ستيفن Shaw

One of the UK's fastest growing privately owned waste solution providers. Responsible for contracted sales and marketing of Trade and Corporate Waste Management, Recycling Education, Data Destruction, Skip Hire, Event or Site Waste Clearance, Electrical and Hazardous Waste.
•Evaluated, restructured, developed and maintained a productive profitable corporate sales operation.
•Contributed to achieving service vehicle route density, Clean & Dirty MRF capacity within a 3 year timescale.
•Suggested and supported implementation of corporate branding, internal and external marketing projects.
•Recruited, trained and managed regional sector-leading new business sales and marketing team.
•Introduced and managed a focussed telesales operation for strategic corporate lead generation.
•Helped scope, design and wrote copy for new website.
•Increased private and public sector sales by over 50% securing over £3 million of contracted sales (based on 12 month contract value) and accounts in first year.
•Increased profit margins by up to 40% by introducing a strategy that ensured structured sales of the full product mix.
•Designed new service contracts to detail/protect business and client interests.
•Supported other departments and colleagues by suggesting, then introducing new effective practices.
•Identified, secured and developed a healthy customer mix ranging from small SME's to high profile key accounts.
•Introduced simple but accurate documentation and sales reporting system to reflect sales objectives.

SaaS technology corporate software solutions - lead a small focussed, client support, software development team personally securing all sales with high profile clients.
•Rebranded and rationalised the business and software packages.
•Removed leisure sector reliance and enhanced core solution platform quickly establishing proof of concept.
•Identified new business prospects, tendering opportunities and converted leads into profitable sales.
•Implemented a lead generation strategy, prepared and submitted tenders and new client proposals.
•Eradicated sales barriers, simplified/improved documentation, introduced a viable pricing model
•Implemented a client account control mechanism to encourage financial up-selling.
•Achieved proof of concept for all new solutions and secured high profile clients.
•Secured external marketing and development funding.
•Restructured internal roles, introduced operational clarity and encouraged a positive working environment.
•Designed and project managed the construction of website, organised effective PR and product/awareness campaigns
•Reduced costs by improving route to sale and introduction of on-line client software training.

12 month project to develop a web design and internet marketing business, to achieve a saleable status.
•Appraised business model, designed & implemented an effective sales strategy to rapidly achieve business objectives.
•Improved sales conversion and revenue by over 100% within a six-month period.
•Designed and implemented a marketing plan to secure maximum-targeted prospects.
•Secured business from new start-up business & high profile clients by personal presentation and completed tenders.
•Provided prospective and existing clients with website design & online marketing consultancy/support.
•Identified profitable new revenue streams and monitored Kpi's to ensure company plan achievement
•Designed and implemented an improved website to maximise lead generation.
•Built productive external relationships with local business organisations & helped secure approved provider status for both Business link & One North East (Catalyst) website grant funded schemes

Animal health/surgical equipment and electric fence distributor. Responsible for all aspects of a £ 6 million plus sales turnover:
•Restructured sales operation, implemented an improved plan to secure positive change maximising growth.
•Evaluated the sales process and introduced new best practice-working policies.
•Identified developed, secured profitable new business and increased sales penetration into existing accounts.
•Monitored Kpi's, revised plans and secured sales against forecast achievement
•Designed and delivered “in-house” sales and account management training
•Lead, motivated, supported and developed sales team whilst reducing sales costs/expenditure and ensuring margin protection,
•Increased existing and secured new UK and overseas accounts.
•Improved and consolidated supplier relationships, customer service and PR.
•Supported formulation, delivery and success of marketing campaigns.
•Completed unique technical & practical electric fence training in New Zealand and Australia from the market leaders.

12-month project for Venture Capital Company. Commercial door shutter fabrication/installation, sales and service.
•Jointly lead the complete restructure of the business to achieve financial objectives.
•Introduced new and refined products & services.
•Prioritised needs / resources, formulated then delivered a successful sales & marketing plan
•Designed new corporate image, product and marketing material.
•Doubled national sales input, ensured market leading customer service and increased profit margin by 20%
•Attended site surveys, scheduled installations, managed fitting teams and sub-contractors.
•Tendered, estimated, secured then managed projects ranging from £100 to £100, 000.00.
•Repaired damaged relationships, resolved difficult internal/external issues, implemented best practice work methods.
•Ensured Health & Safety compliance, prepared risk assessments and method statements.

12-month contract - Investor-backed start GPS vehicle tracking systems/solutions.
•Secured and supported new business partners/customers in market penetration.
•Converted and secured personal historic client custom (Potential worth, over £900k).
•Prospected & secured sales at all levels ensuring achievement of sales target.
•Built productive relationships in the public & private sectors increasing market awareness.
•Implemented new procedures, documentation and sales plan to achieve business objectives.

Police operated stolen vehicle recovery, Information and location solutions
•Profiled and constructed a prospect base (Returning over £1 million in sales per annum).
•Promoted and increased awareness of a product and concept new to the U.K.
•Closed sales by telephone, mail and direct presentation to decision makers.
•Built strong relationships with private and public sector clients, insurance companies, media and the Police.
•Up-sold and increased revenue from existing clients.
•Exceeded sales targets (Over £100k per month).