Adrian Lawrence
Llansantffraid,Powys,
Summary
Senior account sales professional with 39 years of experience in territory management, key account management, and national sales leadership. Proven track record of exceeding sales targets through exceptional negotiation skills and market insight. Strong communicator with expertise in CRM systems and data analysis, skilled in delivering impactful presentations. Focused on leveraging market knowledge to drive growth and enhance customer satisfaction.
Overview
32
32
years of professional experience
Work history
Senior account manager
Norbrook
Northampton, Northamptonshire
05.2017 - Current
- Boosted revenue from £1,500,000 to £2,400,000 through my territory and intoduced new Norbrook products.
- Interfaced with customers, identified their needs, provided recommendations and solutions, and up-sold higher margin products
- Managed £2,400,000 sales portfolio.
- Developed and significantly grew my territory in year one by 24%, maintained this growth in year two, and grew a further 17% in year three.
- Surpassed revenue goals by 20% % in year one, and 6% in year 3.
- Navigated through Covid 19.
- Grew business during pandemic.
- Consistently hit and exceeded targets and bonus structures.
- Mentored new starters, and created an enviable Team ethos within the industry.
- Trained in negotiations and time management, pivot table, gap analysis and CRM compliant.
- Exceeded sales goals and improved profitability by developing Key accounts and business plans.
- Retained existing customers and consistantly grew customer sales volume and loyalty with new products and unique service plans.
- Planned and developed strategies to increase sales and territory market share with Key accounts.
- Exceeded sales goals and improved profitability by developing sales strategies and business plans according to market trends.
Uk Sales Manager
Kilco
Lockerbie, Dumfrishire.
08.2013 - 05.2017
- Managed, Supervised, coached, and mentored 6 members of sales staff.
- Devised training academy to transfer technical knowledge and sales skills to key customer sales teams which resulted in 20% growth in revenue in following 3 years.
- Spearheaded Extremely successful “commando raids” in targeted areas of UK with Key accounts to gain back lost business.
- Aided senior leadership during executive decision-making process, generating data reports and analysis to improve operational efficiencies.
- Monitored sales team performance, also introduced CRM system and provided effective training to help reach sales targets.
- Organised quarterly sales meetings with all sales staff, senior management to track company performance and increase morale.
- Secured sales targets by building successful sales team, preparing yearly sales and marketing budgets and implementing strategic action plans.
- Resolved average of 60 customer complaints per month regarding sales and service and product quality.
- Generated company growth for 4 consecutive years through market expansion and strong relationships with Key accounts.
- Managed employee performance reviews to build an enviable team to all our competitors.
- Tracked weekly sales to develop senior leadership reports for action planning.
- Negotiated pricing and discount structure with distributors and customers to optimise company profit.
- Participated in weekly conference calls with sales team to discuss and track market intelligence, trends, and awareness.
- Trained all sales staff in negotiations, deal closing and time management.
- Boosted revenue from £7000000 to £9000000 annually with Kilco branded products.
- Managed £9000000 sales portfolio.
Area Sales Manager
Kilco
Lockerbie, Dumfrishire
11.2001 - 08.2013
- Boosted revenue from £400,000 to £2,400,000 annually within 8 years with Kilco products.
- Collected customer and market feedback and reported information to company leadership team.
- Retained and significantly grew existing customers and substantially grew customer base, product line and sales volume.
- Worked daily with my regional customers sales staff of 14 members.
- Introduced new products to market, helping to increase profits in my region by £60,0000.
- Expanded market share by 500% in 8 years by increasing sales to retailers and distributors.
- Built lasting relationships with clients through outstanding customer service regular dual calling on end user.
- Led startup of 2 new significant customers who grew from £0 to £300,000, and £1,200,000.
- Interfaced with customers and end users to determine needs, provided recommendations and up-sold services.
- Managed £2,400,000 sales portfolio.
- Forecasted product sales and achieved quarterly and annual sales objectives, and bonuses.
- Developed and significantly grew my territory over 8 years.
- Negotiated pricing with distributors and customers to optimise cost savings.
- Grew number of customers by 15 % in 8 years.
- Organised and worked on regional and national trade exhibitions throughout UK with enviable success year on year.
- Resolved average of 20 customer complaints per month regarding sales and service.
- Trained in negotiations and time management and sales pivot table skills.
Area Sales Executive
Farmsense
Lytham, Lancashire
11.1996 - 11.2001
- Built rapport with key retail accounts by staff training their employees and evening meetings with end users.
- Retained existing customers and substantially grew customer base, product line and sales volume.
- Cultivated relationships with Key accounts, prospects and buyers to drive profit opportunities.
- Key member of sales staff at regional and national trade exhibitions with excellent results.
- Collected customer and market feedback and reported information to company director.
- Forecasted product sales and achieved quarterly and annual sales objectives.
- Surpassed revenue goals by 10% through strategic and customer loyalty scheme.
- Interfaced daily with customers, determined needs, provided recommendations and up-sold services.
- Negotiated pricing with distributors and customers to optimise customer profits.
- Boosted revenue from £150,000 to £1,000,000 annually with Farmsense products.
- Developed and significantly grew my territory over 5 years .
Area Sales Representative
Balanced Feeds Ltd
Macclesfield, Cheshire
04.1994 - 11.1996
- Maintained positive, productive professional client relationships for continued loyalty and consistent investment.
- Positively influenced customer base through daily 8-10 customers visits per day.
- Educated customers on new unique product, and built area up from zero tonnage £0 to 4000 tonnes at a value of £565,000 annually.
- Managed pitching and presentations for a diverse client base, closing high-value deals through subtle persuasion and negotiation skills.
- Delivered an exceptional level of service to each customer by listening to concerns and answering questions.
- Carried out day-day-day farm calling duties accurately and efficiently.
- Grew client base through continued levels of outstanding service.
Education
NCAH - Animal Health.
NOAH
05.2019
RAMA (SQP)
Harper Adams08.2021
Level 4 Sales Negotiating - Sales Process, And Deal Closing.
Sam Foy Sales Academy.
07.2000
Skills
Senior account and key account management
National sales leadership
Sales negotiation expertise
Relationship building
Market intelligence
Communication proficiency
Presentation skills (Zoom/Teams)
CRM expertise
Data analysis (pivot tables)
Brand development
Adaptability and dependability
Trustworthiness and reliability
Consistent overachievement
Industry experience (39 years)
Timeline
Senior account manager
Norbrook
05.2017 - Current
Uk Sales Manager
Kilco
08.2013 - 05.2017
Area Sales Manager
Kilco
11.2001 - 08.2013
Area Sales Executive
Farmsense
11.1996 - 11.2001
Area Sales Representative
Balanced Feeds Ltd
04.1994 - 11.1996
NCAH - Animal Health.
NOAH
RAMA (SQP)
Level 4 Sales Negotiating - Sales Process, And Deal Closing.
Sam Foy Sales Academy.