Hannah Wade Email & Phone Number

Winchester, Gb

Leading the Global Sales Operations team at NI, now part of Emerson's Test & Measurement Business Group.

United Kingdom

Leading Strategic Planning and Effectiveness for Global Sales & Marketing at NI, playing a strategic advisor role to the Global Sales and Marketing Leadership team with responsibility for driving sales strategy, planning and execution to enable revenue growth in alignment with Business Unit and Company Strategies. Leading Regional Sales Business Partners, Sales Effectivess and Strategic Planning Teams in Global Sales Operations Responsible for Annual Strategic Planning Cycle, Development of Regional Growth Plans, and delivering appropriate Sales Effectiveness plans to deliver against business outcomes

Asked to join the Sales Operations team in a leadership role as Business Partner to the EMEA Sales Leadership team, acting as a strategic advisor with the goal of ensuring regional execution and alignment of sales operations to global strategy. Tasked with embedding a unified operating model and streamlining sales-related processes, my position entails providing operational insights and thought leadership at all levels, from field sales to executive management, highlights included:- Facilitation of EMEA Sales Leadership Cadence, including Quarterly Offsite to focus on key initiatives for growth- Development of the EMEA Plan of Record, creating focused execution plans in line with Business Unit Strategy- Leading EMEA Sales through Annual Strategic Planning Process- Driving Global Sales & BU interlocks to drive alignment in both planning and execution

I was handpicked to join the newly formed Business Development team in EMEIA as a BDM group manager, directing sales teams in Academic, Semiconductor and Business Consulting sectors. Highlights include: - Co-delivered significant organisational change as key member of new EMEIA BDM leadership team.- Enhanced performance through high impact sales strategies and metrics, including KPIs, planning, reporting cadence and commission schemes.- Developed cohesive team of BDMs; designed and standardised job specifications.- Increased team outputs through impactful coaching, mentoring and training of BDMs- Restructured team to drive ROI, sharpening focus on most profitable areas.- Embedded new targets, KPIs, reporting and quota-setting methodologies.- Achieved major Semiconductor sector won opportunity growth, up to 33% in 2019 v 2018

In 2014 I was promoted to lead the UK academic sales team then had my accountability expanded to include a central role on the regional leadership team, directing academic sales teams across Northern / Central Europe. - Directed sales teams to achieve sales targets of up to $25M through effective sales strategies.- Pioneered shift towards major account focus and away from territorial segmentation; improved key account management.- Defined and standardised effective coaching, account planning and sales cadence processes.- Coached productive team of up to 15 sales specialists; empowered emerging talent.- Increased strategic focus, key to several major university wins of up to £500K value.- Improved leadership and sales training; worked with cross-functional teams to improve skills and performance.- Arranged three-day EMEIA sales conference and presented on account planning and development to 300+ staff in Baveno, Italy. - Implemented restructuring that improved use of resources, aligning to company growth strategies.

After successfully managing the engineering leadership programme, I was tasked with delivering a new strategic focus for NI, establishing strategic relationships with major universities.- Pioneered new methods of opportunity creation, including adoption of NI technologies in curricula. - Introduced innovative new sales strategies, working with UK sales and global marketing leadership.- Built strong client relationships at senior level and across academic organisations; developed win-win solutions, business cases, reference solutions and joint approaches.- Won the largest ever NI academic order in Europe for a new UK engineering teaching facility.- Launched new products, working closely with Marketing to seed products with universities.

After completing the graduate programme as an Applications Engineer, I was promoted to join the UK leadership team in my first management role, directing 30 Applications Engineers who provided technical support to UK clients. - Delivered training, onboarding and continuous development processes that minimised churn.- Oversaw productive graduate and intern recruitment; secured up to 15 high potential engineers a year.