Alistair Brown
Magheralin,Northern Ireland
Summary
Proven sales leader with 20 years of HCM sales experience. A strong background in UK Enterprise sales and a track record of growing and scaling high-performing sales teams. Expertise in managing both new business and existing business teams, with a focus on C-Level and Executive selling. Skilled in tech-enabled coaching, forecasting, and business case creation and execution. Proficient in advanced training methodologies including SPIN, Challenger, and Sandler, as well as leveraging technologies such as Salesforce, Clari, Seismic, 6Sense, Storylane, and Loopio to drive results. Committed to delivering sustainable growth through strategic leadership and innovative sales practices.
Overview
22
22
years of professional experience
7
7
years of post-secondary education
Work history
Sales Director - Private Sector
MHR
Ruddington, Nottinghamshire
2019.12 - Current
- Multiple Roles -Sales Manager, Senior Sales Manager, Head of Sales and now Sales Director
- Revenue Responsibility - £80M TCV
- Team Responsibility - Account Management & New Business (45 colleagues)
- Scaled new business team from 8 team member to 16 (SMB/ Mid-Market/ Enterprise)
- Championed staff training programmes, enhancing overall team competency.
- Developed strategic sales plans to enhance market presence.
- Annual new business revenue growth £7M TCV to £25M TCV with targeted sales and marketing strategy.
- Drove process improvements by implementing value based sales strategies.
- Led successful product launches, increasing brand visibility.
- Increased deal closure accuracy with mutual action plans
- Implemented new technology - Sales CPQ, Clari forecasting, Clari Co-pilot & 6Sense
Enterprise Sales Manager
CoreHR
Chiswick, Hounslow
2015.11 - 2019.11
- Contracts Wins – Manchester United F.C, Aston Villa F.C, Bathstore, Northumbria Police, Tyne & Wear Fire, Thomas Miller, Mytime Active
- Contract re-structuring and introduction of services estimation tool
- Sales lead for BDR team and on-boarding
- £15 Million of TCV sold in four years
- Win rate of over 65%
- Top new business Sales Manager in FY2017/18
- Acting Enterprise Sales Director, September 2018 – December 2018
Business Development Manager
Capita HR Solutions
2014.01 - 2015.10
- Contracts Wins – Heineken, Vue Cinemas, Associated British Ports
- Implementation of SF.com
- Introduction of tele-marketing for lead generation
- Established new contract structure – terms of reference, statement of work, SLA
Strategic Account Manager
NGA Human Resources
Hemel Hempstead, Hertfordshire
2009.02 - 2013.12
- Over 20 new name clients in four years
- 50% win percentage
- Year on year revenue growth
- Introduced knowledge database into our bid management team increasing bid accuracy & quality
- Created NHS framework for e-expenses
- First end-to-end HR & Rostering implementation
- First combined HR, Payroll and Flexible Benefits contract combining BPO services
- Leading HR Consultancy exercise on the Isle of Man to include contract harmonisation, employee reward and pay & grading
- Recent new names added University of Sussex, Knowsley Council, AmicusHorizon, Open University, Lancaster City Council, North Yorkshire County Council, Ark Housing, Northumbria Probation Trust, OFCOM, The National Archives
Business Development Manager
NorthgateArinso Reward Solutions
2008.06 - 2009.01
- Established as Strategic Account Manager for the Housing Sector
- Managed re-launch of Flexible Benefits solution
- Created market launch of Equal Pay and Pay & Grading campaigns into private sector
Senior Sales Executive
MHR
2007.04 - 2008.05
Sales Executive
MHR
2005.10 - 2007.03
Sales Executive
BSL
2004.01 - 2005.01
Customer Services
DHL
2003.01 - 2004.01
Education
A-Levels - English, Physics, Business Studies
Heanor Gate Sixth Form
Heanor, Derbyshire 1999.09 - 2001.06
GCSEs -
Heanor Gate School
Heanor, Derbyshire 1994.09 - 1999.06
Skills
- Track record for growing & scaling sales teams
- Strong background in UK Enterprise sales
- Managing new business & existing business teams
- C-Level/ Executive selling
- Tech-enabled coaching & forecasting
- Business case creation & execution
- Training - SPIN, Challenger, Sandler
- Technology - SF, Clari, Seismic, 6Sense, Story lane, Loopio
- Sales training delivery
- Competitor benchmarking
Personal Information
- Health Status: Excellent, Non-smoker
- Date of birth: 10/23/82
- Marital status: Partner
Affiliations
- Football
- Dad of three
- Socialising & eating out
References
References available upon request.
Timeline
Sales Director - Private Sector
MHR
2019.12 - Current
Enterprise Sales Manager
CoreHR
2015.11 - 2019.11
Business Development Manager
Capita HR Solutions
2014.01 - 2015.10
Strategic Account Manager
NGA Human Resources
2009.02 - 2013.12
Business Development Manager
NorthgateArinso Reward Solutions
2008.06 - 2009.01
Senior Sales Executive
MHR
2007.04 - 2008.05
Sales Executive
MHR
2005.10 - 2007.03
Sales Executive
BSL
2004.01 - 2005.01
Customer Services
DHL
2003.01 - 2004.01
A-Levels - English, Physics, Business Studies
Heanor Gate Sixth Form
1999.09 - 2001.06
GCSEs -
Heanor Gate School
1994.09 - 1999.06