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Myles Lester

Freelance business coach

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Work history


Freelance Business Coach


Nov 2014



Publishing Events

Aug 2013 - Sep 2014
  • Reporting to the Chief Executive: Responsible for the print and digital advertising revenue for a contract publisher, producing show guides, catalogues and members directories across EMEA, Brazil and the UK. Tasked with a complete top down re-organisation of a failing sales function. • Rewrote job descriptions to re-align with company objectives. • Managed out poor performers then recruited new staff with language capabilities to strengthen the reach of the team. • Coached teams to achieve monthly targets in less than 3 months (for the first time in over two years) • Developed best practice Sales Academy including formal peer to peer coaching, mentoring and external training • Implemented monthly and annual appraisals based on a matrix based appraisal system designed to introduce step targets, objective feedback and coaching to improve performance • Devised and implemented formal KPI’s aligned to company objectives. • Conducted an industry wide review of remuneration and benefits and then implemented and introduced new company benefits and commission scheme • Personally mentored, coached and trained Department Managers


Head of Commercial

Rhinegold Publishing

Aug 2010 - Apr 2013
  • Responsible for commercial revenues across a portfolio of 7 magazine titles, 3 directories, supplements, online products and an industry expo and concert series for a specialist arts publisher. Leading through considerable change as the business transitioned from print only publishing to print and digital • Full top down reorganisation of the Sales function reducing headcount by 30% • Increased average per head yields from 2.6k weekly to 4.3k by coaching and training staff • Boosted annual advertising revenues from £1.6m to £1.9m (previously in decline of 10% +) • Introduced structured account management techniques to improve yields from top 50 accounts by 10% • Project managed the introduction of: a new CRM system, digital editions, over 20 new products, an Industry expo, concert series and international commercial partnerships to add additional revenue streams and readers. • Increased new business revenues from less than 6% to over 20%. • Added 30,000 + new subscribers to our readership numbers (previously in steep decline) allowing us to increase advertising yields considerably



C5 Communications

Jun 2004 - Aug 2010
  • Management and budget responsibility for delegate sales, research and customer care teams for the UK division of an international conference company. Reporting directly to the CEO in Toronto • Management of multilingual teams selling to and servicing clients across Europe, CEE, Russia CIS and China. Client base consisted of Private Practice and In-house Lawyers in Energy, Pharma, Banking, Compliance and Financial sectors. • Increase of revenues from £956k to £2.6m over 6 years • 115% average of annual target for 6yrs. • Recruited managed and trained the research team to support the sales function. • Introduced, trained and coached the concept of upselling and cross selling in both the sales and service teams to increase average customer yields by 12%. • Maintained consistently improved revenues over six years • Only person at director level in the UK operation • Maintained exceptionally low staff attrition rates over more than six years whilst managing through considerable change in the wider business.