Ian David HARMAN

• Leading UK Key City Merchant Acquisition Program in Financial Services sector for American Express.
• Launched SIG Management Committee in 2023.
• Exceptional results, delivery of 2022 American Express Client Budget; 3500+ new merchant signups; 102% delivery of FY
• Managed team of 29 FSE & FSM's across Eng & Scot region.
• Recruited, trained, and mentored high performing field-based sales team, Field Managers and Data Analysts. Delivered results even with significant churn due to challenge of direct selling.
• Created new commission structure driving performance +33% in Yr
• Full entry and exit audit compliance for all merchants
• Analysis and Insight from Salesforce CRM for 75,000 merchant records
• Critical stakeholder management between conflicting interests of sales pipeline (agency) and compliance. (client)
• Created and implemented new full cycle sales process 'Sign Up to Set Up'.
• Wrote and launched Digital Education program to enable new starters and under performers to build knowledge base and to confirm quality of understanding through Digital exams
• Cultivated strong relationships with American Express MD & Director of Small Merchants to support future business growth objectives and deliver targets.
• Led process for accreditation on Ecovadis and B-Corp.

• Joined start up CBD manufacturing business as entrepreneurial foot into booming CBD industry.
• Enterprise selling; won and then managed TRIP CBD account which most successful UK CBD brand. Fully listed in all Grocery Multiples. Zero to multi million revenue in 12 months.
• Project managed creation of bespoke CBD products mainly in cosmetics sector. Sourced primary cosmetics ingredients and bottles/packaging.
• Helped create develop brand packaging and design with label and packaging print companies.
• Exhibition and key networking events to spread brand name and white label manufacturing capabilities.
• Instrumental in website development for Taylor Mammon.
• Taylor Mammon sold to GenCanna, US CBD Powerhouse which is why I left to join Service Innovation Group

• Headhunted by UK CEO of Reach (became Acosta) to set up Sales & Marketing agency in Australia
• Won new $2m business client in Yr 1 with Reckitt Benckiser in Australia and New Zealand, resourced office in Melbourne and recruited data analyst in-plant at RB Sydney office
• Promoted to UK GM and returned post Acosta acquisition (previously Reach) in 2018
• Enterprise Sales - Won £10m new business client, Heineken in 2018
• Over saw £52m of client business and >60 reports
• Involved with pre-sale due diligence and post-sale strategic planning.
• Monitored and evaluated teams, identifying and targeting opportunities for improvement.
• Empowered staff members to contribute to continuous improvement, quality and growth of company.
• Role became redundant after Acosta changed business structure.

• Recruited in the UK to relocate to Australia and lead L'Oréal Professional Business Unit, c$35m T/O and 58 staff
• Transformed culture and improved stakeholder alignment delivering growth in 2015 after 10 years of decline
• Course Correction in strategy to invest in client (B2B) satisfaction in return for purchase loyalty
• Brand Building; Launched client value added education program held in local state sin return for buying commitment and forecast accuracy.
• Member of Management Committee for L'Oréal ANZ
• Full Budget and P&L accountability
• Delivered new Digital Initiative for Hair loss product launch interviewing consumers for product experience and testimonials
• Won media award at AHFW Awards
• APAC Zone best in class award for my Sales Commission ‘Tour de

France' Incentive

• Boosted commitment, forecasting and new business results in 2015.

• Headhunted to lead newly acquired Fudge Hair brand and form part of new PZ Cussons Board
• Post-acquisition strategic plan created and signed off by PLC board in Nov 2012
• Recruited Digital Team to help build Fudge digital eco system and develop it to be first real digital global hair brand
• Set up new Distribution network on US West Coast
• 100% Globally Distributed brand. Managed complex legacy contract agreements post acquisition.

• Over 9 years from set up to being bought by Unilever in 2009 for $411m
• Integral to cultural and commercial development of iconic cool hair brand
• Built and consolidated multiple sales and educational teams in UK and across Europe through 3rd party distributors
• Part of global board for TIGI and Unilever Hair division
• 9m - £32m T/O growth in UK over 9 years
• Distribution base from 800 to 5000+ in same period.
• Regarded as instrumental in growth and brand reputation of this brand within Professional Hair Industry.
• Managed team of 52 Reps, 8 Mgr., Wholesale, Distributor and E -Commerce across EU region.
• Leveraged trends in customer industries and marketplaces to shape value-added solutions and approaches.

• Oversaw sales and marketing for national account portfolio totalling £3.3m in annual sales.
• Used outstanding negotiation skills to secure new contracts generating £1+ in additional sales for key national chains like Headmasters, Rush, Saks and Charles Worthington
• Drove account strategy, conducting customer performance reviews to determine strengths, weaknesses and opportunities.
• Managed 9 critical long-term customer relationships, totalling annual revenue of £3m with iconic clients like John Frieda and Trevor Sorbie.

• Pure F2F selling in challenging environment. Selling expensive chocolate in South London!
• Traditional Sales Presenter and Upper case selling, raw and uncomplicated presentation, overcoming objectives and closing.
• Relentless pursuit of targets,
• Territory Manager of there Year 1997 aged 25 in a team of 50+ year olds
• I learned everything I needed to understand about selling, persuasion, durability and closing the sale.