People, Wave, Broadbean - Negotiating annual subscription contracts for key accounts e.g. Virgin Media; LBG; Priory; Cognizant, AXA
- Deliver strategy days for clients to present research & insights and build relationships as trusted partner
- Represent the company at industry events and networking opportunities
- Salesforce for pipeline and forecasting into Sales Director
Totaljobs GroupNational Account Manager - Ad Agency / RPO
Aug. 2011 - Apr. 2015London, United Kingdom
Totaljobs GroupKey Account Manager - Ad Agency / RPO
Jan. 2007 - Aug. 2011London, England, United Kingdom
The GuardianField Sales Executive - Ad Agency / RPO
Dec. 2000 - Dec. 2006London, England, United Kingdom
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