Gordon Rena

Sales Growth & Strategic Account Planning
• Utilise industry knowledge and deep partnerships with the client to develop and execute against strategic account plans, identifying opportunities for growth through upselling and cross selling the Insight portfolio.
• Identify, qualify, and close sales opportunities using the Insight sales methodology to exceed revenue targets and drive profitable margin growth.
• Drive pipeline growth across accounts, ensuring opportunities are evenly distributed.
• Create and update account-specific plans regularly to align with growth objectives to drive profitable growth.
Client Relationships:
• Organise and lead meetings with clients to discuss their needs and provide tailored solutions.
• Build and maintain strong relationships with multiple stakeholders within client organizations to understand their needs, challenges and priorities to translate them into sales opportunities.
• Drive client satisfaction by being the primary point of contact to clients ensuring a timely response to client issues escalating internally where appropriate.
• As a trusted partner, establish and develop strong relationships with clients, vendors, partners and teammates internally ensuring the highest level of client satisfaction through the provision of an exceptional client experience.
Use of CRM & internal processes:
• Utilise internal CRM systems to produce timely and accurate forecast and pipeline data
• Proactively engage with the deal governance process, taking on board feedback as required to refine sales opportunities.
Commercial Acumen:
• Develop sales strategies & drive targeted campaigns based on industry trends, market conditions, and competitor activities to demonstrate awareness of wider industry partners, technologies, and emerging markets.
• Use knowledge of OpEx and CapEx to drive commercial decisions, and other aspects that drive business cases within the client.
Team Collaboration:
• Actively participate in team meetings and contribute to sales strategy development.
• Foster collaboration between sales, marketing, and customer success teams to ensure a coordinated approach to account growth. Share insights, feedback, and best practices to drive collective success.
Continuous Learning
• Stay agile and adapt strategies based on feedback, market dynamics, and changing customer needs.
• Proactively identify opportunities to enhance professional development and skill accreditation.

· Home Computing Initiative - Account Manager Selling into all Public Sector Organisations

· Daily contact with the highest levels of Human Resources within organisations such as The Home Office.

· Skilled in building relationships with customers both reactively and proactively.

· Dealt with customer enquiries in the role of Account Management.

· Account Management for Public Sector North. Regular contact with IT Managers, Finance Managers and Modernising Managers to optimise potential selling opportunities to increase all Public Sector Organisations productivity within Scotland and Northern Ireland.

· Linking relationships between customers and buying organisations such as Authorities Buying Consortium (Councils in Scotland), OGC Buying Solutions (Catalist) and PROC-SNI / APUC (Education Sector Scotland & Northern Ireland).

· Regular contacts with suppliers to increase the awareness of improvement opportunities such as e-procurement, digital recording and transmission of information, networking solutions and web ordering to enable organisations to meet suggested recommendations within The McClelland Review of Public Procurement in Scotland.

· Consistent sales target, forecasting and attrition reporting.

Royal Mail

International Sales Specialist /UK Sales Specialist / International Customer Support

· Managed a portfolio of around four hundred customers that required telephone contact regularly to ensure that all their needs were met.

· Skilled in building relationships with customers both reactively and proactively.

· Dealt with customer enquiries in the role of Account Management, also in the Customer Support role.

· Effectively worked within a very competitive market place where my customers were continually bombarded with offers from other carriers.

· Optimised relationships with customers to ensure that the other carriers are unable to persuade customers to move their business.

· Regularly fed into performance reports.

· Accessed Siebel Web Based Database Capture System everyday to log all work carried out regarding contacts with customers.

· Successfully worked with six Retail Network Managers to help promote the sale of products to Counter staff to help in their ability to sell on to the public.

· Dealt with enquiries from Branch Managers and Sub-postmasters to enable them to solve problems that were relevant to the running of the Retail Network.

· Worked closely with other parts of the business such as Royal Mail and Parcelforce Worldwide, as well as helping to promote Counters products with the public and other companies (especially in the area of Bureau de Change) as part of the marketing team.

· Also had a customer service role dealing with enquiries from Branch Managers and Sub-postmasters

Postal Assistant & Postal Officer - Logistics 1994 – 1998

· Processed orders, and took charge of the Unit in the Manager's absence and then undertook special projects on stock control and budgeting which required direct contact with post office staff in helping solve their problems in stock control.

· Worked for the Cash Remittance Unit at Chester.

· Responsible for Giro Inward and Outward, balancing accounts and other admin duties

· Controlled and ordered stock systems, invoice ratification, met with clients for regular price negotiation particularly in printed stationery.

· Promoted the museum via local media, acting as an educational guide for school parties.