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Experienced and enthusiastic Client Relationship Executive with over 10 years working in professional trade bodies in UK and international markets. My excellent communication and interpersonal skills as well as self-motivation and the ability to develop client relationships has consistently led to organisational growth and high member retention. I am currently seeking a new challenge that will utilise my account management, business development, corporate partnerships and value creation skills.
Support the international growth of Senn Delaney through new client sales and developing existing client business by identifying and building relationships with key stakeholders. Clients include The FA, Network Rail and Rolls Royce including its supply chain. Achievements: • Helped exceed the 2015 year end revenue targets: global ($38m) and for the EMEA region ($6m). • Within the first 6 months, achieved the 2016 year end EMEA revenue target of $6.5m. • Won two new national clients through RFP responses generating $6m predicted revenue over the next two years. • Since joining SD, signed 10 new clients and generated further new business opportunities with 13 existing clients. Responsibilities: • Design and implement the EMEA sales pipeline strategy to ensure year end targets are not only met, but exceeded. • Generate and own proactive and reactive new business opportunities converting them into clients. • Respond to RFI’s and RFP’s managing the process and creating proposal documents. • Form strong relationships with colleagues across executive search, leadership consulting and culture shaping harnessing existing client relationships and ensuring cross function business development opportunities are leveraged. • Present the Senn Delaney value proposition to prospective clients over the phone and face to face. • Secure sponsorship and speaking opportunities for SD Partners at high profile events. • Build and develop long term relationships with key stakeholders in existing and prospective client companies. • Negotiate contract terms with clients ensuring the requirements of both parties are met. • Manage the personal development and output of the EMEA Business Development Manager.
Develop and execute regional roadmap of products and services to drive the community’s growth and deliver member value and ROI. Key members included Etisalat, Vodacom, Microsoft, Barclays and Telefonica. Achievements: • Sold sponsorship for one of MEF’s flagship events hitting 70% of the EMEA sponsorship revenue target. • Retained a ‘lost’ global member within one of MEF’s key growth areas (Africa) through value creation and engagement, helping to achieve member retention targets within EMEA. • Within the first eight weeks, recruited two new members by promoting MEF’s value proposition hitting 20% of the EMEA half yearly recruitment target and helping to drive growth of MEF throughout EMEA. • Successfully executed ‘MEF Connects Africa’ networking event, including a panel of 6 thought leaders and over 90 attendees, raising MEF’s profile and generating new sales leads. Responsibilities: • Develop strong relations with key stakeholders to encourage engagement, active participation and contribution. • Develop strategic relationships with key publications, conference organisers, analysts and media through which to market MEF and to create additional value-add to the region’s roadmap and member benefits. • Champion member-led initiatives to meet specific member needs around MEF’s core focus including Consumer Trust, Mobile Money and Innovation. • Manage EMEA Board & Steering Committees ensuring key messages conveyed & objectives set and achieved. • Provide thought leadership opportunities for members by leveraging MEF content marketing channels, such as interviews for MEFTV, guest Blog pieces and speaking opportunities.
A newly created role, where I was responsible for a wide range of management, sales, business development and marketing activities aimed at supporting the growth of mobile marketing in the EMEA region and delivering benefits to the members of the MMA. Members included Google, Facebook, Coca Cola, Vodafone and WPP. Director of Membership Strategy EMEA, MMA (October 2013 – October 2014) Membership Support Manager EMEA, MMA (September 2010 – October 2013) Achievements: • Increased membership revenue by 60% from $350k to $560k per annum between 2010 and 2014. • Grew the EMEA region to a $1million region (revenue) by 2014. • Increased EMEA events revenue from $220k to $400k per annum equating to an 80% growth rate over the 4 years. • Within 18 months recruited and upgraded an EMEA member to premium membership generating over $200k per year. • Developed MMA UK Brand & Agency Briefing series - increasing delegate numbers from 90 to 350 over 4 years and securing sponsorship equating to $120k of additional revenue. • Published a White Paper called ‘Mobile the Great Connector’ providing guidance and insight to readers to encourage investment in the mobile industry whilst increasing the MMA member value proposition and generating $5k revenue. • Over the 4 years, maintained a member retention rate average of 75%. • Launched Blog adding to the Content Marketing proposition & providing thought leadership opportunities for members. • Developed a series of infographs through partnerships with industry experts providing readers with consumer behaviour insight to continue to influence the growth of the mobile industry and therefore the MMA and its members. • Launched an education program and online certification test demonstrating the MMA’s position as the leading trade body in the mobile space. Responsibilities: • Manage & control budgets for the EMEA region alongside VP of Finance & MD ensuring year end targets are met. • Develop membership growth and sponsorship sales strategies for the EMEA region. • Drive new member acquisitions regionally and globally. Over four years, membership within EMEA grew by 50%. • Continually develop the member value proposition within EMEA through member surveys and feedback to drive member engagement and increase member retention rates year on year. • Manage and support regional events such as the MMA Forum series, securing speakers and sponsors to deliver value to members, open up sales opportunities and grow the mobile industry and the MMA. • UK Country Manager – manage MMA UK Board of Directors, their objectives and activities such as the education program, research and events ensuring the overall regional and global objectives were met. • Support the continued development of 10 Local Councils within EMEA by aligning activities and sharing best practice leading to an increase in revenue and member engagement throughout the region. • Within member companies develop long term relationships with key stakeholders. • Develop relationships with MMA’s PR agency, other trade bodies and publications, events companies and press to establish platforms and touchpoints to market and promote the MMA, its activities and member companies. • Work with MMA Head Office to ensure the EMEA region was represented through planning and implementation of global initiatives, such as member subscription structure changes, MMA repositioning and website redesign. • Represent the MMA publicly, raising awareness of the organisation leading to an increase in member recruitment.
• Servicing existing radio supporters, ensuring that they maintain or grow their investment in radio advertising • A consultant to national advertisers and their agencies to help optimise their use of radio, offering practical support in effectiveness, creativity and idea generation • Deliver training to new starters within the media industry to develop knowledge & understanding of radio advertising • Key contact for advertisers, planners & buyers looking to understand how radio can help to deliver for their business
A new role where my responsibilities included understanding members' requirements and reasons for joining ISBA to ensure they fully maximised and utilised their membership and developing a growth strategy to increase the membership base. • Within the first 6 months, developed an understanding of members’ objectives and requirements and presented the findings back to the relevant ISBA department to ensure a cross sell of services and maximisation of membership. • Designed and implemented a retention strategy for ISBA’s 430 plus members who included P&G, RBS, GSK, Lloyds Bank, BSkyB and Walt Disney. • For three consecutive years, maintained a 98% member retention rate. • Presented to key stakeholders and their teams the ISBA value proposition encouraging the take up of services and involvement in activities such as training and events. • Built strong relationships with key member stakeholders to ensure long term relationships were formed and members renewed their membership year on year. • Acted as internal voice and go to person as the key account member manager in the organisation. • Responded to consultations such as the CAP and BCAP code review on behalf of members – acting as ‘The Voice of British Advertisers’ and being seen as the leading industry experts. • Continuously monitored and evaluated the ISBA proposition ensuring it met members’ needs. • Facilitated running of the Radio Action Group ensuring members were aware of current issues within the radio industry. Senior Marketing Development Executive, Maxabel International, July 2005 – January 2006 • Designed, launched and managed the company website and CRM database. • Facilitated the preparation for and attended annual trade shows, liaising and networking with key stakeholders. • Produced marketing collateral for direct marketing campaigns raising brand awareness and generating sales leads.
Professional Qualification: CIM Professional Diploma in Marketing; Credit. BPP Business School London 2009 – 2010
Degree: BA (Hons) Business Studies with Marketing 2:2. University of Wales Institute Cardiff