Joe Courts Email & Phone Number

United Kingdom

New Jersey, United States

Reigate

Leading B2B product marketing for Canon UK’s print, information management and solutions portfolio. Defining propositions, driving demand and enabling sales education to support sales in to professional organisations:• Responsibility for full product lifecycle management across all B2B products including hardware, software and services• Commercial ownership of the product P&L to ensure B2B revenue and profitability targets are achieved• Supplier and Vendor Management decisions as part of wider cloud and on-premise software eco-system• Active performance management of direct and indirect reports through coaching, mentoring, training and other defined processes such as performance reviews• Liaison with all required support functions across local and pan-European organisations to ensure seamless customer experience

Reigate, Surrey, United Kingdom

Leading the strategic development of customer-centric value propositions and results-led marketing campaigns as the senior manager responsible for customer marketing of Canon’s B2B offering.• Design, recruitment, and leadership of a brand-new customer marketing team following an organisational re-structure including 7 direct and 6 indirect reportsCreation and delivery value proposition content, written and video case studies, campaigns and internal education sessions for each stage of a customer buying cycle• Implementing integrated omni-channel demand generation campaigns including digital ‘always on’, social media, inbound marketing, events and telemarketing• Developing B2B brand, customer experience, engagement activities in line with corporate guidelines• Selection and management of marketing agencies for tactical and strategic campaigns• Relationship management of industry associations and press• Senior management responsibility for national showroom infrastructure and strategy • Management member of pan-European virtual teams for value proposition, customer experience and demand generationSignificant achievements include 20% year-on-year pipeline growth, reduction in lead-handling SLAs, local implementation of marketing automation infrastructure, and the delivery of a C-suite customer engagement programme.

Reigate

Managing a marketing team focused on delivering programmes and activities to drive the P&L of the WFG business in the UK including print hardware and project and document management software for Architecture, Engineering and Construction customers. I successfully transitioned from being a member of the team to leading it, building a strong team by combining existing experience with the ideas and skills of three new members.

Brentwood

In this role, I had marketing responsibility for the imagePROGRAF range of wide format printers supporting the direct and indirect sales forces of Canon UK with product, channel, vertical and customer marketing activities. With over 20 solutions in the portfolio, I manage the product lifecycle from introduction to through to end of life with responsibility for budgeting, financial planning, pricing and promotional strategy. I manage the distribution of sales and marketing tools and collaborate with our central communications team for event planning, public relations and campaign messaging to generate greater awareness of the iPF range and create more leads for our direct sales teams and reseller channel. I also develop and deliver training courses with specific focus on applications, product and behavioural traits.The key projects I have worked on in this role have been the re-structure of the wide format partner programme, creating a new profit structure for Canon UK’s large format distribution and reseller partners and a greater value proposition for customers who buy through this channel.I also engaged in a project to improve web performance for the entire wide format portfolio in the UK, utilising the knowledge I have learned through studying for a diploma in online marketing. The key concept of this project was to give the customers the best possible journey, ensuring they can find the information they need as quickly as possible, inspiring them with new ways they can benefit from wide format print, and making it as easy as possible to get in touch when they are ready to find out more.

Sunbury-On-Thames

GSG is a privately-owned company offering fully managed, bespoke logistics services. Focussing on companies with a time or temperature critical transport requirement, my role here was to open up new opportunities for a business that had previously grown through tender bids and word of mouth.In a national role, I was tasked by the board of directors with creating a commercial strategy to win new customers from a standing start, with no previous sales funnel or database to work from. I spent much of my time on the road pitching to board directors of prospect firms, offering an entirely outsourced model of transport. This required high-level strategic discussions, often involving the transfer of staff, so discussions needed to be handled in a sensitive manner with an understanding of TUPE practices. This role gave me a more rounded commercial awareness with responsibilities not only for generating new revenue, but also for other key disciplines. I was accountable for the financial viability of each deal and for the first time was involved with operational and resource planning. Furthermore, I was on the other side of the sales cycle with responsibility for procuring a CRM system and agency services among other solutions.

London, United Kingdom

This role gave me the opportunity to apply my previous experience and knowledge in a new industry with different customers and different solutions. For the first time, I was working in a pure new business role with a focus on data security for IT professionals and physical record management for archivists in the top legal and financial companies in Central London and Canary Wharf. This was an extremely challenging role. Most prospects already had a provider in place with ‘end of contract’ costs and industry norm. Furthermore, all major providers had a very similar proposition to each other, so adding value became very difficult, especially against prohibitive exit costs that often ran in to the hundreds of thousands. Therefore, I had to change my approach and focussed on two areas.I built strong relationships with a number of strategic partners, opening the door for opportunities with their existing customers as well as enlisting the help of their sales teams who would pitch our service as an additional offering to their own prospects.Secondly, I focussed on tender business where customers were actively seeking a new provider. With no tender team to support any bids, I had to ensure that the opportunities I pursued were of sufficient value and we had a realistic chance of winning to justify the time spent on the bid. With this approach, I secured a tender win with the Law Society of England and Wales, establishing WRM as the recommended records management partner to all of the member firms in England and Wales, comprising over 140,000 solicitors.

London, United Kingdom

With the promotion to a more senior position came a higher expectation of revenue and margin delivery across my assigned territory of London, Sussex, Kent and Surrey. I was able to deliver against these targets by retaining the work ethic that had earned me the promotion, and by focussing on value in the areas that really mattered to our customers, namely people, money and time. To support my involvement in more complex sales cycles, I was trained in Huthwaite’s Major Account Sales Strategy, giving me a more strategic approach to bigger accounts, a better appreciation of the customer’s buying journey and learning how to provide a solution that benefits all of the relevant stakeholders. My ability to apply this theory was underlined by my success in selling enterprise wide software solutions which had a far greater impact across the customer’s business, and also a higher margin return for our own business, than the hardware in our portfolio.In 2009 I sold more software and professional services than anyone else in the UK team, and I was humbled to have senior Account Managers asking me for advice. This led me to analyse my approach in a way that I could easily share it, and it sparked an interest in being able to help others change their habits to be more successful. This also put me in a stronger position for when I was tasked with mentoring a junior Account Manager who was new in to the business.

London, United Kingdom

This was my real first business to business role with accountability for growing the sales of Océ’s wide format printing systems to customers with a need for technical documents. Working alongside senior Account Managers and supporting the reseller network in London and the South East, this was a self-dependent, high activity role making over 20 meetings per week with prospects primarily in design, construction, government and utility companies. When not in front of potential customers, my time was spent prospecting on the phone, driving around industrial estates looking for new opportunities and in the showroom learning how to use and demonstrate the systems I was responsible for.During this period, I was trained in the methodology of Huthwaite SPIN selling and first started to understand the difference between cost and value, which helped me to regularly win deals against competitors with cheaper alternatives and to help the business to become the UK’s number one Wide Format provider by 2010.Following a successful first twelve months, I was trusted to be able to manage larger deals without the support of my senior colleagues which ensured that when the opportunity arose I was ready to step up to a full Account Manager position.

Coventry, United Kingdom

This position gave me my first experience of working in a service-led commercial environment. My main duties involved administration, where I was responsible for re-organising the department's customer records following an office refurbishment, and customer-facing activities such as booking jobs and leading customer liaison while their vehicles were with us for service or repair.

Leeds, United Kingdom

This role gave me the opportunity to combine two of my passions - language and sport. I was responsible for creating live commentary, text message updates and match reports of English Premier League football matches. This really was a fast-paced role with no room for error as I was accountable for creating live updates for paying subscribers who expected accuracy and urgency, so I learned to proof-read and edit my own and my colleagues' work under extreme time pressure.

Bachelor'S Degree, Ba Linguistics And Phonetics (Hons), 2:1

Studying a combination of psychological, sociological, and structural aspects of linguistics, I developed an interest in behavioural.

Diploma, Online Marketing

From the basics of web design and development, through Pay Per Click, Search Engine Optimisation, and analytics. This is a distance.

Diploma In Professional Marketing, Marketing, Merit