Jeremy Hankinson

• Managed a portfolio of 15+ national key accounts across housebuilders and main contractors, driving revenue growth and strengthening long-term partnerships
• Developed and executed a strategic plan to successfully enter the new-build housing market, identifying key opportunities and aligning internal teams
• Collaborated closely with marketing to create targeted materials and campaigns to support market entry and enhance brand presence within the housebuilding sector
• Designed and implemented a CRM-based project tracking system, enabling detailed reporting and improved visibility for both internal stakeholders and clients
• Proactively generated new business opportunities within the new-build and contractor segments, expanding market share
• Worked in partnership with specification teams to secure product specifications on new-build developments and large-scale construction projects
• Managed all commercial aspects of key accounts, including pricing strategies, rebate structures, contract negotiations & pricing
• Supported the technical team in the development of new paint products tailored to meet the requirements of the new-build housing market
• Built strong cross-functional relationships with sales, technical, and marketing teams to deliver a cohesive approach to market penetration
• Provided regular performance analysis and account insights to senior stakeholders to inform strategic decision-making

Brand Development:
· Implement new branding including all business assets and property, ensuring consistency across all areas.

· Develop and enhance the company’s brand identity and reputation within the marketplace through targeted branding and marketing strategies.

· Ensure there is a fit for purpose mission statement and values in place which is align to the brand and promotes a consistent proposition across the business.

Marketing Strategy:

· Develop and implement fit for purpose marketing strategies to promote our services, product, and brand.

· Manage our new company website, ensuring it represent our brand, service offering and structure.

· Own and lead all social media and press releases, ensuring a planned and regular flow of communications.

· Manage and promote the company’s public image including handling media relations.

· Oversee budget management relating to marketing campaigns, initiatives, exhibitions, and seminars, ensuring that marketing efforts are aligned to our goals.

Business Development (BD):

· Develop and execute BD strategy aligned to our overall goals and objectives including defining target markets, clients, and growth opportunities.

· Conduct market research to identify potential new markets, industry trends, and competitor insights.

· Improve client relationship management by building and nurturing strong relationships with key clients and stakeholders to ensure satisfaction and long-term partnerships.

· Analyse and assess potential risks associated with BD opportunities, including financial, legal, and operational considerations, and mitigate risks wherever possible.

· Manage BD budget allocated to BD initiatives and ensuring efficient resource allocation.

Bid Management:

· Manage Bid Manager, oversee and coordinate the bid process from identification to submission and interviews including analysing and evaluating bid proposals created by bid writers.

· Own bid programme and allocation of tenders including evaluation of risk and ensuring bids added are in line with business growth strategy.

· Manage persons responsible for bid prospecting and identification of potential tendering opportunities.

· Implement and monitor adequate tender analysis through data captured on CRM system to best advise the business of success, failings, and future opportunities.

Team Leadership:

· Manage and lead my team, third parties and consultants in my business area, ensuring resources and budgets are allocated to achieve desired outcomes aligned to company targets.

Performance Analysis:

· Analyse business performance against plan relating to agreeable key performance indicators on Growth, Profit, Client Retention, Client NPS/Satisfaction and Market Share.

· Improve use of Bitrix for management information, sales management and monitoring and sales analytics.

· Monitor and report on opportunities from early and lead stage through to bid submission and feedback.

• I was in charge at developing and maintaining relationships with the key clients within Hankinson with the target of 15% growth in 2023, within this role i formulated a revenue strategy which saw Hankinson enter new markets through strategic partnerships and upselling our services. I was able to produce over 40% growth in a short time frame.
• I created a continuous improvements process for our clients to ensure that any form of poor quality or workmanship was acted upon and that lessons were learnt.
• I also created better efficiency's during my time in this role, i developed a process via an application called Goaudits which saw Hankinson move from paper based site inspections and audits, to using an innovative application which has an action management aspect which will improve the overall business and lead to higher client retention.
• I created 5 year growth plans for our clients based on current knowledge of future contracts, industry trends and previous years turnover - this gave the management visibility of the future growth of the business , enhancing the business plans.
• Framework relationship - i was in charge of developing a pipeline of current & future opportunities with existing and targeted framework providers in new and existing sectors. This also involved an engagement strategy with existing framework partners to create growth and stronger relationships.

My responsibilities within this role:

Corporate Responsibility

As part of my responsibilities, I developed a sustainability strategy aimed at achieving net-zero emissions for the business. This strategy was closely integrated with our social value approach and aligned with the 17 United Nations goals. Our main focus was collaborating with the supply chain to provide clients with eco-friendly alternatives, such as environmentally friendly paints and eco friendly materials. Additionally, we implemented measures to ensure effective recycling of materials with proper tracking. Moreover, we transitioned our van fleet to more environmentally friendly vehicles. .

Social Value - Tenders

Within a three-year period, over 100 social value initiatives were carried out across the company, creating a positive culture and a set of values across the business which were linked to relevant government procurement and sector policies, agendas, and procedures. Hankinson were able to grow within the public sector on the back of this achievement and became the leaders in the industry within this field. I was also in charge of the quality submissions for tenders within the business and was successful in achieving consistent high percentages which helped the business win large frameworks and contracts which have become Hankinson's largest clients . I used measurement tools such as HACT and Toms, and utilised Microsoft platforms for reporting.

Key performance measures and results

Along with the customer care manager, I integrated social value and customer care KPIs across the company, which were monitored regularly - in the first year the department delivered 50% over its target.

Resident communication

I was successful in putting together a suite of Hankinson resident communication literature and protocols, which specific for each work type. The focus was on innovation and how we communicate with residents in terms of technology and amid COVID safely.

Case studies

In conjunction with the Bid manager, I put together a matrix of case study requirements, and drove the recording and collection of case studies across the business in a single format including ensuring that relevant photographs were taken during the works.

Apprentice liaison

I was successful at creating a partnership with Wirral met college, in which the company had a 100% apprenticeship retention rate, and through mentoring and coaching, the students have gone on to have a successful career. I assisted in the curriculum at the college and helped develop the student’s employability and life skills.

Customer Satisfaction

Using survey monkey, I put together a quarterly plan with KPIs embedded, in which we surveyed every client to make sure that we were improving on every area as a business and rewarded individual success.

Social Media communication

Within this role I was successful at developing a social media plan and worked closely with an external marketing team – by using analytics, each post was targeted at a specific sector, ensuring that we created a strong reputation amongst the markets we want to operate in, our online followers grew substantially during my time of running the platforms.

• Collaborated cross-functionally with various company departments to formulate innovative strategies, leveraging emerging customer trends effectively.
• Established and managed a robust client pipeline, ensuring monthly targets were consistently met.
• Managed the entire sales process from prospecting potential clients to securing deals, driving successful outcomes.
• Leveraged strategic networking through networking and events, to identify and close lucrative business opportunities, leading to the expansion of valuable client bases.
• Provided guidance and training to a team of 6 tele sales professionals, fostering strong client relationships, and exceeding sales objectives.
• Cultivated enduring client partnerships, yielding ongoing business opportunities, including a significant partnership with the Jockey Club worth up to 5 million, making us their preferred contractor across all racecourses.
• Devised a comprehensive sales plan, aligned with the business objectives, to guide and motivate the sales team towards achieving targets.
• Presented monthly sales forecast reports to management, highlighting areas for improvement and progress.
• Maintained meticulous client records in a CRM system, ensuring efficient data management and personalized interactions.
• Successfully launched new services to clients, consistently forging and nurturing new relationships.

• Acted as the company's representative at exhibitions and conventions, significantly enhancing brand visibility and recognition.
• Assessed sales and service processes comprehensively, devising targeted improvement strategies to maximize revenue opportunities.
• Employed effective sales techniques to engage, acquire, and retain customers, ensuring long-term loyalty.
• Conducted regular market analysis to identify emerging trends and market gaps, facilitating the development and updating of strategic plans.
• Successfully generated enquiries for operation managers across six regions, diligently working towards ambitious targets.
• Spearheaded business growth in previously untapped sectors, expanding the company's market presence.
• Developed professional and compelling sales presentations, effectively communicating the quality and services we offer to our valued clients.