Richard Smithers Email & Phone Number

Chesterfield, England, United Kingdom

Belfast, Northern Ireland, United Kingdom

As the Director of Sales for UK & Ireland, Europe and North America, and a Board Member of Victor Stationery I am responsible for driving sales growth, building new business and securing customer loyalty, and forging strong relationships with external business partners. With my proven track record in competitive business environments, natural flair for leadership, and ability to accelerate sales-team performance, I have developed successful sales and marketing cultures that exceed targets and identify new income streams and business opportunities. Additionally, I have strong commercial awareness and attention to detail for business strategy, and I am passionate about delivering excellent customer service.The RHINO Stationery brand is owned by UK paper manufacturer, Victor Stationery. Our mission is to assist people of all ages to improve their learning and communications; books and pads are designed fit-for-purpose and meet the exacting requirements of quality and performance.All our products come with a lifetime warranty and a commitment to sustainable sourcing and minimal waste, so you can be confident of the very best quality and environmentally conscious paper products to support you and your business objectives too. The news of my shortlisting for the BOSS Awards Professional of the Year 2023 and being a finalist for EOPA's Executive of the Year 2024 fills me with pride. It's not just a personal achievement but a collective triumph for the entire Victor Stationery team. I humbly see myself as the conduit for the exceptional work, innovative thinking, creative endeavours, and manufacturing excellence that our team consistently delivers.Being shortlisted is a heartfelt testament to the dedication and hard work of my esteemed colleagues, both in Belfast, the UK, and Estonia. The collaborative spirit that runs through our global team is what propels us to these remarkable heights.

Manchester, United Kingdom

The BOSS regions play an important role in helping to strengthen the Office Products industry by facilitating communication and collaboration between companies and individuals within a specific geographic area. By providing opportunities for networking, socializing, and learning, the regions help to foster a sense of community within the industry and to promote best practices and innovation.The committees that run the regions are made up of industry professionals who have a strong interest in promoting the Office Products industry and supporting their local communities. These volunteers work tirelessly to organize events and initiatives that benefit their members and the wider community, and they are passionate about making a positive impact on the industry.Members of BOSS are encouraged to get involved with their local region, either as individuals or as representatives of their companies. By participating in region events, members can gain valuable insights into industry trends and best practices, as well as make valuable connections with other professionals in their field.Overall, the BOSS regions are a vital part of the Office Products industry, helping to promote collaboration, innovation, and growth at the local level.

London, United Kingdom

The BOSS Future Leaders group represents a dynamic and forward-thinking cohort of young professionals who are committed to driving innovation and growth in the Office Products industry. Their insights and perspectives are critical to helping BOSS stay in touch with the changing needs and expectations of the next generation of industry leaders.As a volunteer group, the BOSS Future Leaders work collaboratively to develop new ideas and initiatives that reflect their vision for the future of the industry. They also play an important role in shaping future BOSS conferences and events, ensuring that they are relevant, engaging, and meaningful for younger talent.Through their efforts, the BOSS Future Leaders are helping to build a stronger, more dynamic Office Products industry that is equipped to meet the challenges of a rapidly changing business landscape. Their dedication and passion for the industry are an inspiration to all BOSS members, and their contributions will be instrumental in shaping the future of the organisation .

Sheffield, England, United Kingdom

Manage and deliver a territory sales budget of £XXX, from 23 dealers in line with my regional plan.Working with our largest dealers to achieve their business plans and goals. Working across multi-functional teams to deliver increased sales and margin, reduce costs and efficiency. Provide input into creative campaigns from design through to successful execution within a dealer’s sales team. The role requires the management of dealer partners, internal sales support functions, and overall direction/responsibility for multimillion-pound contractual negotiations.

North

Experienced sales leader. Experience developing, deploying and executing sales models and Go-to-Market for Wholesale, large, complex deal pursuits and territory build and planning. Extensive experience in large-scale customer negotiations and relationship building, leadership development, operational execution. I have worked in and built high performing teams, at scale, with expertise in new customer acquisition, growing under-penetrated accounts and expanding relationships with key accounts. Experience in hiring, on-boarding, training and management of distributed field based sales teams.To lead, manage and direct all Account Management and Field Sales activity within a designated sales region• To manage and deliver sales turnover and margin targets for the designated sales region in line with Sales Plan• To implement regional sales plan including individual sales targets and incentives in line with National sales plan and incentive scheme, and measure and report on performance against targets• To propose and initiate strategic new market opportunities and business development opportunities

Manage and deliver a territory sales budget in excess of £XXXm, from XX dealers in line with my regional and territory sales business planWork with our largest customers to achieve their business plans and goals. Working across multi functional teams to deliver increased sales, reduce costs and efficiency. Provide input into creative campaigns from design through to successful execution.The role requires the management of dealer partners, dealer purchasing groups, internal sales support functions and overall direction / responsibility for multimillion pound contractual negotiations.KEY RESPONSIBILITIES & ACHIEVEMENTS• July 2017, BOSS Leaders of the future committee member• Winner of the Superstat Account Manager Excellence award (June 2017)• Nominee for Young Stationers' Prize (16th July, 2014) The Worshipful Company of Stationers and Newspaper Makers• In my first 6 months in the role, I needed to understand the risk and develop strategic plans to take my territory from a -29% loss in turnover YOY to a 8% positive and achieve 105% of budget.• I have also been responsible for converting, winning and implementing two commercial deals in excess of half million pounds • Manage existing customer base to achieve planned performance, including setting yearly sales forecast with detailed business and marketing plans.• Negotiation of pricing, terms and conditions and sales support packages, along withfull P & L responsibility.• Managing internal relationships with key product managers to achieve above budgetgrowth.• Managing customer service relationship within my channels to ensure efficient andtimely responses to customers. Responsible for investigation and reporting of customercomplaints and issues.• Produce regular statistical analysis and comprehensive reports on turnover, salesforecasts and budget analysis along with monthly reports for board meetings

Midlands

Manage and deliver territory sales budget in excess of 13m in line with my regional and territory sales business plan.My main focus in the first 6 months was to project manage and develop a new account management structure and the role and responsibilities for 15 of Spicers external account managers, account directors and regional sales directors. I put together a competency structure which consists of role & responsibilities, personal performance, business awareness and account management. In addition to this, I developed an online and paper based information centre of tools on how to deliver best in class account management and competencies. This project was delivered to 35 of Spicers internal and external sales teams in a 2.5 hour presentation at our national sales meeting in April 2014 KEY RESPONSIBILITIES & ACHIEVEMENTS• Developed key marketing program and business plan for top 20 accounts.Improved marketing communication by developing internal resources ensuring every customer received targeted promotional information.• Lead individual on a management project. Developed and delivered an account management project, including the required role and responsibilities for the sale team of 15 individuals.• To propose and agree a Joint Customer Business Plan on an annual basis with key customers and to leverage all available third party support from Dealer Groups, Key Vendors and internal support functions within Spicers, to ensure the success of these plans.• To manage and maintain all customer commercial agreements and contracts, updating and renewing in accordance with timescales, and supporting the implementation of National commercial agreements and contracts as required.• To maintain all account profile and customer records on Salesforce.com, to provide customer sales reports and to report performance and results to senior management in line with described formats, content and timescales.

Midlands And South West Team

Europe largest wholesaler of office products supported by and including a network of over 2000 resellers throughout the UK via a product range of over 20,000 products and a range of market leading services including e-commerce solutions, marketing support and advice.I am responsible for the Midlands area with 240 dealers revenue in excess of £8 million, planning and delivering sales turnover in line with company guidelines.Identifying and converting new business opportunities both within existing customer base and new opportunities.Working with customers and supporting marketing activity from Spicers and Manufacturers. Provide training and consultative support to help dealers position themselves competitively in the market.Working with a product portfolio of over 20,000 products, manage pricing alignments and new deals within margin parameters. Provide support on large contracts and ensure service levels remained consistent.KEY RESPONSIBILITIES & ACHIEVEMENTS• Manage existing customer base to achieve on plan performance, including setting yearlysales forecast with detailed business and marketing plans.• Negotiation of pricing, terms and conditions and sales support packages.• Managing internal relationships with key product managers to achieve above budgetgrowth.• Managing customer service relationship within my channels to ensure efficient andtimely responses to customers. Responsible for investigation and reporting of customercomplaints and issues.• Produce regular statistical analysis and comprehensive reports on turnover, salesforecasts and budget analysis along with monthly reports for board meetings.• Proven track record of achieving sales, tracking at 16% YoY growth totaling 180k.

We supply to a wide variety of commercial clients; public sector, large corporations and small to medium size businesses. Every one of our customers has different demands and needs, which is what keeps our job interesting and rewarding. We work closely with all our clients to ensure we deliver what they need when you need it.Negotiation of pricing, terms and conditions and sales support packages. Managing customer service relationships within my area to ensure efficient and timely responses to customers.Proactive management portfolio of medium to large accounts & a number of National accounts. Set up an appointment/call back system and provide weekly reports to management on account status.Part of a working party, which devised and introduced a formal pricing structure allowing closer control of profit margins.Field based with a territory which includes South Yorkshire and North Derbyshire, tasked with delivering new business through cold calling & prospecting – produced accounts worth £20k in first two month of operation.

I started the Business slow selling office products B2C online via eBay and Amazon while developing and building the web site www.office2me.co.uk I was involved in all aspects of the business from project managing and integrating the web site and back office system (Progress online) by 2009 I had developed 4 web sites selling Office product online only B2B and B2C clients around the world such as Exxon Mobile, QVC and the BBC. From working in the business full time in 2008 I was responsible for a turnover of £750k at 32% GPResponsibilitiesFull P&L responsibilities, production of management account for the board.Negotiation of pricing, terms and conditions Purchasing from the wholesale channel (Vow , Spicers) and dealer group (Integra) Manage existing customer base to achieve planned performance, including setting yearlysales forecast with detailed business and marketing plans.Produce regular statistical analysis and comprehensive reports on turnover, salesforecasts and budget analysis along with monthly reports for board meetings.

After 9 years working in sales and management my Managing director and I setup a stand along company with combined purchasing and an annual turnover of 2.2m at 38% gp. Managing your own business presents many different challenges and gives you many more fantastic experiences.I was responsible for the P&L sales and marketing, recruitment and 6 other members of my team. Negotiation of pricing, terms and conditions, purchasing from the wholesale channel (Vow, Spicers) and dealer group (Office Friendly) was a major part of my role. I was responsible for managing the customer base to achieve planned performance, including setting yearly sales forecast with detailed business and marketing plans using SWOT and PESTLE. I produced regular statistical analysis and comprehensive reports on turnover, sales forecasts and budget analysis along with monthly reports for board meetings.In my five years as Managing Director I won over 400 new accounts ranging from large corporate to local authority.

Osi supplies design-led Office furniture and peripheral stationary to the public sector and private organisations. I am the first employee of the company and have been heavily involved and influential to our success, my main responsibility is sales but at the out set I was involved in logistics, purchasing and the general day to day running of the company. Osi's turnover was £1.8million of which I personally contribute £600k at 35% Gross Profit per year which I grew from zero. Within the role of Sales Manager, I am responsible for achieving pre-agreed sales targets and profit targets, maintaining relationships with clients and colleagues and retaining key accounts, while interacting with potential clients, to develop new accounts. I have tendered and won new business from a financial Management company at a value of £90k pa, which has provided my company with over £540k. Incorporated into my role is the planning and proposal of office designs using AutoCAD and storyboards, prior to the installation of solutions to a specific brief. One of my accolades was wining a tender to furnish 5 floors for a College in Leeds, at a value of £94k. I have highlighted a new opportunity for my company promoting the adverse effects of poor posture to occupational health departments and health and safety. This has been achieved by making organisations aware of their need, by supplying solutions in the way of posture corrective seating. Figures for the first year are £51k at a 37% gross profit.