Sales Manager

‘Have the determination of a mirror. It never loses its ability to reflect, Even if it is broken into a thousand pieces.’

Mobile: +277******** email: *************@*****.***

Married to a Norwegian who is currently living in Norway. I am relocating soon

Available for interview on Skype or willing to travel

PROFILE OVERVIEW & EXPERTISE

• A highly competent Corporate Sales Manager/ Specialist w i thin the Office Automation and Telecommunications Industry

• Experienced in Global Sales and Project Management

• Experienced Client Manager at Dimension Data ( I T Sales) focusing on Solution Selling

w i thin: Data Cent re Solutions; Advanced Infrastructure; Microsoft Solutions; Network

Integration; Applications; Communication & Collaboration and Professional Services

• Eleven years’ experience in selling hardware solutions and seven years’ experience selling

Enterprise Software Solutions to SME; Major; Public Sector; Corporate accounts and Global

Accounts

• Experienced in selling Internet Solutions: Hosted Exchange; Bandwidth; Fibre; Diginet;

Satellite; ADSL; 3G; Aruba Wifi; Domains; Hosting Services; Routers; Firewalls; Archiving;

Sharepoint; Lync; Video Conferencing; Telephony; SMS solutions etc

• Total of thirteen years solution sales experience

• Total of 4 years Office Automation Managerial experience

• Background in Art and Fashion Design has equipped me with a ‘thinking out of the box’

strategy in my sales and management approach to problem solving and closing the sale.

• Excellent understanding of business processes acquired through due diligence projects

• Good Business Acumen

• Ability to negotiate and P resent confidently at Boardroom Level

• Skilled in creating and presenting PowerPoint presentations

• Skilled in compiling professional looking Sales Aid kits which includes information

pertaining to: Competitors; Company Profile and Sales Aid M ate rials.

• Experience in Managing Budgets and Divisional Costs

• Experience in Managing Sales Teams and T raining Teams

• Understanding of Rental Contracts and Finance Options (Factors; Rental Terms; Paperwork

and Process)

• Clients refer to me as thei r “T rusted Advisor” due to my vast knowledge on various

vertical

market sectors; the challenges they face and solutions available to eliminate them.

• Experience in work ing on Siebel, Oracle, Vi king, Sharepoint, Sales Force, Oracle;

MicrosoftCR M; Voxal and AS400 Systems

• Understanding of Service Level Agreements (SLA’s)

KEY ACHIEVEMENTS

• Achieved 128% YT D for 2011 as Ricoh’s Corporate Sales Manager -Divisional Branch Record

Year finishing on R23 000 000

• Achieved 131% YT D for 2010 as Nashua Cape Town’s Senior Sales Manager

• Received several Sales Manager of the Month Awards May 2009- December 2010

• My Solution Selling Article published in October 2010 issue for Sales Guru

• Special Performance Award for the Year of 2008 at Nashua PE

• Achieved over quota by an average of 123% - 132% YT D (2001 - 2012 Sales)

• Awarded the opportunity to study Business Management through Nashua in 2007

• Nashua PE Sales Person of the Year in 2003 (Still won even though I was off for a full

month due to compassionate leave)

• Nashua PE Sales Person of the Year in 2004- Annual target was R1’800’000, I achieved

R 3’497’812

• Nashua PE Sales Person of the Year in 2005- Annual target was R2’100’000, I achieved

R3’804’360

• Second overall in Nashua PE Sales for 2006 (Still an achievement as I was away on

maternity leave for a period of 4 months)

• Nashua PE Sales Person of the Year in 2007 achieved a 44% margin overall as well

achieving R 3’456’000 overall

• Received a Special Performance Award for overall Nashua PE Sales in 2008 (As Strategic

Account Manager)

• Exceeded every target given to me from January 2001 – July 2012

• All my sales record achievements we re published in the “Informer” magazine whilst

employed at Nashua

• Reached every incentive and target at Ricoh CT

• Brought in 23-28% contribution towards Nashua PE’s annual turnover in 2003; 2004 ; 2005;

2006; 2007 and 2008 out of a team of 9 Account Managers

• Acquired a loyalty incentive scheme from Nashua (R200 000 payout after 5 years)

• Appointed Vice P resident for Business Networking International Group 2005-2007

• Offered a management position to head up a branch in C.T for Commercial Cleaning

Specialists with 3 reps working under me (2001 and in 2002)

• Owned my own boutique at the age of 21 years

• Designed and created two evening gowns for the Miss PE pageant (2000)

• Selected as one of the Top 20 Finalists in the Sunday Times Designer Wear Competition

(1999)

• Selected as one of the Top 12 Finalists in South Africa for the Absolute Vodka Fashion

Awards (1998)

• Selected to sponsor designs in the Miss Oppidani Pageant in 1998

• Selected as one of the Top 10 Finalists in South Africa for the Coert Steynberg Fashion

Design Competition (1997)

PERSONAL ATTRIBUTES

• A go-getter that knows what she wants and truly strives to accomplish and over achieve

at all times.

• I consider myself to be an entrepreneur, as in sales/ management it’s as if you are

running your own business

• I am d riven by the w ill to succeed

• Over the years I have excelled in both creative & technical fields of expertise (Analytical, yet creative attributes)

• I am extremely energetic; I relish a challenge and never give up easily

• A hands on approach has led to the success of teams I have managed

• I project confidence and professionalism at all times, a leader which is very

approachable

• An active listener with attention to detail

EMPLOYMENT OVERVIEW

RESPONSIBILITIES AS KEY ACCOUNT MANAGER FOR VOX TELECOM: September 2013- Current

• Maintain cur rent Client Base

• Check client invoices for correct billing

• Resolve incorrect billing by working out credit values and submitting credit request

forms with written reports

• Manage and ensure credits are passed and inform client

• Notify clients with outage notifications, root cause and resolution thereof

• Manage Client Portfolio, highlight risk elements and formulate a strategy plan within

every account

• Complete Monthly Churn and GP Reports

• Aim to implement any of the following into existing accounts: Hosted Sharepoint; Hosted

Exchange; Firewalls; Managed Voice Solutions; Call Cent re Solutions; Co-located

Hosting; Cloudware; Wireless Solutions; Video Conferencing/ Smart Boards; Last Mile

Connectivity; Bandwidth; Surveillance Camera Solutions; Hosted Solutions;

telecommunication solutions and Security Solutions

• Hands on involvement in the implementation process of every sale

• Weekly meeting with Project Managers

• Manage Pipeline effectively and Product Mat r ix Overview on each account

• Input detail into CR M and meet KPI’s

• Work with vendors/ channel managers on various projects to ensure a smooth transition

• B2B

• Set expectations with client on various project deployments and timelines

• Calling Cycle to be adhered to on existing accounts

• Acquire New Business

• Entertain Clients

• Save Minutes of Meetings in CR M

• Be available to log and manage service requests

• Log instructions on internal Trax Ticketing System and manage the process daily to

ensure deadlines are met

• Note VSR ticketing numbers for all requests on every account for history on account and

audit trails on various requests

• Manage accounts that are frequently going into out of bundle rates/contract and upgrade

accordingly

• Manage POC’s and provide feedback

• Log all cancellations with written report and manage that the cancellations are

processed timeously

• Complete handover documents for every sale with comprehensive report on the solution

overview and client expectation

• Complete RFP responses when required

• Check Backorders and WI P reports

• Log all lost opportunities in Outlook Tasks for future “Hot Leads”

RESPONSIBILITIES AS CLIENT MANAGER FOR D I M E NS IO N DATA: December 2012-September 2013

• Work with various virtual teams which comprises of: Advanced Infrastructure; Data

Centre Solutions; Applications; Network Integration; Communications and Collaboration;

Microsoft; ITO; Security and Professional Services

• Complete tenders for submission

• Suggest pricing model and present to clients with the specific resources involved

• Analyse spreadsheets for renewal contracts

• Follow a strategic business approach in every account

• Assist in putting Legal Documents in place for MSA and SLA’s

• Outline project schedules to the Professional Services Line of Business for costing on

various projects

• Manage Projects by being hands on and keep informed on progress to identify any risk

areas

• Mitigate meetings with cross LOBS (Lines of Business)

• Ar range site surveys for Technical to expose them to the I T architecture at

prospective clients

• Focus on Public Sector (primary) and Enterprise Accounts (secondary)

• Compile presentations and present at board room level when required

• Investigate client’s current technology investment and lifecycle stage

• Map out clients Financial Year and Budget Consideration periods

• Log all lost opportunities in Outlook Tasks for future “Hot Leads”

• Ensure deadlines are met

• Check back orders and billings

• Communicate between teams and clients

• Ensure Contracts are completed and filed

• Attend Tender meetings/ Site Meetings

• Attend conferences and launches with vendors

• Entertaining of clients

• Build solid relationships to ensure recurring revenue within the base accounts

• Generate annuity revenue on allocated “orphaned accounts”

• Forecasting responsibilities through Sales Force

• Drive innovative solution projects

Reason for leaving: Budget Constraints and lack of resources

RESPONSIBILIES & DUTIES AS SALES DIRECTOR FOR I D N SOLUTIONS: June 2012- December 2012

• Attend Trade Shows in Dubai for Channel Partne r relationship with Altech

• Build Sales Team

• T raining

• Manage Budget

• Marketing Responsibilities

• Generate Reports on various profiles; models and pricing for SWAT analysis

• Study white papers on BERTL and BL I and suggest best product mix to import

• Responsible for generating of all legal contracts and agreements

• Assist other branches with deals and presentations

• Distribute sales materials

• Create database and opportunities with Sales Teams nationally

• Responsible for all Demonstrations on equipment

• Forecasting and Ordering

• Responsible for Partner Agreements and Channel Management

Reason for leaving: Sustainability Concerns

RESPONIBILITIES & DUTIES AS CORPORATE SALES MANAGER FOR RICOH: M ay 2011- June 2012

• Chair weekly forecast meetings to ensure that the quality of our pipeline is

satisfactory

• Responsible for leading and doing in field t raining

• Constantly develop talent within the sales team, by upgrading skills & capabilities

through coaching & hands on guidance.

• Assist sales colleagues with preparation of proposals and presentations to boardroom

level.

• Responsible for completion and ongoing design of the company portfolio and sales kit.

• Oversee roll outs on large projects, drive marketing campaigns and tenders.

• Manage the training team, my personal assistant/sales support and corporate team.

• Client Centricity.

• Manage software division across sales teams

• Develop existing accounts and new business.

• Understand various ISO compliance's/ paper trails and provide software solution

suggestions to the reps clients in terms of version control, cloud computing; email

archiving; document management solutions; barcode readers; Biometrics; zone OCR and

intelligent scanning solutions.

• Explore IT architecture of client firms with the sales representative (Server;

Internet Solutions; Operating systems etc) for various software deployment requirements.

• Present case studies to the sales teams as part of t raining

• Manage commissions.

• Assist sales order process and finance department/ Check all deal files and supporting documentation

• Check and sign off quotes/ Authorise special pricing when in line with company rules

• Pull reports from Siebel/ Oracle

• Manage KPI’s, Activities, Opportunities and Pipeline

• Second in charge when the Branch Manager is away.

• Assist with PE branch.

Reason for leaving: Company parked my R43 000 000 deal to Sanlam and did not pay my sales

staff commissions for 8 months

RESPONSIBILITIES & DUTIES AS TH E SAL ES MANAGER FOR NASHUA CT: May 2009-May 2011

• Retain our cur rent base and uncover other areas wi thin our client base to infiltrate

• Understand our client’s challenges and processes and share creative ways of streamlining

these processes

• Responsible for scoping of client’s departments and preparing workflow assessments and

presentations on improvements with the relevant sales representative

• Grow our existing base with new business

• Manage budget effectively and all division costs

• Meetings with different departments to bridge communication gaps

• I n field t raining with staff 85% of the time

• Attention to Detail

• Event management for clients- Golf Days, Rugby etc

• Performance Appraisals

• Budget VS Actual Reports

• Financial presentation to our Board of Di rectors every 3 months

• CTC reports on staff

• Manage Sales Sheets, Back Orders, Commissions

• Client Relations

• Constantly improve our own internal processes

• Signing off Leave Forms, Commissions and Stationary Requisitions

• Assist Accounts Department in late payments

• Audits

• Check proposals and pricing

• Constantly strive to be the best I can be.

• Stay Motivated and Motivate those around Me.

• Promote and Execute the Code of Conduct w i thin the firm.

• Manage with fairness and good work ethic

Reason for leaving: Growth opportunity to head up a Corporate Sales team with the manufacturer of Nashua devices

RESPONSIBILITIES & DUTIES STRATEGIC ACCOUNTS MANAGER FOR NASHUA:August 2000- May 2009

• Created awareness of full product range, by implementing market strategies

• Implemented sales strategies for various products, dependent on the stage of the

product life cycle

• Dealt with customer complaints/ Assisted in retrieving outstanding rentals.

• Increased customer satisfaction and customer base

• Submitted Routine Reports.

• Assessed Macro environmental and Micro forces as well as their influences on our

competitors

• Attained a sustainable competitive advantage th rough organizational lea rning- SWOT

analysis

• Involved in and assisted with End User T raining/ Staff T raining

• Constantly wrote Linc Exams to up skill my knowledge

• Executed Presentations at Boardroom Level

• Created and provided job arrangement letters for various Software Installations/ Ensured

Post Installation Forms were signed off.

• Site Visits were done to complete P re-sales Checklist and Pre-Installation Forms

• Paper T rail Analysis and Compliancy Assessments

• Completion responsibility of Credit Applications and Rental Agreements/Acquired

supporting documents for Finance Applications.

• Formed relationships with I T Department Head Administrators

• Acquired third party partnerships to assist in the integration of Software Solutions

into various platforms

• Call Sheets and Calling Cycles/ Submitted Lost Deal Analysis Reports.

• Attended Boot camps to empower myself with knowledge on software applications and

technical elements of Nashua’s solution offerings to in turn support my team.

• Constantly strived to be the best I could be, always promoting and executing the Code of

Conduct within the firm.

Reason for leaving: Moving to Cape Town

RESPONSIBILITIES AS A SALES EXECUTIVE FOR COMMERCIAL CLEANING: January 1999- August 2000

• Generate new business in Commercial and Industrial Sector

• Site Visits to check on cleaning team and do appraisal performance on the designated

team

• Build relationships with key decision makers and gear up to do site assessment for

the tender

• Measure out building floor area, Asses building height for window cleaning as well as

the a mount of windows to be cleaned, assess type of flooring (Coprox, industrial

paint, Tiled, Carpeted etc), asses what type of safety gear needs to be worn,

understand clients health and safety regulations

• Regularly read newspapers for tender notifications

• Inform cleaning staff on Health and Safety Regulations as well as Fire D rill

procedures- as per the client’s instructions

• Understand and get to know opposition’s services and improve on these to acquire more

business

• I n certain market segments and companies E.G Rocklands Poultry I would need to find out

their clients specifications, as some of their clients, like Woolworths, have certain

chemicals that are not allowed on-site. I would have to do site visits during the day

as well as in the evening and remain on-site until 11pm, as to capture all procedures

followed.

• Responsible for signing contracts

* Offered management position for their branch in Cape Town whilst under employment at

Nashua in 2001 and 2002

Reason for leaving: N o growth opportunities in PE

RESPONSIBILITIES AS FLOOR MANAGER & DESIGNER @ FUDGE CLASSICS: January 97 –January 1998

• Always be at the shop front to welcome patrons.

• Window dressing

• Keep shop front clean and tidy at all times

• Aid in designing outfits according to client requirements and specifications; keeping

to the specific look that Fudge Classics is renowned for.

• Send design drawing to Head Designer for quotation

• Setup fitting appointments and aid in the dress fitting process

• Responsible for Cash Box and Invoicing

• Responsible for stock control

• Organize and work at Bridal Fair/ Get models fitted and ready for fashion show

• Create storyboards for Display at Fabric Houses to create’ Brand Awareness’

• Work Monday – Saturday as well as on Public Holidays.

• Created my own labels, known as Crave Clothing and Nicci Elle Creations

Reason for leaving: Wanted to get into sales and earn commission

RESPONSIBILITIES AS COMMODITY BROKER FOR ACCESS INTERNATIONAL:January 1998 –January 1999

• Responsible for the sales of holiday packages (Point System) in De Aar, Ceres, Port

Elizabeth, Aliwal North, Bonnievale, Robertson, Cape Town and surrounding areas.

• Travel for two weeks out of every month.

• Qualify prospective clients

• Setup venue for presentations an hour before the clients arrive

• Be geared up to do the mass presentation daily, before clients are assigned to various

consultants

• Objective is to close the customer within an hour of consulting and acquire a minimum

investment of R10 000, as you forfeit the commission if the client signs later.

• Sign at least 5 clients whilst away, or be liable to pay for company expenses (hotel,

food etc)

• Relay credit card details to manager for immediate payment of the deposit

• Upgrade timeshare customers to the Holiday Club Point System

• Complete contract and sign debit order for investment package and monthly levies

• Network with people in the particular area I am visiting to create awareness of the

product

• Present the Holiday Club package to corporate companies- as an incentive scheme for

employees/ team building getaways

* Was placed as one of the top 50 consultants in the country

Reason for leaving: Travelled away from home 35 weeks a year and wanted to settle down

EDUCATION OVERVIEW

In House Training : Access International Sales Course on ‘Closing Skills’

Time Management & Beyond Selling Seminar

Decision Triggers and Advanced Sales Negotiating Workshop

Consultative Selling Course

Various workshops on Selling Styles and Closing Techniques

Various Sales Training Seminars through Nashua/ Ricoh – office Automation

Various Online T raining Courses through Dimension Data – I T Sales

Various Sales T raining sessions done by Product Managers at Vox- I SP Solutions

Competitor Training- office Automation through Nashua

Sales Guru Courses

Mimecast

Ricoh/ Sharp/ Kyocera/ Lexmark

Equitrac

Cloud/ Data Centre Solutions/ Security and Managed Services (Edubytes)

Unified Collaboration and Communications/ Advanced Infrastructure(Edubytes)

Solution Selling Course – Huwaith Institute (Voted as ‘Class Champion’)

Certifications: Neuro-Linguistic Programming t hrough P oker Room Training

Laserfiche Document Management Software

Workflow Application Software

Scannervision Intelligent Indexing Software

HP

School of Management in Salesmanship t hrough P E Technikon (BEST STUDENT 80%)

Practical Training : Oracle; Siebel; AS400; N t rack Cost Recovery; Sharepoint; Sales Force; Voxal; CRM; Share

e-Linc Exams: Aficio Master Level – P r iports 90%; Sma rtnet Monitor 70%; Duplicator

70%; Internet Basics 92%; Desktop Binder 90%; Security Solutions 80%; Fax 85%;

Copier 80% Connectivity Level- 79% Overall

P C Skills: E XCEL; PowerPoint; Word and Internet

High School: Victoria Park H igh – Passed with Matric in 1993

Current: Business Management @ Boston College

TERTIARY EDUCATION

DIPLOMA IN FASHION DESIGN A N D TECHNOLOGY AT PE T EC H N I KO N: 1994-1997

Communication and Human Resources 64 Percent

Finance and Administration 75 Percent

Computer Studies 87 Percent

Drawing and Illustration 80 Percent

Marketing 75 Percent

Clothing Management and Technology 88 Percent

History of Design 80 Percent

Textiles 86 Percent

Creative Design 83 Percent

Pattern Technology 52 Percent

Garment Technology 55 percent

T ER T IARY ED UCAT IO N ACH I EVE M E N TS:

• Me ri t Award for Academic Excellence in 1994

• Me ri t Award for Academic Excellence in 1995

• Me ri t Award for Academic Excellence in 1996

REFERENCES

Peter Hea rne Managing Di rector for Nashua Eastern Cape Phone:+274*-***-****

Otto Gloss Operations Di rector for Nashua Eastern Cape: +278********

Justin Colyn Branch Manager Nashua CT - Until 2011 Cellular: +278********

M ichelle Van Heerden Corporate Account Manager for Ricoh – Until 2013: +278********

Jayne Reynolds Sales Manager- Major Division for Ricoh SA: +278********

Jan Steenkamp Manager Nashua CT- Until 2010 Cellular:+277********

Zarius Jordaan Regional Sales Manager Nashua: +278********

Benjamin Jamie Financial Manager at Unitrans (Current Ricoh Client)+278********

*Certificates/ Awards and Diploma are available on request*

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