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Work Background
GlycanAgeHead of Sales
May. 2024As the Head of B2B Sales at GlycanAge, a biotech company focused on using glycans as biomarkers for longevity assessment, I’ve had the incredible opportunity to reshape our commercial approach. Leading the charge from small-clinic partnerships to a robust enterprise-driven strategy has been both challenging and rewarding. In a short time, this shift has resulted in a remarkable 40% increase in annual revenue by targeting high-value clients across pharmaceuticals and diagnostics. Implementing structured sales methodologies like Challenger Sale and MEDDPICC has not only optimised our processes, but also enhanced our use of HubSpot CRM for better visibility into our sales pipeline. This initiative led to a notable 25% increase in lead conversion rates within six months. Additionally, building our first outbound sales model generated over £2.2M in new business within four months - an achievement that underscores our growth potential. My focus on data-driven decision-making has aligned our commercial strategies with long-term sustainability goals while improving team performance metrics by an impressive 30%. Strengthening our B2B positioning within the longevity sector has opened up three new revenue channels that will drive future success. The journey at GlycanAge is just beginning, and it’s exciting to see how far we can go! Competencies: B2B Sales Leadership | Revenue Growth Strategy | Sales Process Improvement | Lead Generation Techniques | Market Positioning Strategies
Buddy HealthcareGlobal Vice President of Sales & Marketing
Jun. 2022 - May. 2024United KingdomAs the Global Vice President of Sales & Marketing at Buddy Healthcare, leading the charge in transforming healthcare through our unique clinical SaaS platform was both challenging and rewarding. The focus was on strategic leadership and market expansion; this meant diving into new healthcare sectors with a clear vision. Under my guidance, the sales and marketing teams achieved a remarkable 300% revenue increase through innovative demand-generation and sales strategies. Building a winning culture was essential; I directed a talented team of 10 and created an environment where collaboration thrived - resulting in zero turnover. Implementing SPIN Selling techniques not only drove a 20% growth in key accounts but also led to a 40% increase in win rates. The marketing team underwent revitalisation as well; optimised campaigns and strategic lead generation efforts increased sales-qualified leads by 28%. Skills: SaaS Marketing Strategy, Revenue Growth Optimization, Team Leadership, Demand Generation Strategies, Performance Coaching
ANCILE Solutions, Inc.EMEA Sales & Marketing Director
Jul. 2019 - Jul. 2022United KingdomAs EMEA Sales & Marketing Director at ANCILE Solutions, I had the privilege of leading an incredibly talented team while driving significant market expansion for our innovative healthcare and public sector SaaS solutions. One of my proudest moments was launching a new cloud product tailored for the public sector. This initiative not only generated £2M in revenue from the middle east, but also opened doors to other international markets. My focus on building strong relationships with key opinion leaders greatly enhanced our brand visibility across the UK and Dutch markets. This strategic engagement led to a remarkable 25% increase in our market credibility. Throughout my time at Ancile, I managed the entire launch process for our products - from strategic planning to execution - streamlining operations by approximately 40%. The experience reinforced my passion for scaling businesses through effective sales strategies and innovative marketing approaches. Competencies: Strategic GTM Leadership, International Market Penetration, Brand Visibility Enhancement
HylandEMEA Sales Manager
Jan. 2017 - Jan. 2019United KingdomAs EMEA Sales Manager at Hyland, the focus was on driving significant revenue growth in the EMEA healthcare market through strategic sales leadership and client management. Key accomplishments include:
* Led sales initiatives that resulted in exceeding £1M in annual sales revenue while consistently achieving an average deal size of £400k across diverse markets * Developed and executed tailored value propositions for clients in the international healthcare sector, securing major contracts with institutions like UCLH NHS Trust (£450k), Cleveland Clinic Abu Dhabi (£350k), and Dubai Health Authority (£800k). * Led a cross-functional team of 4 to enhance upselling strategies using the TAS (Now Altify) methodology, resulting in a remarkable 40% increase in close/win rates within the first year * Recognized as a top performer by earning a place in the Presidents Club for surpassing sales targets by an impressive 134%, demonstrating exceptional sales acumen and market penetration Skills: Sales Leadership, Client Management, SaaS Solutions, Market Engagement, Strategic Negotiation
Nuance CommunicationsSales Director
Jul. 2013 - Jan. 2017UKNuance: Leaders in Speech-Recognition SaaS & Services As Sales Director at Nuance Communications, the focus was on driving revenue growth through strategic channel management and partnership development. Surpassing an ambitious £1.5M annual sales target within just 9 months showcased the ability to implement effective sales strategies that resulted in an average deal size of £300k. Building a partnership with a US services firm not only expanded product offerings but also generated over £1M in additional revenue within the first year. Key accomplishments include:
* Identified and established a lucrative partnership with a US services firm that expanded product offerings and generated over £1M in additional sales revenue within the first year of collaboration * Enhanced demand generation effectiveness by increasing collaboration between sales and marketing teams, resulting in a significant boost in lead quality and conversion rates across all channels * Successfully applied The Challenger Sale methodology to the sales process, leading to a remarkable 30% increase in meeting bookings with potential clients and improving overall engagement levels * Led a high-performing team of 6 new-business hunters across UKI and Benelux regions, effectively managing performance metrics to ensure consistent achievement of sales goals and team development Skills: Sales Leadership, Strategic Planning, Demand Generation
Canon Business SolutionsAccount Director, Corporate & International Accounts
Mar. 2009 - Jul. 2013UKCanon: Leaders in Document Management Software & Managed Print Solutions Key accomplishments include:
* Surpassed annual sales targets consistently over four years, achieving £3.1M in 2011 against a £2.5M target, demonstrating a strong track record of sales excellence in competitive markets * Secured Canon’s largest-ever contract worth £29M through strategic engagement with NHS Directors and effective negotiation tactics within the Procurement Hub framework * Won 17 new NHS Trust accounts, showcasing expertise in client acquisition and relationship management, which led to a notable 25% revenue increase within existing accounts * Developed and implemented tailored solutions for Chief Information Officers, significantly enhancing customer satisfaction and driving new business growth in the healthcare sector * Recognized for outstanding performance by qualifying for the President’s Club three times, reflecting sustained success in a high-pressure sales environment Skills: Sales Leadership, Strategic Account Management, Revenue Growth Strategies, Client Engagement, Healthcare Sales
Epicor SoftwareERP Account Executive
Dec. 2006 - Apr. 2009Epicor/PSI: Leading Enterprise Resource Planning (ERP) Software Provider for the Distribution Industry Key accomplishments include:
* Led the sale of custom Microsoft Dynamics ERP & CRM solutions across retail, distribution, and construction sectors, achieving a remarkable £1m increase in software sales during challenging economic conditions * Mentored and coached new graduate sales recruits on effective sales strategies, enhancing their performance and contributing to a team that consistently managed high-value deals averaging over £200k each * Engaged C-level executives through sophisticated solution selling techniques, establishing strategic relationships that led to a 32% increase in inbound business inquiries from innovative marketing initiatives * Surpassed annual sales quotas with performance metrics of 91% in 2007 and 110% in 2008, earning recognition as a President Club qualifier for exceptional revenue generation capabilities Skills: ERP Solutions, Strategic Sales Leadership, Lead Generation
VodafoneB2B Sales Manager, North West
Jun. 2001 - Dec. 2006UKKey accomplishments include:
* Led new business sales initiatives for mobile telecommunications across the North West region, achieving an impressive 185% of sales targets through strategic planning and execution * Managed a high-performing team (as well as carrying my own target) of 8 sales representatives, driving a culture of excellence that resulted in consistent surpassing of performance metrics and enhanced team morale * Implemented effective contract retention strategies that significantly reduced churn rates by 30%, ensuring sustained revenue growth in a competitive market landscape * Developed comprehensive training programs that improved team capabilities in customer relationship management (CRM), leading to a 25% increase in customer satisfaction scores over two years Skills: B2B Sales, Team Leadership, Strategic Planning, Performance Metrics, Contract Retention
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