MICHAEL CHRISTOPHER FRIEND

• Manage and develop an existing portfolios or major customers within the field sales territory in order to maintain and grow the DHL market leadership position while achieving individual sales targets and meeting key customer needs
• Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk
• Develop a personal sales plan and call cycle that incorporates initiatives for building the relationships necessary to gain development business and maximise growth of existing customers
• Demonstrated inspiring, motivational leadership in developing Account Managers within the team.
• Strategically planned and implemented effective commercial agreements to secure DHL's position in the market.
• Negotiate with customer to improve yield and sales, with an annual overall volume increase of 119% in 2023
• Maintained extensive knowledge of competitors offerings and presence in assigned territory.
• Generated new leads through online research and cold calling.
• Qualified leads by assessing prospective client needs and profitability.
• Prepared accurate sales forecasts to effectively chart revenue and support data-driven decision making.

• Grew customer base by identifying needs to deliver relevant product solutions that met client budgets and schedules.
• Establish customer agreements and ensure and that pricing guidelines are always applied and profitability targets for customers are met
• Ensure that customer' prices are reviewed on regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place
• Reviewed client feedback to enhance service delivery and maintain customer base.
• Investigated low-performing accounts and adapted strategy to support sales and retention.
• Exceeded sales targets by delivering high call volumes and tailored product recommendations.
• Visited customer locations to determine needs, set up contracts and provide training.

• Manage a portfolio of 133 industrial and manufacturing Regional and Key Accounts totalling £1.5million in sales, through implementing objectives, activities and effective account plans
• Identifying and implementing a sales strategy for my region, to ensure short and long term success along with customer loyalty
• Overseeing sales forecasting, goal setting and performance reporting
• Work in collaboration with the National Key Account Managers to deliver the objectives, activities and plans for each relevant Key Account customer
• Responsible for creating leads and opportunities with a focus on new business
• Discover, design, implement and execute customer orientated projects aligned to the Customer Plan, including technical cost savings, product substitution, supplier engagement and added value propositions
• Promotion of both product and service value proposition to achieve and exceed customer expectations
• Implement corporate sales initiatives in so far as they are applicable to the relevant Key Accounts
• Influence and engage closely with the operational network to ensure customer expectations are being exceeded

• Develop and manage sustainable relationships with key customer contacts to encourage loyalty and lifetime value across 5 Travel Management Companies with a total value of over £110million with 42 branch locations nationwide, managing over 119 corporate contracted customers
• Implement and deliver customer commercial contracts so that revenue builds quickly and steadily
• Generate and qualify new business opportunities
• Manage and motivate a team of 6 general sales agents across Europe
• To use value added selling skills to build customer commitment and increase revenues in line with annual revenue targets
• Gather, consolidate and communicate market information such as competitor activity to use in account planning activity
• Analyse performance data sets to understand trends and set new objectives and strategies
• Delivering agreed activities, for example, training, incentive launches, familiarisation trips, presentations as defined by the account plan to support revenue goals
• Effectively managing time on the road to ensure all accounts are successfully supported to their individual needs
• To work collaboratively with our Corporate Sales, Marketing and Commercial Teams to build and deliver account strategies
• Delivering product and deal implementation.

Biology Chemistry General Studies