Head of Sales, Marketing and Implementation teams delivering world wide eCommerce solutions through the Microsoft Dynamics reseller channel.

My responsibilities within the company included reorganising of sales and marketing into effective departments, establishing a solid reseller channel within a 2 year time frame. This role expanded to include building implementation services as the company and products grew, and delivering business development services to assist the board. I worked very closely with the CEO and both technical and accounting departments.

With my strong technical background, I redesigned the existing products and pricing to be more ‘channel friendly’, increasing the minimum customer spend and creating a fixed price model. This resulted in a more effective and confident sales channel, with new opportunities to sell through financing and distribution channels that had otherwise been elusive.

Sales achievements
240% increase in sales year on year
Creation of permanent office base in California
Creation of EMEA sales channel
Training of staff and board members in effective selling
Training in effective communications
Training in channel strategies
Penetration into companies such as Sony, Qualcomm, National Parks of America, Leeds Rugby Club, Girl Scouts of America and NASA.

Marketing achievements
355% increase in enquiries year on year
65% increase in corporate website traffic year on year
Microsoft International Retail Vertical Developer of the Year 2007
Main focus of keynote speech and video by Allison Watson (Corporate VP) at Microsoft World Wide Partner Conference 2007
Reviewed and redesigned all marketing material
Analysed vertical markets, franchise opportunities and effectiveness
Introduced of regular channel and strategic news letters
Gave training in effective marketing strategies
Supervised redesign of corporate web presence
Introduced effective use of online analytical tools to measure success
Introduced use of market intelligence on competitors and strategic partners such as Microsoft
Introduced customer testimonials database
Organised hospitality events and trade shows around the globe

Implementation achievements
Identified the need for internal implementation services to deliver faster turnaround in sales
Created implementation and pre-sales support teams
Delivered 50% more implementation sales per month than forecasted
Delivered increased profits, matching existing licence fee revenues with a totally new revenue stream

Business Development achievements
Initiated and managed split pre-auth/settlement for Microsoft Dynamics RMS with eCommerce
Initiated and managed revenue share deals with payment gateway providers:
GlobalPay, Abanco, Mercury, Commidea, CommsXL
Initiated and managed strategic gateways to develop business in new areas:
Moneris, Rabo Bank
Initiated development of Gift Registry enhancement
Initiated development of Microsoft Great Plains integrated edition

Channel and direct sales of broadband and transaction based network solutions.

Sole responsibility for building a channel sales pipeline by creating relationships with entirely new resellers previously out of reach of the organisation and responsible for building a pipeline of 5,000 ‘end points’.

Achievements:
Built new product model for high volume sales
Generated £12M pipeline, working with Wal Mart, BP, Texaco and others
Co-opted onto internal broadband working group as representative for sales
Rationalised proposal documents into standardised material for use by entire sales team

Channels sales of own manufacture LAN and WAN products.

Sole responsibility for building and maintaining a channel pipeline, establishing and developing relationships with new and existing channel partners and customers, developing new ideas into potential sales, demonstrations, quotations and account management. Selling hardware, software and services, I ensured that the company products were implemented to the full and that further sales leads were generated.

Achievements
Built client base including BT, BP, Torex Retail, Wincor Nixdorf, NCR, Fujitsu, Spar, CoinStar
Fastest new product launch, generating the largest single customer order
Developed training programmes to deliver to channel partners
Coaching on sales methods
Organisation of hospitality events and trade shows

Design, production and sales, both direct and through the channel, of comprehensive EPoS and Back Office inventory and order processing software.

As the founder and CEO, I designed and wrote my own EPoS product range from scratch. With strong guidance and leadership, I encouraged my staff to work closely as a team. I was responsible for marketing and the entire sales cycle, selling direct and through an extensive dealer network. Since some of the products were linked with Japanese cash registers, I established working relationships with companies such as Aster and Towa Sankiden.

My company grew year on year and my staff numbers increased through planned growth and continuing success until I sold my business and was contracted to work for the new owners for 2 years.