Karoline Burns
Cumbernauld
Summary
Dynamic and results-driven professional with a strong foundation in B2B sales expertise, territory management, and sales cycle management. Demonstrates exceptional negotiation, communication, and relationship-building skills to drive customer-focused strategies and achieve margin retention. Adept at new customer prospecting, sales forecasting, and delivering innovative solutions while maintaining attention to detail and meeting tight deadlines. Skilled in coaching and developing teams, fostering motivation, and excelling both independently and collaboratively to exceed business objectives.
Overview
26
26
years of professional experience
Work History
Area Sales Manager
Portwest
Glasgow, Scotland
04.2022 - 02.2025
- Grew annual revenue by 18% average over 3 year period with targeted sales and marketing strategy.
- Implement and drive training sessions/end user workshops
- Achieved market growth by developing robust sales strategies.
- Qualified prospects to determine future sales possibilities and improve conversion efforts.
- Managed client relationships from early stages of sales process through to post-sales
- Built long-term relationships with customers and generated referrals from existing clients.
- Represented organisation to public at trade exhibitions and conventions, driving awareness of the brand..
- Established budgets for advertising activities.
- Delivered professional sales presentations, creatively communicating product quality and market comparisons to prospective clients, constantly promoting the brand
- Identify areas of improvement within the range and work with designers/customers to create custom projects
- Established and maintained positive, profitable client relationships through superb communication.
- Presented sales reports & business plan at quarterly meetings.
- Analysed sales reports to identify trends and update strategies.
Divisional Manager
NC Workwear
03.2017 - 03.2022
- Grew the business from £60k Sales to £385k sales in 2 years
- Increased Margin from 24% to 34%
- Managed full customer base from small business to National Accounts.
- Build and maintain relationships with all key decision makers both internal & external.
- Present products to customer offering solution based service.
- Report directly to Sales Director
- Implemented cost-saving measures to improve company's financial health.
- Led and managed administrative staff to maintain smooth daily operations.
- Attained business growth with implementation of innovative marketing strategies.
- Conducted regular performance reviews of 6 staff members, leading to enhanced staff productivity and job satisfaction rates.
- Boosted staff morale for a more productive work environment through regular training and team building activities.
Account Manager
MacFarlane Packaging
04.2015 - 01.2017
- Territory worth over £1.2m
- Medium to National Accounts.
- Client Base - All sectors including Health & Beauty, Manufacturing, Aerospace.
- Working with client to ensure optimum packaging solutions for current & future needs.
- Identify the hidden coast within the organisation.
- Develop tailored solutions to reduce costs whilst maintaining outstanding quality.
- Cultivated strong rapport with clients and stakeholders to support long-lasting partnerships.
- Bespoke packaging designs created.
- Stockholding & tailored delivery plan negotiated to ensure stream less survive during peak periods & within.
- Delivered high level of service to clients to maintain and extend relationships for future business opportunities.
- Nurtured client relationships, scheduling on-site visits or off-site meetings to touch base on account needs.
Territory Sales Executive
Lyreco
08.2014 - 04.2015
- Territory worth over £35K
- Portfolio of 200+ accounts
- Client base is medium to National sized
- Minimum of £1K new business per month
- Margin target 43% per month
- Grew area by 18% on previous year
Senior Sales Executive
Lyreco
08.2010 - 07.2014
- Grew area to £35K
- Minimum 10 New accounts per month over £1K
- Margin target 48%
- Increase spenders by 5 per month
- Portfolio of over 100 + accounts
Field Sales Executive
Lyreco
09.2009 - 08.2010
- Managing area of £15K
- New business 10 new over £1K per month
- Margin target 46%
- Field based B2B account manager
- Territory covered Glasgow, North Lanarkshire and West End
- Portfolio over 200 clients
- Area turnover 35K per month
- Workplace Solutions Supplier
- Product Portfolio includes – general office supplies, furniture, workwear, PPE and hygiene
- Building long lasting relationships with key decision makers from Office Manager to Managing Director Level
- Commercial sector
Estate Agent
Re/Max Scotland
03.2004 - 08.2009
- Awarded the Executive Club Award in recognition of outstanding sales success in 2005, 2006 and 2007
- Received the Excellence Award for recognition of outstanding sales success and excellent customer service in 2008
- Successfully listed and sold over 100 properties achieving a fantastic sales commission for both myself and the office owner
- Complete honest and accurate valuations of properties and advise the clients of the marketing process
- Arrange promotional material, complete virtual tours, install ‘for sale' signs and online advertising
- Work with buyers and sellers to find a property and arrange referrals to financial advisers and surveyors
- Conduct all viewings personally and negotiate the best possible price
Customer Adviser
Royal Bank of Scotland
03.1999 - 03.2004
- Joined the bank in March 1999 as a Cashier and was promoted to Customer Adviser within 12 months due to my sales success
- Finished top in Scotland for sales and mortgage business in 2000, 2001, 2002
- Built a reputation for outstanding customer service and received several customer nominations for my dedication to getting it right the first time
- Consistently exceeded agreed targets
- Manage my daily diary and qualify appointments for Loans, mortgages and general reviews
- Fact find and identify needs in order to provide the customer with a suitable solution
- Achieve weekly and monthly sales and service targets
- Assist the Branch Manager in training and developing staff to hit sales targets and generate more income for the branch
Education
Standard Grades - English, Maths, French, French Writing, Accounts, OIS, Science, Modern Studies
High School
CumbernauldSkills
- Great negotiation skills
- Excellent communication skills
- Excellent motivational skills
- Able to work on own initiative and part of a team
- Ability to work effectively to achieve deadlines
- Good attention to detail
- Customer focused
- Coaching & Developing
- Relationship-building
- Territory management
- Sales forecasting
- Sales cycle management
- New customer prospecting
Custom
- English, 2
- Maths, 2
- French, 2
- French Writing, 3
- Accounts, 2
- OIS, 1
- Science, 3
- Modern Studies, 3
Affiliations
- I've recently discovered my love for running. I love nice walks with my dog, reading, holidays in the sun and spending time with family and friends.
Timeline
Area Sales Manager
Portwest
04.2022 - 02.2025
Divisional Manager
NC Workwear
03.2017 - 03.2022
Account Manager
MacFarlane Packaging
04.2015 - 01.2017
Territory Sales Executive
Lyreco
08.2014 - 04.2015
Senior Sales Executive
Lyreco
08.2010 - 07.2014
Field Sales Executive
Lyreco
09.2009 - 08.2010
Estate Agent
Re/Max Scotland
03.2004 - 08.2009
Customer Adviser
Royal Bank of Scotland
03.1999 - 03.2004
Standard Grades - English, Maths, French, French Writing, Accounts, OIS, Science, Modern Studies
High School
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