Ian Pennington

Topcon Positioning Systems is a global leader in the design, manufacture, and distribution of precision measurement and workflow solutions for the construction, geospatial, and agriculture industries. My position in the organisation was newly created, the aim is to have a holistic view, with sales growth focus, on all laser business across the EMEA region with an annual sales target of €18m for CY25/26.

Core job duties include:

• Formulate and implement sales strategies to achieve revenue targets in the European mass distribution market.
• Develop and nurture relationships with key distributors and sub-distributors across Europe. Monitor their performance and ensure adherence to company goals and standards.
• Identify and capitalize on new market opportunities by expanding distribution networks and managing regional sales growth initiatives.
• Track sales performance, analyse sales trends, and provide accurate sales forecasts. Collaborate with management to adjust strategies based on market conditions and performance data.
• Lead contract negotiations with distributors, ensuring agreements align with company objectives and legal requirements. Maintain compliance with distribution laws and regulations.
• Provide feedback to Product Management on market trends and needs for future product portfolio.
• Work closely with senior leadership, marketing, logistics and product teams to ensure that product distribution aligns with the company's overall strategy.
• Conduct regular visits to key partners, trade shows, and industry events to strengthen relationships and stay current on market developments.

Within my first three months I have generated and secured two new master dealer contracts in the United Kingdom and Ireland respectively, plus one other new strategic key account, with a combined year one projected DNET contract value of approx. €3m.

As part of FTSE100 Ashtead Group plc, Sunbelt Rentals is the leader in equipment rentals in the UK, US and Canada - as well as specialist operations in Europe.

My key responsibilities included providing both strategic and tactical leadership and direction to the Regional Sales Team to ensure that sales targets were achieved and exceeded, our technical experts are utilised effectively and an exceptional customer experience delivered.

• Exceeded revenue target and budget expectations by growing sales/improving discount margins/improving ROI. Total monthly sales revenue increased from £1.8m to £2.1m.
• Recruited and developed an outstanding sales team.
• Worked collaboratively across the whole sales organisation in Sunbelt Rentals to ensure the survey portfolio was understood thus reducing leakage with key customers.
• Increased the customer base by introducing new innovative products attractive to wider audience outside the traditional Construction sector.
• Reduced customer attrition rates by implementing measures to improve and better execute the overall customer experience.

Prolec specialises in cutting-edge safety systems for heavy plant machinery, with a strong focus on innovation and customer satisfaction.

Responsible for driving UK revenue growth and ensuring the company met its financial sales targets. Set strategic goals by leveraging off my extensive experience and Construction industry connections, I will be able to identify and capitalise on new business opportunities.

• Designed a strategy to win new business and maximise selling opportunities among both existing and new clients.
• Generate leads to bring in new client revenue and improve bottom-line profitability.
• Draw on understanding of key markets to push development of business strategies.
• Identify opportunities to drive business growth, diversification and expansion.

Trimble Inc. is an American software, hardware, and services technology company. Trimble supports global industries in building & construction, agriculture, geospatial, natural resources and utilities, governments, transportation and others. Annual revenue of 3.8 billion in 2023.

During a 12 year career, I occupied a number of different senior sales roles within the organisation:

Director of Global Business Development part of the Strategic Accounts & Major Projects Group (March 2023 - March 2024)

Create, own and manage the strategic business plan to better address the growing and highly lucrative equipment rental market by forging strong relationships with the leading rental companies World wide in collaboration with all relevant Trimble stakeholders.

• Today the equipment rental industry World wide generates around $150 billion in annual revenue, the top 25 rental companies spent on average $5 billion each year in keeping their fleets up to date with the latest technology.
• My role was to lead a team and build strategic relationships with partners at multiple levels in assigned rental accounts globally.
• Work closely with the top 10 global players in the market as identified by the IRN (International Rental News).
• Work closely with marketing, support, engineering and product management to deliver on objectives.
• Met assigned targets for sales volume and strategic objectives for the global rental market, $100 million in year one.
• Proactively lead a planning process that develops performance objectives. financial targets and critical milestones for distributor and reseller partners. The rental go to market strategy sat outside of Trimble's normal route to market.
• Foster a high level of cross-sector collaboration.
• Meet assigned targets for sales volume and strategic objectives in assigned territory (Americas, EMEA, APAC).
• Manage potential channel conflict with other sales channels by fostering communication internally and externally and through strict adherence to channel rules of engagement.
• Ensure distributor and reseller compliance with agreements.
• Direct the resolution of highly complex or unusual business problems by applying advanced analytical thought and judgment.
• Apply broad industry knowledge and commercial awareness to drive financial and operational performance across areas of responsibility.
• Maintain high end-user satisfaction ratings that meet company standards.

Regional Sales Manager - Geospatial EMEA - Vertical markets (Jan 2021 - Mar 2023)

In this role I was tasked to develop new revenue opportunities in market sectors that sat outside our usually perceived and traditional revenue streams. I accomplished this by driving a direct led indirect sales initiative on specific market applications such as Rental, FTTH (Fibre-to-the-Home) and GIS (Geographic Information Systems).

• Secured a frame agreement with Sunbelt Rentals Inc. the second largest rental company in the World in terms of revenue and scale.
• Generated company growth through market expansion and sales.
• Developed new ideas and thought creatively to grow business and enhance profitability and revenue.

Regional Sales Manager - Spectra Geospatial EMEA (Jan 2019 - Jan 2021)

Responsible for a business generating $14m PA in sales across, Europe, the Middle East and Africa.

• Achieved annual targets despite working through the Covid 19 pandemic.
• Monitored external sales team performance, providing effective training to help reach revenue and profit targets.
• Hired and trained dedicated and high-achieving sales teams.
• Maintained regular contact and strong relationships with existing customers by providing comprehensive support.
• Carried out sales visits to current and prospective customers.
• Analysed sales to identify top-performing products.
• Retained existing customers and substantially grew customer base, product line and sales volume.
• Prioritized and followed up on critical leads to boost new customer onboarding.
• Identified and qualified new sales prospects to continually meet targets.

Strategic Key Account Manager - Trimble Geospatial EMEA (Feb 2017 - Jan 2019)

Tasked to explore new revenue streams and to build stronger business relationships with strategically important accounts independently from the companies external channel partners.

• Communicated new products and services to drive customer interest and boost sales.
• Monitored commercial performance of full portfolio, scheduling consistent follow-ups with each account.
• Employed exceptional rapport-building skills to nurture key relationships with strategically important professional bodies operating within the UK Geospatial sector > Esri UK, The Survey Association, Institution of Civil Engineers, Royal Institute of Chartered Surveyors and the Geospatial Commission.
• Drew on understanding of key markets to push development of business strategies.
• Reported to senior leadership on latest research on market insights, industry trends and expansion opportunities.

Sales Account Manager (UK & Benelux) - Trimble Geospatial EMEA (Apr 2014 - Feb 2017)

Dealer management of external channel partners in the UK & Benelux.

• 2014 Trimble 'Geospatial Sales Person of the Year' for the highest in terms of revenue growth against budget.
• Fostered exceptional client rapport, increasing long-term retention and satisfaction.
• Grew sales and consistently exceeded revenue-related KPIs.
• Drafted sales reports and analysed findings for management presentations.
• Generated new prospect leads through industry networking and strategic ambassador partnerships.
• Monitored competitor activities, responding creatively to maintain relevancy and competitors
• Created seasonal sales plans with varying stock and promotional strategies.

Regional Sales Manager (Northern Europe) - Spectra Precision (Jan 2012 - Apr 2014)

Established a completely new network of external dealers and distribution partners in multiple Countries across Northern Europe to ensure company growth targets and expectations where met.

• Grew annual revenue by 75% with targeted sales and marketing strategy.
• Optimized sales methods to best engage, acquire and retain customers.
• Customized promotional strategies to meet needs of different clients, products and services.
• Developed marketing plans to support department strategies.
• Evaluated sales and service processes to generate targeted improvement strategies and increase revenue opportunities.
• Maintained ownership of sales pipeline, sourcing and developing new business opportunities to drive sales.

Hexagon’s Geosystems division provides a comprehensive portfolio of digital solutions that capture, measure, and visualise the physical world and enable data-driven transformation across industry ecosystems.

• Responsible for managing the Speedy Hire account with an annual spend of $8m USD per year.
• Represented Leica's business interests in front of Speedy's extensive portfolio of tier one Construction customers.
• 2009 Leica UK (Hexagon) Geomatics Sales Person of the Year.
• Drove business growth within specified sales territories through strategic and tactical solution implementation.
• Communicated new products and services to drive customer interest and boost sales.
• Reported on account progress, targets and forecasts and sought solutions to performance issues.

KOREC specialises in providing measurement solutions, surveying equipment & mapping systems for the geospatial, engineering & construction sectors in the UK and Ireland.

• 10 year direct sales career with one of Trimble's largest distribution partners Worldwide.
• Sales territory was North West England, North Wales and the Isle of Man.
• Technically competent with the entire product portfolio (Total Stations, GNSS and software).
• Consistently one of the highest sales performers in terms of revenue generation (circa £1.5m per year).
• Consistently met or exceeded established KPIs and targets.
• Drove sales and increased revenue through solid negotiation and closing skills.
• Used exceptional relationship building abilities to establish, develop and maintain positive business and customer links.
• Built and cultivated strong network of lucrative clients.

Delivered comprehensive self-financing publishing solutions to public sector, emphasising integrity and quality.

Served as an estate agency situated on Wirral, dedicated to selling and letting commercial properties and businesses.

Served as Manchester estate agency focused on sales and lettings of commercial properties and businesses.