MICHAEL STAPLES
Address: XXXX XXXXX
Mobile: XXXX XXXXX
Email: mikestaples78@yahoo.co.uk
Personal Profile
An experienced, CIM qualified business development manager. Core skills across the full range of sales & marketing disciplines. 100% of personal targets and team targets achieved over 8-year period. Success achieved through creative and strategic coordination of the full range of sales & marketing skills.
Key Achievements
* 100% business development objectives achieved over 8 year period (covering 2 industries)
* 100% customer satisfaction in personal sales processing achieved over 18-month period.
* Key experience at managing sales processes at management level.
Increased sales progression efficiency by 30% through process re-design and sales streamlining projects.
* Achieved ambitious target of improving profitability of far eastern imports into the uk by 10% within a 12 month period.
Relevant Business development experience
11/08 ongoing Agincare Home Cuisine Ltd: Poole, Dorset
Customer Services & Business Development (part time)
The objectives of this position were 3 fold. Firstly to complete my ‘sales & marketing’ qualification within 1 yr. Secondly, to strengthen business development skills in another challenging industry. Thirdly, to allow me to undertake further training and attend sales and marketing seminars to bolster skills further.
Role involves:
* Achieving sales targets of the new ‘lunch club’ product and continued market penetration of the lunch service to the elderly/insecure demographic. Progressing sales through sales lead identification, cold calling, meeting coordination, sales progression, price & sales negotiation and final sales closure and ongoing relationship management.
* Delivering high quality customer service to the service users.
* Managing personal logistics to ensure service delivered within strict company policy
* Reporting all customer related issues to achieve resolution using service delivery partners
* Recording all interactions and activities to ensure all data is accurately retained
03/07 – 08/08 Trailblazers Sponsored Challenges Ltd, Poole, Dorset
Business Development Manager & Communications Manager
Sponsored event management & marketing services. Responsibilities split between B2B development, account management, marcom’s planning & campaign mgmt (corporate & agency).
Role involved:
* Achieving 50% share of business development targets per year (approx £180,000).
* Using market analysis to identify high potential target segments and to compile accurate sales lists.
* Progressing the sales process through cold calling, meeting coordination, proposal writing & presentation, service negotiation and final sales closure (50% conversion rates achieved).
* Planning, creating and presenting promo events at network events. Inc. handling all admin and logistical responsibilities (invites, attendee processing, sales support materials, catering etc)
* Managing the company’s key accounts. Building & maintaining excellent business relationships with client’s key contact people to ensure 50% retention rate achieved year on year. 60% achieved in‘07
* Carrying out market, competitor & customer analysis to identify & evaluate key trends to guide tactical sales decisions. Allowing the sales force to gain competitive advantage by exploiting opportunities & avoiding potential threats internal & external).
* Working with management teams to create the annual sales activities designed to hit ambitious business development and marketing objectives.
* The development and production (using external/internal production agencies) of tactical sales support materials. Ensuring that corporate policies, targeted messages & brand values were delivered accurately, consistently to deadline and on budget.
Key Achievements:
* 100% of sales targets achieved by targeting ‘high probability’ market segments. 80% of KPI’s were exceeded by approx 10%.
* In ’07 I identified early recession led trends leading to changing target market’ perceptions & service/product requirements. Using the data to develop new products & re-focus marketing campaigns to better fulfil market’s changing needs. Led to hitting sales targets in 1st & 2nd qtrs of ’08 despite significant market downturn.
* Generated a 20% increase in positive market awareness within targeted segments. Increasing first contact conversions to face-to-face meetings by 3 & DMU sales closures by 2.
* Significantly improved target market’s perception of company by re-branding. Bringing marketing messages & sales activities inline with more attractive brand values. Greatest impact achieved through the addition of the company strap line ‘Passionate about helping your charity succeed!!’
* As part of the multi-channel promotion campaigns I successfully managed over 20 ‘live’ promotion events. Achieving 100% event objectives each time.
Skills Developed:
* Further sales and business development experience within challenging industry
* Strategic and coordinated approach to sales campaign planning and implementation
* Complete handling of complex, long-term ‘key’ accounts
* Cross-departmental team management & integration.
* Promo event management & administration.
* New product development and launch into target market segments.
06/05 – 10/06 MOL Europe Ltd, Southampton
Marketing Analyst
Global shipping & Logistics Company. 3 promotions achieved over 5-year period.
Role involved:
* Working with European directorate to coordinate consistency of company communications throughout Europe. Flying to Rotterdam on monthly basis to meet European marketing team, report on the UK’s communication activities & to receive centralised direction.
* Coordination of pan-European communication activities to support the UK’s trade objectives. Developing close links to European counterparts to influence marketing decisions in our favour.
* Managing the £21K direct marketing budget. Planning, producing & implementing the annual marketing campaign inline with the sales force actions & corporate requirements.
* Working with European counterparts & HR department to coordinate the internal communications activities. Involved setting up and chairing the ‘Vision Group’, producing & distributing the quarterly in-house newsletters, setting up the intra-net & bulletin boards & developing the e-comment mailbox.
Key Achievements:
* Identified non-profitable data trends in import customer portfolio. Increased import profitability by 7.5% by coordinating sales/marketing activities to target, appeal & win business from ‘profitable’ segments of market.
* Direct marketing campaign significantly impacted the sales teams achievement of the ’06 sales targets. Making ’06 the most profitable year in the past 10.
* Youngest member of the team to complete 4 middle management courses designed to improve my management abilities (see professional training)
Skills Developed:
* National & International communications planning.
* Direct marketing planning & campaign implementation
* Market research, environmental scanning & data analysis.
* Team management & cross-department/country team coordination.
* Reporting to deadlines & data presentation to influence decision-making units.
09/03 – 05/05 MOL Europe Ltd, Southampton
Cross Trade Sales (Key Account Manager - Commodity)
Role involved:
* Handling MOL’s most profitable accounts. Achieving annual volume sales & targeted retention rates. Maintaining market knowledge & developing trusting, close relationships with key contacts.
* Meeting ambitious B2B sales targets. Identifying opportunities & by working with trade managers & utilising marketing materials, progress sales leads through the sales process.
* Key contact hospitality. Wining & dining visiting client’s & international contacts to improve beneficial, cost effective relations.
Key Achievements:
* Promoted from import sales to ‘cross-trade’ sales & key account management. Headhunted for my superior comm’s abilities & my proven successes at dealing with international accounts & key contacts.
* Increased ‘Cocoa’ & ‘Cotton’ profitability by 12% in ’05 by building customer loyalty. Bringing customers closer to the company by increasing regularity of communications (generic) & by maintaining high level of one-to-one contact (key differentiating factor).
* Achieved unprecedented service levels out of Abidjan (corrupt, challenging country of operation). Utilising carefully managed relationships with trade & logistics managers.
* Achieved the ‘outstanding contribution’ award ’05 for my part in ensuring business success.
Skills Developed:
* B2B Sales target delivery through personal sales & coordinated use of marketing materials.
* International service delivery chain management.
* Key account coordination & key contact relationship management.
* Quality service delivery & ‘outside the box’ problem solving.
* Ability to achieve results under challenging conditions & with challenging teams.
12/01 – 08/03 MOL Europe Ltd, Southampton
Customer Services (America’s & Africa trade)
Role involved:
* Responsible for coordinating the logistical activities of all UK bound containers from USA & Africa. Managing the service chain to looking after the interests of key accounts.
* Setting up the centralised European E-commerce platform, writing the coordinated policy & usage booklet & distributing throughout Europe.
Key Achievements:
* Regularly exceeded KPI’s by 10% or more for nearly 2 years.
* Given a promotion based on my ability to develop loyal relationships with key accounts & due to my ability to manipulate relationships with the service chain to solve customer problems.
* Successfully developed & launched the GT-Nexus e-commerce platform across European offices. Significantly helping to coordinate European internal & external communications.
Skills Developed:
* Key account management & service delivery chain management
* Complex administration & logistical management
* E-Commerce development & introduction to external communication streamlining.
* Complex problem solving
Professional training
CIM CPD Scheme Marketing and the Law Jun ‘09
Battle of the pitches Jan ‘09
Taming the Dragons Oct ’08
GMS Management Assertiveness in the workplace Jan ‘06
Building a winning team May ‘05
An introduction to management Mar ‘05
The power of influence Aug ‘04
Education
Southampton Solent University:
CIM Professional Diploma in Marketing (Merit) Aug ‘09
Oxford Brookes University:
BSc Anthropology & Biology: (2:2 with honours) Aug ‘01
Interests
Amateur graphic design, surfing and surfboard building, hiking, socialising & adventure travel
IT Skills
Advanced knowledge of all MS Office computer packages & various database programs.
References
Available on request
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