James McLernon
Glasgow,Scotland
Summary
Dynamic and results-driven Head of Commercial with extensive experience in sales management, B2B sales, and strategic account development. Demonstrates a strong ability to lead team development and business growth through value-added presentations and powerful negotiation skills. Adept at customer assessment and analysis, with in-depth knowledge of Salesforce and proficiency in Excel, PowerPoint, and Word. Known for an enthusiastic yet professional demeanour, goal-oriented approach, and positive attitude. Committed to leveraging strong interpersonal skills to drive success in competitive markets.
Overview
28
28
years of professional experience
4
4
years of post-secondary education
Work History
Head Of Commercial
Carbon Energy Savings Ltd
UK
04.2023 - Current
- Launched the new commercial division within the company
- Recognizing a growing demand for renewable energy solutions, I identified an untapped opportunity in the commercial sector. The goal was to create a division that would not only expand the company’s market share but also contribute to sustainability efforts by targeting businesses that could benefit from solar energy solutions.
- conducted thorough market research to understand the unique needs of commercial clients, including financial incentives, regulatory environments, and energy consumption patterns.
- recruited and trained a dedicated team of sales professionals with expertise in the commercial market. I focused on hiring individuals with experience in both solar technology and B2B sales.
- Building strong relationships with key stakeholders, such as commercial property owners, developers, and energy consultants, was a critical component. I worked to establish strategic partnerships and alliances, including with financing providers who could help businesses with solar installation costs.
- To support the sales process, I oversaw the development of targeted marketing materials, including a new CRM, ROI calculators, and presentations.
- set up a structured sales process, from lead generation to closing deals. This included using CRM tools to track potential clients and monitor progress. The focus was on consultative selling, where the team would work closely with businesses to understand their energy needs and provide customized solar solutions.
- The division was built with a focus on adaptability and growth. Regular feedback from the sales team, clients, and partners helped refine our approach, improve customer satisfaction, and ensure the continued growth of the division.
Senior Business Development Manager
Hystat Systems
04.2022 - 04.2023
- Collaborated with cross-company departments, developing new strategies to capitalise on emerging customer trends.
- Drew on understanding of key markets to push development of business strategies.
- Maintained client records in bespoke CRM systems, ensuring streamlined data processes for maximum efficiency.
- Influenced key decision-making and established trust with stakeholders.
- Closed complex, lucrative deals with new customers.
- Designed strategy to win new business and maximise selling opportunities among existing clients, achieving lucrative results.
- Overseeing key accounts in UK, Europe and America, making sure quoting and delivery dates are being met.
Regional Sales Manager
NVent Solutions
, UK & Ireland
09.2018 - 04.2022
- Experienced Sales Manager with a demonstrated history of working in the electrical and electronic manufacturing industry.
- Part of a European sales team with frequent travel within the UK and Europe.
- Initiated and elevated new business opportunities by implementing effective networking strategies.
- Created professional sales presentations to creatively communicate product quality and market comparisons.
- Sales, Account Management, Negotiation.
- Presentation, Demonstration, Trade show/ Innovation days
- Technical Support, After sales
- Strong sale manager with results-focused drive and hard-working attitude.
- Managed European sales team on interim basis successfully with man management and motivation to encourage success
Regional Sales Manager
Kemppi UK Ltd
Scotland/Ireland
10.2011 - 08.2018
- Managed a portfolio of 40 accounts across UK & Ireland
- Oversaw sales forecasting, goal setting and performance reporting for all accounts
- Increased sales volume by adding new accounts in my regions
- Negotiated prices, terms of sale and service agreements.
- Organised joint sales calls with current customers and outside vendors.
- Increased sales by 141% between 2011 & 2017 generating £6,424,455in revenue.
- Exceeded sales targets regularly
- Customer Industries - Oil & Gas, Construction, Shipbuilding, Renewables
- Presenting and demonstrated Welding equipment including Mig Tig MMA and Cobots
- Regularly travelled across Scotland Ireland & Cumbria.
- Occasional travel across Europe
Welder/Fabricator
Ironcraft Steel Fabrications
, Scotland
08.1997 - 10.2011
- 1997 - 2001 apprenticeship in Welding & Fabrication
- 2001 - 2004 time served Welder Fabricator
- 2004 - 2011 Fabrication Manager
- Played key role in designing gates, hand rails & railings.
- Automated Gates
- Managed welding squads ranging from 4 to 15 Welder Fabricators
- Liaised with customers to discuss design price & fitting
- pricing
- Created proposals for new and repeat customer business transactions.
- Contacted regular and prospective customers to explain product features and solicit orders.
- Consulted with clients after sales and contract signings to resolve problems and provide ongoing support.
Education
SVQ Level 2 - Welding Fabrication & Technical Drawing
Anniesland College
Glasgow 08.1997 - 05.2001
Skills
- Head of Commercial Sales
- Sales Management
- B2B sales
- Business growth strategy formulation
- Team development
- Customer assessment and analysis
- Strategic account development
- Strong interpersonal skills
- In-depth knowledge of Salesforce
- Microsoft 365
Timeline
Head Of Commercial
Carbon Energy Savings Ltd
04.2023 - Current
Senior Business Development Manager
Hystat Systems
04.2022 - 04.2023
Regional Sales Manager
NVent Solutions
09.2018 - 04.2022
Regional Sales Manager
Kemppi UK Ltd
10.2011 - 08.2018
Welder/Fabricator
Ironcraft Steel Fabrications
08.1997 - 10.2011
SVQ Level 2 - Welding Fabrication & Technical Drawing
Anniesland College
08.1997 - 05.2001
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