Roni Napier
Sales And Account Management
Greater Glasgow Area
Summary
Dynamic Account Manager offering expertise in building partnerships, retaining key accounts and enhancing profit channels. Strong leader with proficiency in growing professional network, influencing decision-makers and devising successful strategies. Collaborative and strategic team leader with robust background in customer relationship management. Resourceful Account Manager with excellent client oversight, issue resolution and relationship-building expertise. Maximized repeat business opportunities and utilized proven prospecting techniques to expand client base. High-level sales cycle knowledge and strong collaborative skills leading to optimum outcomes.
Overview
28
28
years of professional experience
1
1
year of post-secondary education
Work History
Sales Manager
Twig Education
Glasgow
08.2018 - 01.2023
- Working under the Leadership of the Head of International Partnerships I headed up the UK and International sales team selling digital Science Supplemental resources for the K-12 dieect to schools market.
- Provided direct account management support to Key Accounts including MATs, International Schools and Scottish Local Authorities ensuring renewal each year.
- Assisted the Head of International Partnerships providing ad hoc support, onboarding and training of partners and agents.
- Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Met with clients, delivering presentations, and educating on product and service features and offerings.
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures, and sales strategies.
- Conducted team meetings to reinforce goals and objectives and set clear expectations about policies and procedures.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
- Prepared sales presentations for clients showing success and credibility of products.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Managed accounts to retain existing relationships and grow share of business.
- Implemented systems and procedures to increase sales.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Improving processes and workflows, creating an environment for success, and working closely across departments to drive effective marketing campaigns and efficient operations
- Leading our sales team to success and achievement of revenue goals and targets.
Account Manager
Twig Education
Glasgow
02.2018 - 08.2018
- Managed the subscription renewals and new business process for i UK schools and Scottish Local Authorities, to achieve and exceed an overall annual revenue target.
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Addressed problems with accounting, billing, and service delivery to maintain and enhance client satisfaction.
- Monitored and analyzed customer feedback to identify opportunities for improvement.
- Assisted with new business development to generate sales leads, negotiate client pricing and forecast revenue.
- Facilitated client satisfaction and renewed customer relations to drive growth.
- Recommended brand products to customers to encourage repeat purchases and foster customer loyalty.
- Developed and implemented strategies to increase client retention.
- Met existing customers to review current services and expand sales opportunities.
- Monitored service after sale and implemented quick and effective problem resolutions.
- New Business activities include marketing campaigns, lead generation, working with schools and teachers who sign up for trials with the aim of converting them into paid subscriptions, offering demo sessions either in person or by video link. Attending Industry events
- On-boarding of new schools which may include helping to set up log-ins, basic training on how to use and get the best out of our resources etc. Refresher training for schools.
- Regular contact with schools to ensure they have a positive experience with our products, resolve any problems they may have and help them get the most out of our resources, and resolve customer issues or enquiries promptly
Business Development Manager
Twig Education
Glasgow
08.2017 - 01.2018
- Scottish Schools & Local Authorities, New business role selling our web-based subscription products to Scottish schools.
- Contacted schools by phone and email with some visits.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Translated customer needs into solution requirements using powerful value propositions and negotiation skills.
- Established and maintained highly effective relationships with clients and industry partners to drive growth.
- Communicated directly with customers and partners to build strong business networks and relationships.
- Developed and maintained strong working relationships with professionals within assigned territory.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Negotiated prices, terms of sales and service agreements.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Full onboarding of schools, carrying out demos online and face to face.
- Collaborated with sales and marketing departments to support client acquisition.
- Customer support throughout the term of the subscription, referring anything too technical to relevant team.
Senior Commercial Account Executive
Laurie Ross Insurance
Glasgow
04.2017 - 08.2017
- Main focus in this role was to develop the commercial arm of the business.
- Work with my Account Handler for them to prepare market presentations then approach panel of Insurers
- Contacted prospects to arrange meetings and carry out fact finds and needs analysis, collating and evaluating relevant information and negotiating best terms
- Presenting terms to prospects, promoting and selling full range of commercial products
- Account Managed and serviced renewals for our Key Accounts by means of client visits and reviews.
Field Sales Representative
RS Components
Glasgow
05.2016 - 04.2017
- Traveled throughout assigned territory to visit our "StoreManager" key accounts.
- Represented company brand during customer and prospect interactions.
- Attended monthly sales meetings and quarterly sales trainings.
- Selected correct products based on customer needs, product specifications and applicable regulations.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
Senior Account Handler
Bluefin Insurance Brokers
Glasgow
11.2016 - 04.2017
- Carried out pre renewal discussions and meetings with clients to determine their needs, undertook marketing exercises, obtained quotations from existing Insurer and/or alternatives then presented and recommended options to the client, face to face and over the phone, identifying cross selling opportunities at all times
- Negotiated premiums and terms and conditions with Insurers
- Handled all lines of business and premiums from £5,000 to £100,000, broking of my own panel of client
- Assisted Account Executives and the Appointed Representatives by undertaking the full range of Broking activities for their clients
- Processed mid-term adjustments, maintaining accurate client records, handle client queries via telephone and face to face
Sales Representative
RS Components
05.2016 - 11.2016
- Responsible for our “StoreManager” Key Accounts, managing the operational aspects of the service offer, supporting the development and profitable sales growth of the account
- Sustained a minimum of £500 sales per customer per week, sought to win project & adhoc business, converted planned business from competitors, sourcing new customers and contacts
- Drove operational efficiency within the local portfolio of SM accounts, ensuring profitability was maintained
- Held regular customer review meetings, to maintain customer satisfaction and to identify other development opportunities
- Demonstrated value through value lead reporting
- Conducted pre sales visits to potential
- SM customers to assist in the qualification and negotiation of the SM service offer
- Visited new and existing SM accounts to cross reference additional products to maximise sales growth potential.
Renewable Energy Insurance Broker
Bruce Stevenson Insurance Brokers Ltd
Glasgow
11.2014 - 05.2016
- Sole Account Handler (holding Delegated Underwriting Authority) for our "Small to Medium Wind Turbine Scheme" in partnership with a leading Insurer.
- Providing renewal reviews and new business quotations, day to day account handling. Prepare renewal reports and new business presentations on larger cases for Account Executive, carrying out the marketing process on their behalf.
- Provided quotes for medium sized renewable energy projects, and also general account handling and developing my own book of this business.
- Carried out Due Diligence work for Funders/Financiers to ensure their clients insurance program met their lending requirements. Reviewed Lenders loan agreements for our own clients against quotations obtained from our panel of Insurers and instructed and negotiated amendments to the policy cover if required. Liaised with solicitors and assisted in preparation of tenders.
Commercial Insurance Broker
Bluefin Insurance Services
Glasgow
10.2011 - 09.2014
- Working in strategic partnership with 2 Financial Institutions and a Global Insurer, providing Commercial Insurance broking services, initially as a BDE driving New Business then Account Manager.
- Leads were provided by the banks, a mixture of new business start ups and established businesses - SME/Commercial sized clients.
- Identify cross selling opportunities Negotiate premiums and terms and conditions with Insurers
- Offered detailed information about products and binding coverage.
- Reviewed, shopped and processed renewals.
- Provided advice, answered queries and escalated complaints to management.
- Explained detailed policy concepts in easy-to-understand terms.
- Received inbound phone calls and electronic quote submissions.
- Educated clients on insurance policies and procedures. Analyzed risk factors to recommend appropriate coverage levels.
- Analyzed customer needs to provide customized insurance solutions. Designed presentations and marketing materials to promote insurance products.
- Met with customers to provide information about available products and policies. Conducted annual mid term reviews of existing policies to update information.
- Evaluated competitors' products and services to gain competitive advantage.
- Determined financial needs by assessing existing coverage and aligning new products and services with long-term goals.
Business Development Executive
Roni Napier, Towergate Insurance Brokers
Glasgow
10.2010 - 10.2011
- Telephone New Business Sales Role - SME's
- Made contact with pre-qualified sales leads to determine insurance needs, diary and pipeline management
- Collated and prepared underwriting information from the client in order to obtain and present the most suitable and competitive policy/policies
- Utilised and placed business within in house schemes and specialisms where possible in order to maximise income
- Built customer relationships and identify cross selling opportunities.
Business Development Executive
Giles Insurance Brokers
09.2009 - 10.2010
- Telephone Based New Business Sales Role - SME's
- Provided small business insurance quotations in partnership with 2 Global Financial Institutions
- Day to day running of clients insurance accounts, including associated admin, payments, adjustments etc
- Cross sell and build on book of business.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Collaborated with sales and marketing departments to support client acquisition.
- Translated customer needs into solution requirements using powerful value propositions and negotiation skills.
Senior Commercial Account Handler
Spence Insurance Brokers
04.2006 - 06.2009
- Account Manager for all the existing Commercial SME business in the company. All classes of business and premium up to circa £200,000. Renewal priority but also to upsell and cross sell.
- Working closely with my clients and panel of Insurers, collating and preparing underwriting information, market presentations and ensuring subsequent accuracy of documentation. Attending client meetings.
- Provided a professional and efficient service to a wide variety of commercial clients, building relationships with the portfolio to ensure renewal retention.
- Assisted the Account Director by attending client meetings and preparing market presentations, sourcing quotes from panel of Insurers.
- Effectively dealt with client requests including changes in cover and risk. Identified cross selling opportunities, undertaking reviews of client needs and requirements. Provided advice and guidance where required.
Risk and Safety Advisor
Zurich Risk Services
Glasgow
04.2002 - 03.2005
- Working with my panel of Insurance Brokers to provide timely and cost-effective solution needs by advising on a range of HS&E products and services.
- Handled technical queries and referrals, giving advice and guidance to statutory requirements as necessary.
- Customer account management from inception of new business through to end of contract.
- Provide quotations for statutory safety inspections and Risk Management/Health & Safety/Occupational Health/Property Protection products, received, recorded and processed all new business and renewal of contracts.
- Trained and mentored more junior employees and acted as interim Team Leader when needed. Exercising leadership capabilities by successfully motivating and inspiring others.
- Gained extensive knowledge in data entry, analysis and reporting.
Engineering and Construction Underwriter
Zurich Engineering
Glasgow
06.1999 - 04.2002
- Working with a panel of Brokers including some big global names, plus a handful of direct clients, underwriting Engineering and Construction insurance policies, as well as Statutory Safety Inspections (LOLER, PSSR etc)
- Negotiated terms and conditions of coverage with Brokers/Clients to acquire maximum profitability.
- Produced policy documents, assessed renewals, invoiced both external and internal customers, processed fees/premiums on finance systems, set up direct debits and payment scheme
- Identified gaps in insurance or risk cover and discuss this in mid term reviews with the Broker or Client with view to upselling or cross selling from our portfolio
- Worked closely with colleagues in the Property, Casualty/Liability, Fleet departments to ensure that clients has everything covered as necessary
- Developed and implemented underwriting policies and procedures, establishing useful and accurate processing of applications.
- Scrutinized underwriting performance to identify weaknesses and provide recommendations for improvements
- Met with customers and brokers to negotiate coverage, price, and service delivery.
- Studied insurance and safety industry changes, remaining up-to-date with latest trends and protocols.
- Analyzed data to identify trends and predict future insurance needs.
- Evaluated new insurance applications to determine insurance coverage and appropriate risk classifications.
- Utilized knowledge of insurance principles, policies and procedures to make decisions on risk assessment.
- Resolved problems, improved operations and provided exceptional service.
- Cultivated interpersonal skills by building positive relationships with others (internal and external stakeholders).
- Managed time efficiently in order to complete all tasks within deadlines.
- Proven ability to learn quickly and adapt to new situations.
Business Development Executive
Insurance Direct
Glasgow
06.1998 - 05.1999
- Sought out new clients and developed client relationships through networking, direct referrals, lead databases, and cold calling.
- Sold Business insurance products to SME's within assigned territory using consultative selling techniques.
- Recommended type and amount of coverage based on analysis of customers' circumstances using persuasive sales techniques.
- Followed up promptly with interested clients to close sales.
- Negotiated contracts with clients to establish best coverage with lowest cost.
- Generated quotes and proposals for clients to match individual needs.
CNC Machine Operator
Mitsubishi Electric
Livingston
08.1994 - 06.1998
- Assessed equipment after each production run and performed preventive maintenance to keep machines running smoothly.
- Monitored machines during operation to make adjustments when necessary and produce quality parts.
- Supported quality control and inspection processes to promote production of quality products.
- Kept accurate operating records by documenting machine usage, production numbers and any issues that arose.
- Measured completed pieces to identify product irregularities and specifications non-conformance; adjusting machines to correct issues.
- Utilized calipers and other measuring tools to increase accuracy of parts.
- Adhered to high level of safety by following company rules and regulations to prevent injuries.
- Moved finished work to correct staging area for disposition.
- Manually set up machinery, lathes, and grinders.
- Properly loaded and unloaded materials in and out of machines.
- Input instructions to program CNC machines to control machine movement and produce parts to specification.
- Learned and followed safety procedures to keep machines operated safely and prevent accidents.
Education
NEBOSH Certificate of Occupational Safety & Health - Health And Safety
NEBOSH
04.2003 - 04.2004
Cert CII, Insurance -
Chartered Insurance Institute
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
Business opportunities are like buses, there’s always another one coming.
Richard Branson
Skills
National accounts management
Sales processes
Business development and planning
Product and service sales
Strategic account development
Positive and upbeat
Direct sales
B to B sales
Account management
Timeline
Sales Manager
Twig Education
08.2018 - 01.2023
Account Manager
Twig Education
02.2018 - 08.2018
Business Development Manager
Twig Education
08.2017 - 01.2018
Senior Commercial Account Executive
Laurie Ross Insurance
04.2017 - 08.2017
Senior Account Handler
Bluefin Insurance Brokers
11.2016 - 04.2017
Field Sales Representative
RS Components
05.2016 - 04.2017
Sales Representative
RS Components
05.2016 - 11.2016
Renewable Energy Insurance Broker
Bruce Stevenson Insurance Brokers Ltd
11.2014 - 05.2016
Commercial Insurance Broker
Bluefin Insurance Services
10.2011 - 09.2014
Business Development Executive
Roni Napier, Towergate Insurance Brokers
10.2010 - 10.2011
Business Development Executive
Giles Insurance Brokers
09.2009 - 10.2010
Senior Commercial Account Handler
Spence Insurance Brokers
04.2006 - 06.2009
NEBOSH Certificate of Occupational Safety & Health - Health And Safety
NEBOSH
04.2003 - 04.2004
Risk and Safety Advisor
Zurich Risk Services
04.2002 - 03.2005
Engineering and Construction Underwriter
Zurich Engineering
06.1999 - 04.2002
Business Development Executive
Insurance Direct
06.1998 - 05.1999
CNC Machine Operator
Mitsubishi Electric
08.1994 - 06.1998
Cert CII, Insurance -
Chartered Insurance Institute