Adrian Kellner Email & Phone Number

Nieuwegein, Utrecht, Netherlands

South Africa

Directly report to the Managing Director and oversee two sales teams, one based in Johannesburg consisting of 6 salespeople (4 senior and 2 junior), and another in Pretoria with 5 salespeople (3 senior and 2 junior). Additionally, manage a portfolio of 10 personal clients, including one with 11 branches and 1,500 users, another with 32 branches and 1,200 users, and 8 others ranging from 15 to 70 users each. The sales teams consistently perform at a high level, achieving between 75% and 135% of their targets. The territory encompasses the South African national landscape.Key Deliverables• Monitor a diverse sales team’s daily activities to ensure quality and service effectiveness.• Manage and direct the sales teams to achieve sales and profit goals with alignment to set targets.• Lead the sales team to maintain an effective and successful relationship with existing clients while developing prospects to expand opportunities throughout their territories. • Identify and maximise revenue from existing customer accounts maximising upgrade cycles on the base.• Advance the company’s strategic positioning with key accounts and strategically important geographics.• Identify and monitor the performance of competitors in the marketplace.• Review sales performance both individually and as a team. • Ensure the alignment of Key Performance Indicators (KPIs) with the job description, and regularly review them as needed.

Pretoria Area, South Africa

Held a direct reporting relationship with the Managing Director and was responsible for overseeing corporate accounts, comprising 20 key clients. In addition to these corporate accounts, managed a personal client portfolio, which included one client with 11 branches and 1,500 users, another with 32 branches and 1,200 users, and a significant client with 319 branches and 16,000 users. Also managed 8 other personal clients with user counts ranging from 15 to 70. This collective effort resulted in a monthly revenue of 1.5 million. Operations spanned a national territory.Key Deliverables• Maintain a positive relationship with existing corporate customers ensuring that their portfolios are up to date.• Introduce new products to corporate customers cross selling and increasing revenue.• Develop positive relationships with potential clients, establishing their business needs and preparing tailor-made solutions.• Present proposals to directors, and senior to middle management level prospects. • Prepare forecasts for monthly, quarterly, and annual sales results in addition to other activities and performance metrics.

Full day to day business management and planning.Liaise with technical manager on maximizing upgrade cycle on base.Recruitment and selection.Staff management and development (training & coaching)Setting of targets and management thereof.Infield training of sales staff and assist with deal processing.Customer queries and conflict resolution.Maximize company visibility and increase revenue.

Pretoria Area, South Africa

Working closely with the Sales Director to prospect, present& close new business.Gaining a strong knowledge and understanding of client’s process and requirements.Involved in day to day management of clients.Participation in team building and sales training events.Performance monitoring of account consultants.Manage budget and administration for sales team.Retain accounts through the development of strong relationships with key decision makers.

Sales Processes

High Impact Sales - Direct Business

Sales Management

Leadership Training - Mentoring, Motivation, In Field Couching

Sales Consultant Training - Prospecting, Needs Analysis, After Sales Care

Sales Management