DEPOT SALES MANAGER
TNT Express
Total years of experience :26 years, 11 Months
DEPOT SALES MANAGER
TNT Express, Abu Dhabi, UAE Oct 2011 to Present
Responsibilities
• Management and leadership of a team of 3 Territory Managers
• Performance management meetings and feedback sessions with the team to motivate, communicate and set effective goals
• Training and coaching team members to ensure ongoing development and focus towards team KPIs and personal objectives
• Prioritise activities in line with both short and long term business objectives
• Implementation of sales strategies and marketing activity in order to drive revenue growth
• Promote and sell a wide range of international air transport and logistics solutions and develop brand awareness
• Presenting strong value propositions based on thorough company needs analysis and consultative selling techniques
• Continually working towards the improvement of the regional Profit and Loss
• Maintaining sound relationships with both new and existing customers
• Managing effective working relationships with all internal contacts to ensure consistency and delivery across the portfolio
• Suggest changes to the board of directors in order to increase team efficiency and return in sales
• Focusing on profitable growth of the account portfolio
• Comply with the company's corporate social responsibility such as positive work ethics, health and safety and environmental standards.
Key Achievements
• Promoted from position of Major Account Manager to Depot Sales Manager
• Increased customer base by 50% from 30 to 45 active customers with a 12 month period
• Successfully reactivated a lost account which is now worth 15-20% of total account sales
• Created a coaching document and client visit form for Field Sales team; increased team efficiency
• Won 3 new significant customers for the Abu Dhabi region
• Increased overall revenue growth by 8% from 2012 to 2013
TERRITORY MANAGER
TNT Express, Wellington, NZ Apr 2010 to Oct 2011
Responsibilities
• Recruited to recover the underperforming TNT Express in Wellington
• Business analysis and restructure of the sales plan
• Identification of business areas in need of improvement
• Working with Statistics New Zealand to identify customers who had a need for the Import/Export of urgent materials
• Developed and executed a targeted sales and marketing plan
• Qualified customers and promoted the new product identifying customer needs and requirements
• Tailor made pricing for customers based on their requirements
• Reporting weekly sales activity and reports to management
Key Achievements
• Increased weekly revenue by $120, 000
• Solely responsible for the complete turnaround and recovery of the Wellington territory
• Achieved 40% Growth within 7 months of joining and maintained this 40% year on year
• Awarded Employee of the Year for TNT New Zealand in the first year of joining
• Awarded Sales Person of the Quarter for Quarters 1, 2 & 3 of 2011 for TNT New Zealand
• Approached by previous Sales Manager to apply for a transfer for a promotion in the UAE
TRAVELLING Feb 2009 to Mar 2010
Europe, Asia, Australia, New Zealand
BUSINESS DEVELOPMENT MANAGER
Fedex UK, London, UK Feb 2003 to Feb 2009
Responsibilities
• Started as an Account Executive and was promoted to Territory Manager, responsible for North West London and West London after 1 year
• Promoted to Business Development Manager with account management responsibility for major accounts within West London and targeted on developing the region with a focus on long term large prospect clients
• Implemented effective sales strategies in order to bring on new accounts, investigating possible new business channels and market sectors
• Improving efficiency and profitability of existing customer accounts
• Implementation and set up of new accounts and liaison with relevant internal and external contacts
• Building effective customer relationships and managing all customer queries and resolving all issues to optimize customer satisfaction
• Developing promotional and marketing activities to raise company profit, profile and image
• Producing reports on sales, competitor activity and market reaction
Key Achievements
• Won new business with major new account, Glaxo Smith Klein worth £300K
• Implemented a new incentivized lead scheme in own region called the Driver Lead Scheme. This proved to be extremely successful in helping to generate new business opportunities, so much so that it was rolled out to all other regions throughout the UK
• Stood in as Acting Manager whilst the company recruited a new Regional Manager, this involved managing a team of 4 in Field Sales and coordinating all relevant management reports for 6 month period
• Implemented a new Prospect Pack for sales visits
Reason for leaving: Left to go travelling
ACCOUNT MANAGER
Pitney Bowes UK Limited, London, UK Nov 2000 to Feb 2003
Responsibilities
• Selling a wide range of Pitney Bowes products and services including mail creation machines and photocopiers
• Territory management activity to assist with lead generation and appointment making
• Presenting the product range to prospective customers and initiating orders
• Setting up new leasing contracts with new customers
• Delivering results against account specified business plans
• Providing excellent product support to customers and resolving any service issues
• Customer relationship management of existing portfolio of accounts and focusing on account retention
• Management reporting to senior managers showing detailed account of business activity
• Providing accurate business forecasts
Key Achievements
• Regularly recognized in the Company's Quarterly Sales Target Awards
Reason for leaving: To further develop my career within Sales
ACCOUNT MANAGER
Plaspel - Packaging Manufacturers, Brazil 1996 to 2000
Education • Leaving Certificate Objetivo, High School, Brazil Jan 1993 - Dec 1995 • Foundation Course in Marketing June - July 2000