TOM SPENCE
Coventry,West Midlands
Summary
Results-driven Sales professional with expertise in product knowledge, pricing strategy execution, and business development.
Proficient in Microsoft Office, negotiation techniques, and relationship management, leading to impactful outcomes.
Skilled in market trend analysis, regulatory compliance, and performance metrics evaluation to optimize strategic initiatives.
I have a detailed understanding of packets and parcels both domestic and International, and have worked with some of the leading players in the industry, giving me a fantastic understanding of strengths and weakness's and how I can value to any given customer requirement
Multi Skilled with the ability to plan and manage both territory and pipeline whilst maintaining and developing existing and new customers through ethical sales methods and an excellent skill set
Committed to leveraging time management and innovative approaches to achieve organizational growth objectives.
Overview
25
25
years of professional experience
16
16
years of post-secondary education
Work history
National Commercial Manager
GFS
Coventry, West Midlands
2024.07 - Current
- Aligned commercial operations with company objectives for overall progress.
- Consultative Sales Approach to maximise revenue based on customer needs and company .propositions
- Set a target to generate new business worth £800k.
- Promoted a mix of domestic and international carrier solutions to enhance service offerings.
- Working with multiple stakeholders within the customer business to align GFS propositions.
- Cultivated long-lasting client relationships, ensuring customer retention and loyalty.
- Maintained high-level knowledge of industry trends and competitor activities.
- Improved profit margins with effective pricing strategies.
Business Development Manager
ParcelHub
2022.05 - 2024.07
- Supported New Business development initiatives in the National area.
- Focused on generating new business and increasing existing customer revenue through consultative sales techniques.
- Conducted face-to-face customer visits to qualify opportunities and generate leads.
- Devised comprehensive business plans, enabling sustainable growth.
- Identified market trends, resulting in enhanced product offerings.
- Collaborated with stakeholders to align business goals and objectives.
- New Business target of £775k with 1st year revenue generated of £1.1 million
Corporate Sales Manager
Hermes Europe
2021.12 - 2022.05
- Assisted in promoting Hermes propositions to SMEs within corporate market.
- Supported clients in determining logistical needs through consultative approaches.
- Demonstrated product offerings to improve shipping experiences for clients and customers.
- Collaborated closely with the marketing department, resulting in cohesive sales campaigns.
- Implemented innovative sales techniques, gaining competitive advantage.
Depot Sales Manager
DX Group(Express)
Coventry
2020.03 - 2021.12
- Managed annual revenue for Nuneaton service centre for DX Express.
- Supported development of existing customers to enhance revenue streams.
- Assisted in acquiring new business within service centre for express division.
- Devised successful sales pitches for significant conversion rates.
- Negotiated lucrative contracts to secure long-term client commitment.
- Enhanced market penetration with effective territory management.
- Conducted detailed market analysis to identify new opportunities.
Sales Director
Goldstar Logistical Solutions
Coventry
2018.08 - 2020.03
- New company Formed.
- Day to day running of logistical consultants and eCommerce side of the business, responsible for bringing on new business and development of current customers by offering, pallet, mail, ecom and logistical solutions.
- Maintaining an effective pipeline that delivers Sales targets and KPI’s
- Ensure Sales Targets are met in line with monthly, quarterly and annual targets.
Account Manager
DHL Express UK
Coventry/Warwickshire
2014.08 - 2018.08
- Responsible for looking after the CV postcodes at field level with an annual spend of over 1.8million, typically accounts would have monthly spend of between £1500 - £50k.
- Being in control of your territory and appointment making, seeing 25 plus customers a week with a mix of new business, development and retention selling a range of products to maximise growth and potential.
- Knowledge of International customs and trade agreements.
- Achievements.
- 3 times Sales Ambassador winner
- 3 times Southern Account Manager of the Year
- 2 times 'First time buyer award winner'
- YOY growth in double digits for 4 consecutive years.
- New Business and development targets hit for 4 consecutive years
- 2 times Sales person of the year for the BHX team
Regional Sales Manager
OCS Worldwide Ltd
Coventry/Birmingham/Leicester
2013.06 - 2014.08
- Managing eCommerce and courier options for the midlands, responsible for hitting new business targets and visiting current and lapsed traders.
- Selling a range of products to compliment the customers requirements to maximise growth and potential.
- Developing strong relationships with new and existing clients to build long term business benefits
- Achievements
- New Business targets achieved 10/12 months
- Territory growth in double digits.
Account Manager
Fedex Express
Coventry
2011.06 - 2013.06
- Responsible for territory annual value over £7million, providing logistics services using a range of products and service to best complement the customers business and markets.
- New business targets and development business requirments, customer call targets.
- Achievements
- New Business 3 quarters in a row.
- Territory hit 4 Quarters in a row.
- Customer contact report exceeded.
Business Development Manager
Quicksilver Couriers Ltd
Coventry
2001.01 - 2011.06
- Responsible for new business and development of existing traders by offering new products and services including Same day, Next day and International offerings
- Year on year growth of customers maintained and consistent targets achieved of 5 new customers a month and revenue billed of 10k plus a month.
Education
GCSE -
Coundon Court School
Coventry, COVENTRY 1990.08 - 2004.07
A level - undefined
Coundon Court 6th Form
Coventry 1994.08 - 1996.07
Skills
- Product knowledge and experience
- Microsoft Office proficiency
- Negotiation techniques
- Relationship management
- Adaptability
- Time management
- Self-motivation
- Market trend awareness
- Knowledge of regulatory compliance
- Product positioning knowledge
- Influential networking
- Pricing strategy execution
- Performance metrics evaluation
- Business development
Websites
Accomplishments
Achievements at DHL Express
• 3 times Sales Ambassador winner
• 3 times Southern Account Manager of the Year
• 2 times 'First time buyer award winner'
• YOY growth in double digits for 4 consecutive years.
• New Business and development targets hit for 4 consecutive years
• 2 times Sales person of the year for the BHX tea
References
References available upon request.
Timeline
National Commercial Manager
GFS
2024.07 - Current
Business Development Manager
ParcelHub
2022.05 - 2024.07
Corporate Sales Manager
Hermes Europe
2021.12 - 2022.05
Depot Sales Manager
DX Group(Express)
2020.03 - 2021.12
Sales Director
Goldstar Logistical Solutions
2018.08 - 2020.03
Account Manager
DHL Express UK
2014.08 - 2018.08
Regional Sales Manager
OCS Worldwide Ltd
2013.06 - 2014.08
Account Manager
Fedex Express
2011.06 - 2013.06
Business Development Manager
Quicksilver Couriers Ltd
2001.01 - 2011.06
A level - undefined
Coundon Court 6th Form
1994.08 - 1996.07
GCSE -
Coundon Court School
1990.08 - 2004.07