Carlos Sejournant

• Appointed to lead and strategically manage the day-to-day operations of the Key & Speciality Team (12 members), ensuring alignment with company service level agreements across all key accounts, speciality accounts, and publishers. Accountable for workforce planning, workload balancing, and dynamic resource allocation to meet operational and performance targets.
• Actively involved in change management initiatives and project delivery focused on the ongoing development and optimisation of the Key & Speciality function
• Collaborate with publishers to forecast expected volumes during peak trading periods and communicate insights to wider business teams to support strategic resource planning
• Produce and deliver comprehensive monthly business reports for designated Key & Speciality Accounts, highlighting performance metrics and actionable insights
• Contribute effectively to the wider management team through active participation in meetings and strategic discussions
• Provide leadership, coaching, and professional development to team members, fostering a culture of high performance and continuous improvement

• Appointed to relaunch and lead the B2B division across three major retail brands: Cotswold Outdoor, Snow + Rock, and Runners Need. Tasked with designing and executing a new commercial strategy to drive revenue growth across priority sectors: Military, Emergency Services, Education, Charities, Film & TV, and Corporate clients.
• Recruited, developed, and led a small specialist team, delivering end-to-end sales cycle management from lead generation to fulfillment.
• Created new pricing models, client engagement frameworks, and purchasing processes that reduced friction and improved deal velocity
• Assumed full responsibility for pipeline forecasting, P&L ownership, and senior-level reporting to Group stakeholders.
• Actively led complex negotiations, often involving high-spec orders, multi-year tenders, and cross-brand service integrations.

Key Achievements:

• Launched and embedded a refreshed B2B strategy from the ground up.
• Achieved £2M annual revenue in under 12 months through proactive acquisition and upscaling of key accounts.
• Opened new commercial pathways in previously untapped sectors (e.g., Film & TV production).

• Led the institutional sales of Sage Catalyst, an interactive digital learning platform focused on premium social science content. Role covered end-to-end territory management and client development across universities in the South of England, Ireland, and Wales.
• Delivered complex, consultative sales to academic leaders, librarians, procurement officers, and IT teams.
• Designed tailored content access models to suit varying pedagogical and budgetary requirements.
• Collaborated with marketing, product, and support teams to drive platform onboarding, user adoption, and satisfaction.
• Oversaw renewals, upselling, and training cycles to ensure continued platform growth and long-term partnerships.

Key Achievements:

• Grew pipeline value to £1.1M within three months through targeted prospecting and needs-based engagement.
• Achieved 100% client renewal across the portfolio and secured contracts with two new university clients in first year.
• Contributed insights to product feedback loop, helping shape future content delivery and UX features.

• Led commercial operations across UK and international education markets for a provider of curriculum-aligned resources, including textbooks, training, and digital content.
• Managed a team of eight salespeople across territories, overseeing hiring, development, coaching, and target setting.
• Partnered with the Chief Revenue Officer to align sales strategy with product development and marketing execution.
• Developed a more structured approach to account segmentation, channel performance, and funnel visibility.
• Championed a cultural shift from reactive selling to proactive, consultative business development.

Key Achievements:

• Reorganised sales function to reduce duplication and improve regional efficiency.
• Rolled out a structured training programme, which increased close rates by 20% within 3 months.
• Strengthened relationships with MATs (Multi-Academy Trusts) and international distributors.

• Held a critical role in scaling Kortext’s EdTech platform across universities, directly managing relationships with institutional stakeholders including Vice Chancellors, Deans, Programme Directors and Procurement leads.
• Created bespoke strategic account plans for each university partner, aligning with teaching priorities and digital strategy.
• Led the acquisition of new clients, expanded existing contracts, and supported funding applications where relevant.
• Mentored incoming sales staff and contributed to the internal training of new account managers.
• Worked closely with internal implementation and support teams to ensure seamless onboarding and adoption.

Key Achievements:

• Scaled territory revenue from £500K to £4.2M across five years through a mix of acquisition and expansion:
• +200% in 2018/19
• +136% in 2019/20
• +217% in 2020/21
• Established some of the longest-standing and highest-value partnerships in Kortext’s client base.
• Provided feedback that shaped the platform’s reporting and analytics features, improving user insights for institutions.

• Appointed to expand CPI’s footprint in the journals academic printing space by offering tailored print-on-demand and inventory solutions.
• Reframed the company’s offering from transactional printing to strategic publishing partnerships.
• Collaborated with production and logistics to create more agile fulfilment workflows for journal publishers.
• Delivered targeted pitches, proposals, and account-based presentations to major academic publishing clients.

Key Achievements:

• Achieved £1.2M in new business in first year — 100% from net-new clients in the academic publishing sector

• Led the digital transformation initiative within a heritage bookselling business. Responsible for conceptualising, launching, and commercialising Blackwell’s proprietary eBook platform.
• Worked with developers and UX designers to create a seamless, device-agnostic reading experience.
• Ran demos, pilots, and adoption programs across university clients and NHS institutions.
• Coached and managed the Bursary Manager plus delivered training to all retail staff on new the new platform.

Key Achievements:

• Conceived and launched Blackwell’s eTextbook platform.
• Delivered £1.2M in new revenue within the first 12 months.
• Helped position Blackwell’s as a modern digital learning provider alongside traditional retail.