May 2024 – Apr 2026 · 1 yr 11 mos · City Of London

• Key Results
• Recruited by this global market leader in Data Analytics, AI, Digital Transformation and Operations to a commercial role responsible for securing new business and the growth of existing key accounts
• Leads a diverse team of 4 indirect reports in remote locations across India
• Identifies new opportunities for growth, collaborating with adjacent teams to develop a robust sales pipeline with 54% of new meetings being self-generated
• Achieved notable successes, recognised by Management and Team for significant performance milestones - i.e. signed first new logo deal within 4 months of start date, 11 NDAs with new logos and 6 deals with existing clients

Oct 2023 – May 2024 · 7 mos · London, England, United Kingdom

• Key Results:
• Appointed by the CEO to retain and grow existing accounts, focusing on the promotion and adoption of the SaaS solution SKUtrak Demand Intelligence Platform, equipping grocery suppliers with insights into product movement
• Built a network of influential clients, achieving measurable gains for the company as a result of successful relationship building strategies, with client Champions, Economic Buyers and Executives
• Key contributor to Executive Committee discussions on product, position, and pricing strategies
• Created, initiated and chaired Project Pit Stop, a company-wide innovation project focussed on improving customer retention, segmentation and expansion of existing business
• Acted as key member of Project TruDemand, a unique consolidated data offering for clients
• Managed to reverse a major customer cancellation, resulting in the first 3-year deal for the company, through intensive change management support, training and demonstration of value to more stakeholders
• Achieved in excess of 10 signed new deals, a 93% retention rate (an improvement of 5%) and a 50% expansion from existing business

Aug 2021 – Oct 2023 · 2 yrs 2 mos · London, England, United Kingdom · Hybrid

• Key Results:
• Maintained 85% GDR in Economic Downturn
• Partnered with GTM Sales around Account Selling Function to improve NDR
• Instituted Global Business Value Review Program
• Hired and Cultivated Team to 11 Global (direct 4 and indirect 7)
• Launched and championed NPS Process across all customers elevating metrics across all categories
• Secured first multi-year subscription renewal in the business
• Improved team engagement score quarter-on-quarter in 2022 which led to achieving engagement rates of 71% for client strategy (up from 50%), and 95% for customer success (23% higher than company average).
• Key Responsibilities:
• Leading the development of long-term organisational client strategy, setting tactics to increase customer retention rates through effective communication and relationship management.
• Mobilising a team of Client Strategy Directors and Customer Success Managers across London, New York and South Africa encompassing all retention and growth of the existing customer base, serving as a member of Leadership Team.
• Maintaining and cultivating relationships with clients up to C-level, holding responsibility for weekly financial reporting to the Executive Team and working under directive of the CEO.
• Influencing client meetings at senior level to ensure usage of programme, value and ROI are being received, developing new client relationships and managing existing relationships with existing clients to ensure high levels of satisfaction.
• Monitoring client accounts to ensure that they are satisfied with their experience with the company’s products and services, managing all facets of the client relationships: including identification, acquisition, engagement, retention, and growth.
• Adoption, onboarding and implementation of Trendscope tool within the customers organisation.

Aug 2020 – Aug 2021 · 1 yr

• Key Results:
• Achieved revenue growth of 17% year-on-year within a Business Development role, by directing a team of sales professionals towards converting inbound and outbound leads.
• Secured a £100k multiple project contract with PepsiCo, which aligned with NielsenIQ’s Turkey’s offering.
• Generated annuity income of up £135k, through comprehensive focus on client retention, growth, and engagement.
• Formed strong relationships with a number of prominent clients; including Coca Cola, PepsiCo, Beiersdorf, Tiger Brands, Unilever, P&G, Nestle, Colgate, Reckitt, Danone, and Mondelez.
• Fulfilled the role of NPS Champion for Intelligent Analytics in South Africa.
• Implemented training and development initiatives for 5 staff, by providing impactful leadership, coaching, and mentorship, which supported the organisation’s strategic objectives in the personal and professional development of key staff members.
• Contributed to the career progressions of staff members, by facilitating career development discussions, which resulted in promotions for 2 staff members to Associate Director level, and a Junior Analytics Consultant, to Analytics Consultant.
• Key Responsibilities:
• Head of Department and Intelligent Analytics Lead for a global measurement and data analytics company for retail and manufacturer intelligence.
• Operated as a member of the Executive Team, defined and managed company strategies and overall vision, controlled a diverse portfolio of customisable solutions and capabilities, collaborated with clients in identifying requirements and recommending suitable projects to achieve positive outcomes.

May 2019 – Aug 2020 · 1 yr 3 mos

• Key Results:
• Achieved growth targets of 20% within 6 months of start date, in addition to meeting quarterly sales targets.
• Received ‘Simply Excellence Gold Award’ for exemplifying core value of "Engage, Include & Decide".
• Participated in the Sales Effectiveness Leadership Exchange Programme to Istanbul.
• Key Responsibilities:
• Led the local Sales Effectiveness and Analytics teams, built relationships internally across multiple locations and departments and externally with clients, identified new business opportunities, initiated client account plans to ensure individual strategies by client were planned and implemented.
• Member of Executive Team.

Feb 2015 – Oct 2018 · 3 yrs 8 mos

• Key Results:
• Responsible for 86% of company revenue.
• Strategically spearheaded the successful delivery of an efficiency project; identified time saving solutions, as well as significant process improvements, which resulted in a 10% reduction in time spent on non-client work.
• Acquired the company’s largest analytics project (£45k), through effective client engagement and internal cross functional collaboration.
• Key Responsibilities:
• National Group Account Director for a leading provider of big data, predictive analytics and forward-looking insights that help CPG, OTC healthcare, retailers and media companies to grow their businesses.
• Led team of 3 direct reports and 35 indirect reports in multiple locations, communicated objectives, monitored deliverables to ensure team attained performance targets.
• Served as Member of the Executive Team, tasked with defining, shaping, and executing robust strategies and projects while providing comprehensive status updates, ensured alignment with overall objectives.
• Managed and built relationships with clients and ensured timely processing of contract renewals, collaborated closely with clients to ascertain requirements and make recommendations.

Jan 2014 – Feb 2015 · 1 yr 1 mo

• As the JHB Group Account Director, I was accountable for leading the Johannesburg client service team, ensuring effective allocation of resources and monitoring project deliverables, including timelines and project spend, to successfully fulfil client requirements. To achieve growth, I developed and implemented successful strategies. I actively managed and mentored employees, defined KPIs, evaluated performance, held performance feedback discussions on regular intervals, and identified training and development requirements. Key to this role was my success in expertly enhancing bilateral relationships with clients and key stakeholders and supported new business development.
• Key achievements include
• Awarded the “Abundant Spirit & Keeping the Flag Flying Aztecer” of the year, 2014, one of three awards as voted by the entire company
• Expertly led the remaining team, during a period of great uncertainty and significant senior management turnover, by maintaining structure and stability
• Provided comprehensive and informative remote mentorship and coaching to individuals based in Cape Town

Sep 2012 – Dec 2013 · 1 yr 3 mos

• As an Account Director, I monitored the development of multiple presentations and projects, including brief, analysis of sales data and presenting insightful findings to clients. I promptly resolved project and client issues and actively focussed on successfully developing existing client and new client relationships. Additionally, I delivered informative and comprehensive training to new employees while managing a team.
• Having returned to IRI South Africa after a number of years, I quickly assimilated business and team changes and successfully gained trust and credibility within a short period of time.

Sep 2010 – Aug 2012 · 1 yr 11 mos

• As an Account Manager, I successfully managed and enhanced all client relationships, satisfied sales targets by acquiring new business, expertly developing new proposals, accountable for all costing and budgets, effectively monitoring timelines to ensure team fulfils deadlines.
• Notable achievements within this role include
• Secured a number of highly reputable clients, a first for the organisation, including Hollard Insurance, Investec customer experience and BP Mystery Shopper project
• Successfully achieved sales stretch targets established by the CEO for the sales team and awarded an iPad in recognition
• Instrumental in strategically managing projects from sale to delivery through effective collaboration with internal analysts, financial manager and project manager
• Ensured annuity income through comprehensive focus on client retention and engagement

Mar 2008 – Aug 2010 · 2 yrs 5 mos

• Overseeing presentation development (brief, analysis of sales data and presenting insights to clients), building relationships with key client contacts, training new joiners to the business, running monthly data management processes, managing a team, multiple clients and projects, and troubleshooting where necessary to resolve issues.
• Attended the following training programs:
• Business Presentation Group - Present with Confidence
• Synovate 3T Programme – Train the Trainer

Nov 2004 – Jun 2006 · 1 yr 7 mos

• Managing projects from concept to the Woolworths wine shelf

Feb 2004 – Sep 2004 · 7 mos

• Building relationships with clients, selling stand space for the Good Food and Wine Show, coordinated and ran the Swiss International Air Lines Wine Awards 2004 liaising with wine-makers and international tasters