Uk Sales Manager
CurrentJoined CKF as UK Sales Manager – Imports reporting to the Sales Director. After 3 months it was decided responsibility for UK sales be transferred to my dept to improve co-ordination & approach.Title was changed to UK Sales Manager.CKF had no CRM or sales system in place when I joined and due to priorities the company were unable to invest at that time.As an interim measure I set up Sales Platforms within the companies shared drive.This let me monitor the number of leads received, which exec covered them, outcome & response to the lead source.This gave the snr mgt team complete visibility.With the Sales Platforms I implementedWeekly ReportsWeekly Appointment RatioAppointment to Target RatioMonthly Sales Meetings**These incl Directors, Branch Managers & snr ops staff.My view is that all departments need to be involved in the process.We hit target '07-08 '08-09 and the team was increased from 2-5. As for most industries '09-10 was very difficult, but strong accounts were gained and I believe a strong base has been created for '10.I travelled with the company visiting Bangkok, Hong Kong, Shanghai and Guangzhou to meet with overseas colleagues, shipping lines, suppliers and agents.Relationships with our agents is crucial as CKF are part of The World Cargo Alliance and a vast amount of business is routed via this group. Most rate agreements were controlled in the FE, I controlled those in the UK. During the 2nd qtr '09, I jointly headed the companies CRM project, delivering the system Jan '10 to the senior team.We polled members of all company departments at all branches for what they needed the system to provide and completed a full report to the snr team to decide the specification of the system.A mainstay of the CRM is that it replicates the spreadsheet system which I put in place in 2007.I worked with the marketing department to create updated POS material detailing our services and group companies.
