LOUISE CALLAGHAN
Milngavie,Glasgow
Summary
Results-driven & self motivated individual with 20+ years experience acquiring and developing solution based IT relationships within Global, Enterprise & Public Sector Organisations.
Confident mobilising internal stakeholders to deliver customer specific solutions against agreed timelines and metrics.
Skilled at working under pressure, agile adapting to new situations and confident in making real time decisions to drive positive and sustainable business outcomes.
Adept in identifying business processes which can enhance customer experiences while improving the operational functions of the sales and overlay teams.
Committed to personal development to further career opportunities.
Overview
18
18
years of professional experience
Work history
Client Manager - Scotland & NI
Lenovo
Glasgow
10.2018 - 01.2026
- Execute Territory plan to drive Cross BU, One Lenovo Growth across International, Enterprise & Public Sector Accounts.
- Establish multi-level stakeholder relationships across existing customer base and prospective accounts.
- Conduct 6 customer facing meeting per week.
- Identify and progress sales opportunities while acting as a trusted advisor. Introduce Specialists to maximise Rev and GM.
- Coordinate internal resources to meet deadlines and exceed customer expectations.
- Maintain forecast accuracy by products & sales stage providing visibility to Management and Supply Chain.
- Proactively identify and mitigate risk to protect business.
- Support senior leadership reviews for complex “Mega Deals,” justifying investment for sustainable growth.
- Develop and manage strategic partnerships to deliver joint business plans and growth for Lenovo.
- Build and execute strategic business plans across short, mid, and long-term sales cycles
- Conduct quarterly reviews.
Senior Sales Account Manager
New Business Sales Scotland, CDW Ltd
Glasgow
09.2017 - 10.2018
- Analysed IT market trends and emerging technologies to identify revenue opportunities.
- Established strategic relationships with C-level executives to align CDW with customer projects.
- Refined business processes and communication streams to enhance customer engagement.
- Engaged Tier 1 vendors to execute joint business plans effectively.
- Differentiated CDW solutions from competitors by showcasing innovative value propositions.
- Identified service introduction opportunities to generate annuity revenue streams.
- Hosted face-to-face client meetings to discuss IT structures and CDW support options.
- Liaised with vendor managers and product specialists to define client proposals and tenders.
Sales Manager
XMA Ltd
Glasgow
10.2016 - 08.2017
- Managed New Business Sales Team while achieving personal sales targets and team goals.
- Generated £275k GP in first 12 months through new business sales initiatives.
- Collaborated with marketing team to create targeted campaigns for new business acquisition.
- Served as XMA Ambassador, partnering with HP's Mid-Market Acquisition Team to enhance outreach.
- Organised call out days to increase generation of new opportunities.
- Promoted XMA Corporate Sales Team via social media, cold calling, and email outreach.
- Attended Vendor Days to stay informed on emerging technologies relevant to sales strategies.
- Developed and delivered training and induction processes for three new starters.
New Business Account Manager
XMA Ltd
Glasgow
05.2016 - 10.2016
- Managed corporate accounts across Scotland and the UK, driving business growth.
- Identified opportunities and collaborated with Subject Matter Experts to deliver tailored technology solutions.
- Requested pricing from vendors and distributors, prepared quotations, and processed customer orders.
- Achieved revenue and gross profit targets from day one in a quota-carrying role.
Senior Sales Account Manager Acquisition Sales/ Value Sales Specialist
Hewlett Packard
Erskine, Glasgow
05.2015 - 04.2016
- Secured new business sales for HP across all market verticals, achieving $3.5 million quota.
- Managed a portfolio of 700 SMB customers, ensuring exceptional service delivery.
- Developed and implemented innovative IT solutions leveraging HP's PPS Portfolio and Services.
- Differentiated solutions from competitors to enhance market positioning.
- Conducted face-to-face meetings with clients to explore future IT projects and commercial arrangements.
- Collaborated with reseller and distribution partners to optimise supply and fulfilment processes.
- Coordinated communications on key deals between SMB Team and Specialist Team to drive growth.
- Performed consistently against daily KPIs for talk time, customer calls, and pipeline conversion.
Team Leader & Senior Sales Account Manager
Hewlett Packard
Erskine, Glasgow
10.2010 - 04.2015
- Headhunted by UK Mid-Market Manager for Team Leader role during new team launch.
- Supported management team in achieving $38 million quota across 15,000 UK Mid-Market accounts.
- Strengthened reseller and distribution relationships, driving consistent year-on-year growth.
- Utilised account matrix to introduce new product lines and respond effectively to retention tenders.
- Delivered $3.8 million against $1.5 million quota, achieving 260% exit rate and securing place on HP Winners Summit.
Sales Accounts Manager
Hewlett Packard
Erskine, Glasgow
02.2008 - 09.2010
- Managed 75 key corporate and enterprise accounts for HP at UK and global levels.
- Engaged with IT, finance, and stakeholders to deliver solutions, achieving a 15% increase in GM.
- Represented HP to customers, reinforcing confidence in brand and solutions.
- Adopted a dynamic approach to address business challenges effectively.
Education
Some College (No Degree) - Sports Coaching And Development
Cardonald College
GlasgowSkills
- Highly Motivated Results Driven Sales Individual
- Strategy development
- Proven Track Record in Identifying Sales Opportunities and Acquiring Net New Business
- Adept in Managing Customer and Senior Stakeholder communication
- KPI management/Sales Forecasting Accuracy/Pipeline Management
- Competitive and trend analysis to develop sales opportunities
- Managing Complex Sales Cycles
Additional Information
- ACCOMPLISHMENTS, HP Winners Summit AwardAwarded to the Top 5% of the HP Sales Team across the Globe. Hosted in the Bahamas. Awardedfor achieving in excess of 250% of my 2010-2011 Quota.
Languages
Spanish
Intermediate
Affiliations
- Gym, Football and Podcasts. Volunteer as a befriender for a charity.
References
References available upon request.
Timeline
Client Manager - Scotland & NI
Lenovo
10.2018 - 01.2026
Senior Sales Account Manager
New Business Sales Scotland, CDW Ltd
09.2017 - 10.2018
Sales Manager
XMA Ltd
10.2016 - 08.2017
New Business Account Manager
XMA Ltd
05.2016 - 10.2016
Senior Sales Account Manager Acquisition Sales/ Value Sales Specialist
Hewlett Packard
05.2015 - 04.2016
Team Leader & Senior Sales Account Manager
Hewlett Packard
10.2010 - 04.2015
Sales Accounts Manager
Hewlett Packard
02.2008 - 09.2010
Some College (No Degree) - Sports Coaching And Development
Cardonald College