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Work Background
TracPlusGlobal Enterprise Sales Director
Jan. 2024Cape Town, Western Cape, South AfricaI lead global sales initiatives at TracPlus Software, specializing in high-value enterprise deals that empower aviation and emergency services organizations with cutting-edge real-time tracking and data analytics solutions. With over 20 years of sales experience—including 8 years in SaaS, IoT, and technology—I excel in building strategic partnerships, driving revenue growth, and delivering tailored solutions that solve complex challenges for clients worldwide. My focus is on helping organisations improve operational efficiency through TracPlus’ hardware-agnostic platform, unifying data streams to deliver actionable insights. I thrive in dynamic environments, combining a consultative sales approach with a passion for innovation to achieve long-term success for both clients and the business.
Air MaestroSales Director
Jul. 2023 - Jan. 2024
SpidertracksSales Director
Sep. 2017 - Jan. 2024Cape Town Area, South Africa• Led sales operations for Spidertracks’ aviation-focused SaaS and IoT solutions in the EMEA region, targeting commercial operators, HEMS, firefighting, and government agencies. • Developed and implemented tailored go-to-market strategies to drive adoption of Spidertracks’ real-time tracking and analytics platform. • Built and maintained relationships with key stakeholders in the aviation industry, ensuring alignment with customer needs and regulatory standards specific to EMEA. • Delivered product demonstrations to showcase the value of IoT-based operational safety and efficiency enhancements for aviation operators. • Provided market feedback to the product development team to align offerings with regional customer demands and compliance requirements. Key Achievements: • Revenue Growth: Increased regional SaaS ARR by over 440%, securing multi-year contracts with prominent aviation operators and government agencies across EMEA. • Market Penetration: Successfully expanded Spidertracks’ presence in the EMEA market, opening new opportunities in underrepresented countries and aviation verticals. • Strategic Partnerships: Established partnerships with OEMs and aviation associations to enhance market credibility and create joint sales opportunities. • Customer Success: Converted major operators into loyal customers by highlighting Spidertracks’ IoT-powered operational insights and regulatory compliance benefits. • Regulatory Alignment: Supported EMEA customers in meeting EASA and other regional aviation safety standards through custom-tailored solutions. • Solution Adoption: Increased adoption of Spidertracks’ IoT hardware and SaaS platform across diverse fleets, including fixed-wing and rotary operators. • Industry Recognition: Positioned Spidertracks as the go-to IoT solution for real-time tracking and analytics in EMEA aviation markets.
Technical SystemsGlobal Business Development
Oct. 2013 - Sep. 2017Cape TownKey Responsibilities: • Led global business development efforts for Technical Systems, focusing on innovative livestock feeding automation and management solutions. • Built and managed an extensive network of channel partners and customers across North America, LATAM, Europe, and the Middle East to scale market reach. • Secured long-term contracts, fostering partnerships with industry leaders in technology, and livestock and agriculture industry. • Conducted market analysis and developed tailored value propositions to meet the unique needs of diverse global clients. • Delivered strategic sales presentations and managed high-stakes negotiations, ensuring alignment with corporate growth objectives. Key Achievements: • Signed multiple global companies as clients, solidifying Technical Systems’ reputation as a leader in the industry. • Built and maintained a robust channel partner network, driving consistent pipeline growth and ensuring seamless global distribution. • Generated revenue in excess of US$30 million annually by executing strategic sales initiatives and leveraging key partnerships. • Played a pivotal role in the company’s international expansion, penetrating new markets and establishing a global footprint. • Streamlined business development processes to enhance efficiency and enable scalability in a competitive, fast-paced industry.
TechnilampRegional Sales Manager
Sep. 2012 - Oct. 2013Cape Town Area, South Africa• Managed regional sales operations for Technilamp’s comprehensive range of UV technology solutions, including industrial, commercial, and medical applications. • Built and maintained strong relationships with B2B customers across diverse sectors, such as manufacturing, healthcare, and hospitality. • Developed and executed sales strategies to meet and exceed revenue targets within the assigned territory. • Conducted product demonstrations and provided technical consultations to clients, ensuring the optimal integration of UV technology into their operations. • Collaborated with cross-functional teams to deliver tailored solutions and exceptional customer support. Key Achievements: • Consistently exceeded annual sales targets by developing innovative sales strategies and identifying new market opportunities. • Expanded the regional sales revenue by 40% through proactive lead generation, relationship-building, and superior service delivery. • Played a key role in securing high-value contracts with major clients in manufacturing and healthcare, driving significant revenue growth. • Improved customer satisfaction ratings by streamlining communication and providing comprehensive after-sales support. • Introduced new sales processes that enhanced operational efficiency and improved team performance across the region.
Comair LimitedBusiness Development Specialist
Jun. 2004 - Aug. 2012Lanseria international airportKey Responsibilities: • Spearheaded business development initiatives for aircraft sales, parts distribution, and technical services across Africa. • Built and nurtured a network of B2B customers, cultivating long-term relationships with aviation operators, maintenance facilities, and corporate clients. • Identified and capitalized on growth opportunities by setting up and managing regional sales offices strategically located throughout Africa. • Conducted market research to tailor solutions for diverse client needs, including aircraft acquisitions, fleet upgrades, and maintenance planning. • Led negotiations and closed high-value contracts, ensuring alignment with client requirements and company objectives. Key Achievements: • Successfully established three regional sales offices, enhancing customer proximity and significantly boosting revenue growth across Africa. • Expanded the customer base by over 50% through targeted business development strategies and exceptional client relationship management. • Achieved consistent year-on-year sales growth by optimising service delivery and maintaining strong relationships with key stakeholders. • Played a pivotal role in facilitating the sale of multiple aircraft, contributing to the company’s leadership in the African aviation market. • Strengthened Comair's market presence by developing tailored technical service solutions that addressed regional operational challenges.
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