Gemma Dearden

I organise sales - from initial conception of what I want to sell, team meetings about how to implement each project, creating marketing and follow ups. I was approached several times to come to this company having caused a significant financial impact when I took over at Lyreco as a competitor. Peter Handley offered the opportunity to explore how to manage my own sales team, and take different directions making a bigger impact at a smaller company. I have developed my initial sales role into a wider understanding of the business from marketing and product choice, to extending our supplier base and being heavily involved in back office of purchasing and invoicing. I have enjoyed massive freedom to play all roles within the business and create deeper understanding of the process.

We were bought out by a larger organisation - TBSG - which I have been Business Development Manager for the last 2 years. This has provided me with massive diversification opportunity, previously I concentrated on general office products and furniture - but now I have a range of experience selling print, corporate merchandise, managed print contracts, workwear and PPE. I have enjoyed fostering new relationships with our industry experts to grow customers spend and increase reach across accounts, and continue growth in a competitive market with both new and existing clients. As a larger organisation I had the power to manage larger corporate accounts which is varied and thrilling.

I managed a large successful territory with turnover of £400k + per year. We adhered to structured days of cold calling and existing appointments on a rolling 5 week basis, setting relevant objections to maximise revenue opportunities on each call. I organised my own diary to maintain constant flow of sustainable new business of £1000 + per month to keep to grow my area.

I presented on my territory every quarter to a variety of levels of management and I assisted in new recruits training by my exemplary standard of my sales calls.

I enjoyed many sales related rewards and enjoyed the fast paced environment, and this role was a game changer on how to manage myself in a sales environment.

An office based role chasing new business and project managing clients through the entire print process from initial idea, working on artwork, presentations and the final production. I would look for upswell and future projects to maintain our business.

I managed targeted advertising campaigns through portfolio selling from our wide range of media solutions. I amassed a large customer base through a range of industries which I maintained regular contact methods, as well as sourcing new business. All solution sales needed project management from initial concept, proof, selection of titles, even cash collection in a lot of cases to maintain profitable revenue stream. Above my role I became Team Leader, attended our regional Sales Meetings and presented our development and returns, and in turn presented the company vision to the Team back in the office. There were constant tight deadlines with overlapping projects.

An office based role - selling advertising packages in the Classified and Feature Pages through several Titles. I produced weekly and monthly sales projections, hit all targets set and worked effectively within the Team to achieve results on a deadline.

I left this post after being head hunted

I made targeted and qualified appointments for my Field Sales Colleague, organising potential sales and his working week in a large geographical area. Other targets achieved were call rates, call duration, closing new business over the phone, identifying new business or other areas to target. We were expected to present at weekly sales meetings, and were held very accountable for all information.

At GF Design, I made appointments for our Project Managers to sell our rage of Exhibition Stand Design Services, The Directors of the Company parted ways, and I was offered positions in both new companies, I felt Loop was the best dynamic fit for my skill set.

I worked on my existing reputation in the industry to achieve results and projected revenue of over a 6 month period, the prosperity meant we could hire 3 part time sales staff which I oversaw and directed - who they would call, how to target and incentivise them, weekly progress report meetings etc

I often had to call other countries; visit UK based exhibitions, arranging travel and itinerary for colleagues. Unfortunately, after the overseas financial disruption after 9/11, the market became very unpredictable and I took the decision to change industries for stability This was a fantastic opportunity as a new venture; everything was done from scratch, from database creation and implementation to all marketing information.

I managed our main Industrial Contract; it was a demanding role requiring a constant communication with a number of departments, and anticipating peaks and troughs.

I vigorously interviewed, selected and trained candidates, organised travel and was on call for 24 hours a day covering 3 rolling shifts 7 days a week, it was a very demanding role.