Lisa McGhee

Having worked in sales for many decades and following my experience and success in leading the Mentorship program at Lionbridge, I decided to share my experience directly through consultative sales service and established my own company - PEM Consulting Services Limited. I have thoroughly enjoyed this experience as it has helped me develop further by transitioning my own skills into effective training techniques and methodologies.

My most recent program incorporated the following key activities:

• Analysis of existing processes, collateral, approach and methodologies
• Development of tailored processes, methodologies and tools to help develop deeper engagement and create new Sales Approach to help generate increased revenue and return
• Development of sales pipeline identification, mapping and monitoring process
• Development of Strategic Account Plans for nominated Tier 1 clients
• Support of key client engagements and propositions identified during Strategic Account Planning

Please refer to the provided Client Testimonial for further details.

• Consistently achieved personal and team targets through generating and securing year on year revenue growth from new business and key global accounts
• Responsible for portfolio of companies largest Global Accounts leading individual account and operational teams to optimise return and deliver consistent operational excellence
• Created strategic account plans for my own portfolio of accounts including detailed client analysis, stakeholder mapping and development, account based engagement plans, focused competitor analysis, opportunity and pipeline target mapping
• Based on my experience I was asked to lead "Mentorship Program" to help develop Strategic Sales Techniques for my peers and colleagues - this program resulted in substantial increased sales and partnership engagement within focused accounts
• Improved account team performance through regular coaching and feedback, fostering culture of continuous improvement
• Developed multiple new processes and methodologies to help develop deeper engagement with client and internal teams delivering highest level of service to maintain relationships for future business opportunities
• Developed Go To Market (GTM) Strategies for key services to generate growth and partnership within my accounts. These GTMs included positioning of services to resolve client challenges, collaterals to drive brand awareness within key accounts, pipeline development and increased revenue.
• Based on my refocused approach within one of my nominated accounts, we were awarded the 3M Supplier of the Year Award for two consecutive years. This highly prestigious award and had not previously been awarded to the same company two years in a row. Link to press release - https://www.lionbridge.com/press-release/lionbridge-international-wins-3m-emea-supplier-of-the-year-award/

Principle accountabilities include all items outlined for Lionbridge with the following additional key areas:

• Global lead on key largest strategic opportunities including coordination and management of internal and external teams, defining solutions, challenging parameters to achieve optimal success and managing full contract negotiations
• Secured the companies first Translation contract for over 5 years through a focused consultative and strategic engagement approach - this required extensive internal repositioning to develop new processes, teams and operational platforms to develop the client requirements
• Developed and managed the full GTM strategy for the companies new European Pharma and Life Sciences Industry Business Division which included development of new marketing, value propositions, key partners and pipeline development. Part of this development included identification and cross pollination of transferrable solutions from US team and clients

Principle accountabilities include all general sales activities and items outlined for Lionbridge and Xerox with the following key additional areas:

• Created and developed sales strategies and GTM approach for new Pharmaceutical & Healthcare and Utility vertical sectors
• Pioneered Strategic Selling approach for new vertical sectors which was adopted for other sectors and became the foundation for Account Development
• Participated in the companies program for developing Sales Processes, Sales Governance and Opportunity Planning and utilisation of CRM sales tools
• Participated in the companies program to develop improved collaboration across business divisions driving harmonised engagement and deeper client relationships