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
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
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.