Andrew Falkingham

The Old Barn

**a Main Street

Haworth

West Yorkshire

BD22 8DA

078**-******

aboo3b@r.postjobfree.com

OBJECTIVE

I am currently looking for an opportunity where I can utilise my considerable training

experience to successfully deliver maximum advantage to all parties while at the same time

encountering new challenges and fresh opportunities.

KEY ATTRIBUTES

• Communication & Presentation Skills

• I.T. Training experience

• Able to Motivate self and others

• Team Player

• Fast Learner and Adaptable

December 2011- September 2012 Credit Protection Association PLC

Account Manager

Responsibilities

• Dealing with Business Owners/Directors.

• Selling unique credit control solutions improve cash-flow, profitability and prevent

bad debt

Achievements

• Top sales performer in North East Region- Q1,2,3 of 2012.

March 2006 – September 2011 Freelance Training

Consultant

Responsibilities

• Dealing with Business Owners/Directors.

• Developing and delivering bespoke and existing training solutions for business

clients.

• Identifying individual training needs and wider business requirements.

• Producing performance measurement procedures, Assessing and developing in-

house systems and reporting procedures including customer database management,

KPI measurement and sales tracking.

Achievements

• Closed a £200,000 annual gap between contractually expected Franchise

performance levels and actual stock purchases from the Franchisor by complete

revision of Franchise training and appraisal procedures together with a review of

head office support functions.

• Developed and implemented a complete induction training programme, introduced

KPI’s and monitoring procedures across client sales function resulting in a 15% like

for like sales growth- approximately £100,000 increase in company profit.

June 2004 – February 2006 Philip Morris Ltd.

District Sales Manager- North East

England

Responsibilities

• Tasked with the introduction of a new low price cigarette brand into independent

retail..

• Development of full induction programme with ongoing training and development

processes for sales force.

• Roll out of bespoke I.T. based sales reporting system across the sales force.

• Responsible for coaching and motivation of a team of Territory Sales Managers

through training, individual development plans and field accompaniments.

• Continuous close liaison with internal and external stakeholders to plan, forecast and

deliver new strategies and retail promotions.

Achievements

• Exceeded team turnover target of £1.15m by approx.33% in year 1. Targets were

based on distribution of 4SKU’s with sign up to promotional reward programme.

• Team share of space and visibility targets exceeded

• 65% conversion of optional listings within major fascia groups including SPAR,

Premier, Costcutter & Londis across the region.

• Highest rate of staff retention across all regions (90%)

August 2002-June 2004 Bacardi-Martini Ltd.

Regional Sales Manager – Leased

Sector

Responsibilities

• Handling head office negotiations, managing and developing trade relations with a

number of multiple licensed retailers in the tenanted and leased sector.

• Building profitable relationships with Accounts at Director and Regional Management

Level

• Included training of Area Managers and Licensees on Category Management

initiatives

• Developing new opportunities, implementing category management initiatives and

maximising business from existing accounts.

Achievements

• Doubled distribution of Bacardi Breezer in Century Inns to 60% versus 40% in

Independent On Trade at same period through bespoke promotional incentives

including BDM/Regional promotional activity.

• Successful roll-out of Category Management initiatives including space management

and upsizing to 35ml spirit serve across tenanted accounts including Century Inns.

January 1999- August 2002 Bacardi-Martini Ltd

Regional Field Manager- North of

England

Responsibilities

• Responsible for the recruitment, training and motivation of a team of Sales

Representatives working in the “on-trade” and retail channels.

• Experience of second line management of additional staff during tactical sales

drives.

• Liaison with internal and external customers to ensure development and

implementation of brand strategies.

Achievements

• Development and roll out of new Category Management training across national

sales force

• 3 out of original 8 team members promoted within the organisation.

• Exceeded team distribution targets targeted brands including independent on-trade

and tenanted sector.

• Regional target for distribution (40%) of Bombay Sapphire gin within hotel and

restaurant channel exceeded by 50% with the implementation of bespoke regional

incentive plans for sales team.

April 1996- December 1998 Bacardi-Martini Ltd.

Key Account Executive- Leeds/Sheffield

Responsibilities

• Developing the profile of brand portfolio including Bacardi Rum, Bombay Sapphire

Gin, Bacardi Breezer, Martini and within prime city centre venues.

• Working across approximately 150 key independent on-trade and managed multiple

customers to maximize sales and visibility of the brands.

Achievements

• Established sponsorship arrangements to increase brand recognition with target

customers including with Gatecrasher (Sheffield) and Town & Country Club (Leeds)

including rate of sale drivers to ensure return on investment for the brands.

• Ensured full distribution of company brands within all universities within the area

along with promotional activity (both implementation of national plans and bespoke

activity) to ensure adoption of brands including Metz & Breezer by target 18-24 year

old consumers.

EDUCATION

Social Administration BSc(Hons) 2:ii

Teesside Polytechnic.

SELECTED PROFESSIONAL DEVELOPMENT AND TRAINING COURSES

Team Leadership & Management (Nationwide Sales Training)

Training Principles & Practice (Cornerstone Partnership)

Account Management (Bacardi-Martini Ltd)

National Account Management (Nationwide Sales Training)

Negotiation Skills (Cornerstone Partnership)

Selling Skills (Basic & Advanced) (Nationwide Sales Training)

Field Sales Management (Nationwide Sales Training)

Counselling Skills (Cornerstone Partnership)

Disciplinary skills & Procedures (Bacardi- Martini Ltd)

Time Management (Bacardi Martini Ltd)

Identifying & Managing Stress (Stephen Hogg Stress Management)

Corporate Issues (Tobacco) (Philip Morris International)

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