Work & Experience
Civica Group Limited 03/02/2020 - 11/14/2025
Sales Director
Strategic sales lead, accountable for revenue & margin growth, and retention performance across managed cloud and SaaS portfolio of 250+ public-sector and commercial client accounts. • Consistently achieve growth plan targets (team attainment av.95%+), securing enterprise SaaS agreements with Commercial & Public Sector organisations. • Introduced structured proposal governance and pricing reviews to protect GP and improve forecast accuracy; improving ACV (+40%) and win rates (+38%). • Coached and developed sales teams, embedding MEDDPICC, BANT & SPIN frameworks, leading to a high performance cadence & values-led culture • Implemented weekly 1-2-1, team and deal review meetings improving individual, team and business reporting / planning, improved pipeline growth (+30%), forecasting insight & accuracy, to support business planning. • Re-engineered account planning and whitespace strategy, expanding managed services footprint and increasing renewal margins. • Partnered with marketing and delivery to launch national campaigns, generating £4M+ incremental pipeline. • Acted as senior commercial lead for strategic clients, influencing at C-suite and sector-association level. • Delivered strategic market reviews and led organisational change, unifying team culture, strengthening internal collaboration and improving operational cadence. • Secured +£500k NRR through commercial and operational support. • Trusted sector ambassador representing Civica at national associations and policy forums and sector engagement
Fretwell-Downing Hospitality Limited 05/02/2011 - 03/02/2020
Business Development Director
Responsible for UK sales and marketing activities/team, accountable for revenue & margin growth, contractual provision, time to value delivery and retention performance. • Directed sales and marketing strategy, achieving five-fold growth and profitability • Led sales and marketing functions, completing a full review of company position and marketing approach. • Developed & executed integrated sales & marketing plan, including new website, digital content, proposals, digital communication plan, client conferences and partnership forums. • Introduced SaaS model with revised commercial terms, securing ARR by 300%; whilst improving forecasting and predictability. • Opened new UK and international markets, consistently achieving annual sales targets whilst building long-term sustainable client relationships. • Served on the management board, providing commercial & marketing leadership to support the successful sale of the business to Civica.
Counter Solutions Limited 09/03/2007 - 05/02/2011
Sales Director
Headhunted as Business Development Manager to increase sales levels of new cloud first solution. Internal promotion to Sales Director. • Exceeded annual sales targets and secured largest single contract in company history. • Developed & implemented new, proactive sales and marketing strategy • Introduced CRM and strategic forecasting tools, strengthening organisational planning and reporting. • Stabilised client base, improving contract retention through major account strategy • Supported international expansion through European dealer partnerships.
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