Len Curtis

• Current Responsibilities:
• Reporting to the CEO on all aspects of Sales Performance and Delivery.
• Holding significant P&L responsibility.
• Managing growth revenues of over £35 million and target delivery.
• Developing and shaping the Go to Market product proposition.
• Directing the Yell Field Sales operation across the North of England, Midlands ,Scotland, Wales and NI.
• Proactively managing large headcount working closely with the recruitment team.
• Responsible for tele appointing function to deliver qualified leads to the field sales force.
• Collaboration with all functions across Yell to deliver strategic and sales delivery.
• Managing headcount FTE of over 100 sales and management staff within budget requirements
• Training and Coaching delivery and responsibilities across the region.
• Negotiated contracts with major clients, securing long-term partnerships that generated significant revenue streams.
• Regularly exceeded monthly targets for both individual and team-wide performance benchmarks.
• Developed strong client relationships for improved customer satisfaction and repeat business.
• Established a robust pipeline of prospects through diligent prospecting efforts, leading to consistent increases in new business opportunities.
• Achievements
• Highest performing Sales Director in the business for the last five years.
• Increased Sales Revenues from £28 million to £45 million in 2023.
• Increased the Average Value Order from £1105 to £4405 per annum in the Business Development Channel.
• Increased conversion rates on paid leads from 3% to 7% in 12 months.
• Increased self-gen revenues by £6 million annually through innovation in self generation.

• Leading the transformation of Yell's Sales Operation in the UK. Reporting into the CEO , designed the Sales architecture post Covid as part of the new company strategy. Lead and develop the Sales Transformation team, including transformation of leads, business transformation, design new Sales Process. Dedicated responsibility to restoring Field Sales growth post Covid. Tasked with bringing back high talent indivdiuals , external Talent ID and restoring FTE to pre Covid levels . Contribute to the development of agile and design thinking skills and foster innovation culture through technology. Ensuring headcount in place to meet budget requirements and improving succession across the whole of sales.
• Achievements
• Delivered the return of 29 highly talented indivduals to the business from the competition
• Increases the field sales force from 56 to 123 over a 12 month period
• Redesigned the Field channel into account management and acquistion with increased revenues of £12 million year on year in 2022.
• Introduced a new Growth Enablement team to help drive growth and capabiity in the salesforce
• Promoted 25 high performing telesales individuals to Field Sales resulting in average value order increase of over £3K per sale.
• Save costs of over £1 million by redesigning telesales functions.
• Introduced new Sales Tools into the channel to help improve efficiencies which resulted in £500K of extra sales revenues.
• Implemented effective CRM tools to track leads, maintain accurate customer data, and optimize the sales process.
• Launched new products successfully by collaborating with cross-functional teams and executing comprehensive go-to-market plans.

• Role Responsibilities:
• Reporting to the CEO.
• Managing Growth Revenues of over £300K per week and target delivery.
• Managing the Sales delivery of the print to digital transformation.
• Hold significant P&L responsibility.
• Directing the Yell Field Sales, Telesales and Key Accounts operations across the North of England, Midlands, Scotland , Wales and NI.
• Managing Headcounts from 80 to 140 FTE sales and management in line with budgetary requirements.
• Managing a client base of over 25000 customers across the UK.
• New business delivery responsibility of 400 new customers annually.
• Responsibility for execution and implementation of all sales training program's across the channel.
• Responsible for tele appointing function to deliver qualified leads to the field sales force.
• Achievements:
• Returned to the field sales operation to recover an under performing sales division with high staff turnover, weak sales delivery and high customer churn. Grew revenues from £150K per week in 2019 to £300K by March 2020.
• Transformed the sales division by introducing peak performance KPI's and driving sales performance conversions from 2% to 5% on paid leads.
• Improved activity from 1.4 sales visits per day per pp to 2.8 sales visits per day per pp.
• Designed and introduced a new app to improve self generation leads which improved revenues by over £3 million per annum.
• Improved first year sales staff turnover by 45% in year one by introducing and designing a new sales induction programme.
• Led a national sales operation during Covid to secure £1 million acquisition per month and delivered £4 million in sales March 2020 to July 2020 with 20 staff.
• Enhanced customer satisfaction with a focus on fostering long-term relationships, consistently addressing client needs, and providing exceptional service.
• Fostered a culture of continuous improvement within the sales department, regularly organising workshops and skill-building sessions for employees at various levels of expertise.

Role Responsibilities:
Responsible for Yell's Key Account Portfolio of over £50 million.
Managing a team of 8 Key Account Managers to ensure performance and sales delivery.
Account Management of blue chip organisations such as Boots, Randox, HSBC, Halifax and all leading insurance companies.
Growth revenues of £3 million per quarter.
Delivering high quality leads and ROI through print and digital platforms.

Negotiated contracts and pricing agreements, resulting in mutually beneficial partnerships.

Conducted regular business reviews with clients, identifying areas for improvement and potential growth opportunities.

Improved client retention rates by proactively addressing concerns and implementing timely solutions.

Facilitated productive communication between internal departments, streamlining processes for enhanced efficiency in serving key accounts.

Achievements:
Awarded Yell's Inspirational Leader for the Year three years running.
Shortlisted for the BESMA awards 2017, 2018, 2019.
Transformed the Key Account team from a print based sales force to a world class digital agency.
Transformed the product suite and a new go to market strategy resulting in 28% increased profit contribution on digital in 2017-2019.

Senior Management Role involving Revenues of over £25million regionally and target delivery. Managing up to 5managers and 45 salespeople.

Promoted to Management Role involving revenues of over £6million regionally and target delivery.Managing up to 12 Field Sales Consultants.

Promoted to senior first line manager role managing 10 senior salespeople.
AE Manager of the Year 3 consecutive years.

Promoted for a third time in 5 years to Yell's Key Accounts Team.

Awarded Yell's top salesperson three years consecutively.

Managed a diverse portfolio of key accounts, ensuring timely delivery of products or services while maintaining high levels of customer satisfaction.

Responsible for performance of 16 sales and admin staff.

Delivered over £7million turnover annually

Expanded market share within the region by identifying growth opportunities and growing industrial by 208%.

Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.

Organised regular sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments.

Achievements:

Doubled industrial turnover through winning contracts such as Keelings plc and Ring plc.

Secured largest food contract in company history by acquiring Moorlands Foods with over 1000 temporary workers at peak periods.