Summary
Overview
Work History
Education
Skills
Additional Information
Affiliations
Accomplishments
Languages
Personal Information
Custom
Timeline
Generic
Tom Norris

Tom Norris

Chester,Cheshire

Summary

Seasoned professional with focus on national account management and strategic business growth. Known for driving revenue growth and building enduring client relationships through innovative marketing and sales strategies. Expertise in negotiation, team leadership and strategic planning contribute to long-term success and profitability.

Overview

29
29
years of professional experience

Work History

Senior National Account Manager

Rexel UK Ltd
Birmingham, West Midlands
2014.05 - 2024.12
  • Responsible for a multi million pound ledger in the Health, Education and Local/Central Government sectors within Rexel UK
  • Creating Playbook for each sector to present to Board
  • Understanding market share of sectors and where opportunities are
  • Last 5 years sales figures were (for commercial reasons i cannot reveal the values but my ledger was in the tens of millions) 2024 sales of 6.5% above target, 2023 sales of 84% above target, 2022 sales of 45% above target, 2021 sales of 251% above target, 2020 sales of 10% above target
  • National Account Manager of the year twice
  • Won the two largest contracts in the history of Rexel UK
  • Some of the contracts secured - Phase one rollout of over 300,000 electronic devices to 46,000 schools for a government department, Phase two rollout of over 300,000 electronic devices to 46,000 schools for a government department, roll out of over 8,000 air filtration units to over 1,000 schools for a government department, rollout of LED lighting across 30 - 40 justice buildings for a government department. For commercial reasons i cannot reveal the value of these projects but they were all tens of millions.
  • Improved customer engagement by implementing bespoke marketing strategies.
  • Streamlined account processes, resulting in increased operational efficiency.
  • Facilitated cross-functional team collaboration for project completion on time.
  • Led negotiations with suppliers to secure favourable terms and conditions.
  • Provided comprehensive account management services, greatly improving client satisfaction levels.
  • Conducted market analysis to identify new business opportunities.
  • Drove sales growth by fostering strong relationships with national accounts.
  • Managed large-scale budgets whilst ensuring cost-effective practices were maintained.
  • Implemented innovative solutions, leading to improved process efficiencies.
  • Devised sales forecasts for effective inventory management purposes.
  • Negotiated contracts and agreements, achieving optimal outcomes for the company.
  • Monitored competitor activities to inform strategic planning decisions.
  • Delivered presentations at national meetings and conferences for portfolio promotion.
  • Created detailed reports with market trends and sales data.
  • Handled difficult situations promptly, ensuring minimal disruption to service delivery.
  • Coordinated marketing campaigns that enhanced brand visibility.
  • Facilitated resolution of client issues, thereby improving overall customer experience.

Senior Account Manager

POWERPERFECTOR
London, Greater London
2009.09 - 2014.05
  • Working with clients to reduce their electricity consumption via voltage optimisation energy efficiency technology
  • Technical sale requiring knowledge of engineering, facilities management, environmental legislation and the wider energy efficiency market
  • Responsible for developing, evaluating, selling to and maintaining relationships with powerPerfector's clients; preserving the business within the account and generating new business
  • Managed a portfolio of 30 high energy user accounts of varying sizes and industry sectors to ensure a constant, healthy pipeline of opportunities
  • Client-facing role requiring regular presentations with new and existing clients, managing account from initial contact through to project delivery and after sale support
  • Liaising with multiple stakeholders during 9-18 month sales cycle with average order value of £40,000
  • Consistently achieved targets set across a 4 year period within the business and breaking into new untouched sectors
  • Responsible for bringing in new business from previously untouched key accounts – specifically developing relationships with FTSE 100 companies BAE Systems, SSE, and Serco
  • Working with clients to include CRC and CCL payments into investment case and after-sale case studies for their CSR objectives
  • Developed and maintained successful channel partner relationships to penetrate wider customer base, most notably facilitating an initial 2 unit installation for Thames Valley Police which led to a 21 site roll-out
  • Transformed existing “cold” relationships within the NHS & Police sectors into revenue through rapport building and farming techniques
  • Successfully completed rigorous vendor assessment on behalf of powerPerfector to achieve preferred supplier status with companies such as SSE, EDF and Serco

Area Development Manager

SCOTTISH & SOUTHERN ENERGY (SSE) CONTRACTING
2007.12 - 2009.09
  • Responsible for creating new business, retaining and growing existing contracts to build a portfolio of clients
  • Specializing in mechanical and electrical contracting, electrical safety testing, data & telecommunications, high voltage installation and maintenance work, generators & UPS's, street lighting PFI's and renewable energy solutions across different sectors such as Health, Education, Defence & Government, Banking & Finance, Local Authorities, Housing Associations and Commercial & Construction partnerships
  • Using a consultative sales approach to find basis of clients needs, challenges and risks faced within their business/sector, in order to develop a solution based on our products
  • Create and facilitate opportunities to develop profitable and long term relationships with new and existing clients
  • Management of complete sales process from lead generation, pitch, PQQ/quote/tender, negotiation, close and handover
  • Achieving £800,000 target in first year in a newly created position
  • Client-facing role requiring regular presentations with new and existing clients
  • Representing company at seminars and events
  • Supporting depot manager with day to day running of the Oxford depot
  • Working with new suppliers and technologies to develop gaps in markets which led to being head hunted by powerPerfector

Sales Representative

WILTS WHOLESALE
2006.03 - 2007.11
  • Competing with other companies to source and deliver electrical goods for various companies within Wiltshire
  • Critical to successfully winning business was building relationships and trust with both clients and suppliers
  • High pressure role, reliability to the client was essential in ensuring the best goods were sourced and delivered under time and logistical constraints whilst remaining commercially viable
  • Sourcing and supplying electrical goods to electrical contractors and end user clients whilst managing high value purchase orders, sales orders, quotes and invoices within tight deadlines
  • Client entertainment often out of hours to maintain good relationships
  • Establishing and maintaining strong client relationships ensuring renewal and growth on all my accounts which led to me being head hunted by SSE Contracting

Area Relief Manager

NEWEY & EYRE
2000.01 - 2006.02
  • Managing electrical wholesalers around the south west of England when branch manager was dismissed or on long term sick
  • Having to stabilise branches that have often suffered from poor performance
  • Able to quickly understand each local area to manage client base and staff to turn poor results into successful performance
  • Often working away from home during week days

Telephone Sales Supervisor

ARCHWAY SUPPLIES
1998.07 - 2000.01

Telephone Sales

R & H ELECTRIC
1995.08 - 1998.06

Education

BTECH - Sports studies

New College
Swindon

GCSE's - German, English, Maths, Science and Geography

Oakfield School
Swindon

Skills

  • Issue resolution
  • Key account generation
  • Compliance requirements
  • Operations coordination
  • Researched sales leads
  • Relationship-building and management
  • Self-motivated
  • Sales expertise
  • Client meetings
  • Key Performance Indicator monitoring
  • Management collaboration
  • Business development and planning
  • Prioritising workflows
  • Data analytics
  • Business development
  • Account management
  • Upsell opportunities
  • Prospecting
  • Excellent negotiating tactics
  • Highly competitive
  • Sales analysis

Additional Information

Full clean UK driving licence since 2000, Level 2 cricket coach, Level 1 football coach, PADI open water diving

Affiliations

  • My family and two kids, football, cricket, F1, travel

Accomplishments

National Account Manager of the year twice.

Languages

English
Native
Spanish
Intermediate
Portuguese
Intermediate

Personal Information

Date of birth: 07/27/78

Custom

In terms of personal interests I am a keen sportsman. I was 1st XI captain of Marlborough Cricket Club and a member at Lords. I organise a Wednesday night 5 a side football team and a keen Swindon Town fan. I also enjoy mountain biking and have climbed Mt Kilimanjaro and the three peaks. I enjoy experiencing new cultures and have travelled to numerous places, including Australia, NZ, East Africa, Caribbean, South East Asia and Brazil. I have a big passion for the environment and consider myself a well-travelled person. The highlight of my personal life so far was trekking for Mountain Gorillas in the DR Congo in 2005.

Timeline

Senior National Account Manager

Rexel UK Ltd
2014.05 - 2024.12

Senior Account Manager

POWERPERFECTOR
2009.09 - 2014.05

Area Development Manager

SCOTTISH & SOUTHERN ENERGY (SSE) CONTRACTING
2007.12 - 2009.09

Sales Representative

WILTS WHOLESALE
2006.03 - 2007.11

Area Relief Manager

NEWEY & EYRE
2000.01 - 2006.02

Telephone Sales Supervisor

ARCHWAY SUPPLIES
1998.07 - 2000.01

Telephone Sales

R & H ELECTRIC
1995.08 - 1998.06

BTECH - Sports studies

New College

GCSE's - German, English, Maths, Science and Geography

Oakfield School
Tom Norris