Tim Richards Email & Phone Number

Reading, England, United Kingdom

Reading, United Kingdom

Responsible for designing, building and deploying Sales Enablement Programs that increase Sales Productivity across Europe, Russia, Middle East & AfricaMajor Sales Enablement Programs include:• Own and deliver Sales new hire Onboarding program and Bootcamp to accelerate ramp times• Champion and enable rigorous adoption of the ‘Solution Selling’ Sales Methodology across the Sales Organisation• Create and deliver relevant content to support the continuous learning of all sellers, via weekly sessionsAchievements in role to date:• Recipient of the AspenTech individual CEO Excellence Award in August 2020. Awarded as recognition for rapidly creating and deploying sales skills development training to support the transition from face to face to virtual-only selling, in response to the Covid-19 pandemic• Designed and delivered a global coaching program to all sales leaders across the company. Program develops coaching skills and promotes a culture of coaching that continuously raises individual performance levels and drives overall sales productivity • Created and delivered training sessions supporting a wide range of sales related curriculum. Includes sales skills related sessions such as improving Executive Presence, Active Listening, Presentation & Communication skills, and core sales activities such as demand creation, pipeline hygiene, forecasting, account planning, accessing executives and many more• Led development of program to systematically improve company attrition rates by defining roles and responsibilities across BUs, to drive coordinated customer adoption activities

Egham

Responsible for delivering YoY increases to the sales productivity & growth of the Gartner Executive Programs business, a membership based CIO Advisory Program.Achievements: Results delivered through the successful design, implementation and adoption of scalable growth programs which have contributed directly to an increase in new business productivity, with annual new business volumes rising from $52M in 2016 to $75M in 2018. Use of the ‘Switch’ change methodology to drive comprehensive program adoption Enabled an increase in win rate of qualified opportunities from 26% to 41% through support for the design & deployment of a new specialist member acquisition role which also boosted average deal size by average of +32% Enhanced customer satisfaction by enabling better alignment with prospect expectations during the pre-sales phase, increasing downstream retention by an average of +4% Successful implementation of a new growth dashboard in partnership with finance & operations, bringing relevant metrics & performance indicators to a single point of access for leaders, providing enhanced insights to diagnose challenges & identify bright spots to amplify Completed study to determine the common drivers behind top quartile performance for opportunity deal size & sales cycle time Certified in Challenger Sales methodology. Successfully delivered many C-level sales training workshops. Also actively coach Sales managers & their teams on how to accelerated top C-level opportunities, resulting in many wins

Egham, Surrey

Responsible for driving the operational effectiveness of Gartner's Executive Programs business, delivering high client retention and double digit growth.Orchestrated through leading monthly operational review and planning process with all regions to understand and resolve challenges, to share best practices and to help drive a consistent business performance measured by key leading & lagging indicators.Lead the deployment and adoption of multiple business and change initiatives designed to increase client centricity and return improving member retention and growth performance. Own and orchestrate our communications strategy to support change adoption.To partner with our EMEA Regional VP leaders and supporting LOBs, providing leadership & management guidance enabling continuous improvements in operational consistency across key disciplines ranging from performance management to budget planning and recruitment.Achievements:  Led the deployment and adoption of a comprehensive new ‘Member Engagement Model’ to drive the client centric daily workflow of the Service Delivery Teams. Annual retention rates increased from 78% to 82% in the 2 years post roll out, equivalent to $7M annually Operational responsibility for launching and embedding a new Service Kick off process to on-board all new clients more consistently, fostering strong early member engagement Played key role in stimulating expansion of business during tenure in role. Business increased by average of 16% a year for 6 years, growing from $90M to $174M annually between 2010 and 2016 Led direct turnaround of business performance in India through 2016, delivering YOY improvements in retention from 71% to 79% and accelerated growth from 10% to 21% Promoted from Director Operations to VP Operations in April 2013

Egham, Surrey

Operations Director for Gartner's Executive Programs organization in EMEA.Responsible for driving the operational effectiveness of the business measured by delivering high client retention and double digit growth.

Egham, Surrey

Responsible for front line delivery to a portfolio of 25+ CIO members of our Executive Programs service. Acting as their coach, mentor, and business advisor, my role was to assess each CIO members unique set of Mission Critical Priorities and design and deliver a customized service plan of engagement. Leveraging Gartner Research & Advisory assets, I provided timely, relevant advice to support each member in addressing the IT challenges they faced to meet the needs of their business. Delivery was through a mixture of on-site meetings, briefings and remote consultationsAchievements: Fully successful in this role over a 5 year period, delivering member retention consistently over 80% (above the Europe average at the time of ~75%), peaking at 91% retention in 2007 and also directly supporting sales with winning over $500K of new memberships Through 2007 and September 2008 I also supported 7 CIO members based in Portugal, delivering 100% retention before we were able to hire a local delivery resource UK local CIO Events Chair from December 2006 to August 2008, working with our events team to organize and host local UKI EXP member events Completed full range of Coaching & Facilitation Training

Egham, Surrey

Responsible for selling and retaining Gartner products and services to major Financial Services organizations, primarily in the investment banking sector (JP Morgan, Goldman Sachs, Nomura, Citigroup etc.)Achievements: Qualified for multiple ‘Winners Circles’ Sales Achievement Awards (awarded from attainment of 130%+ of quota) Certified in ‘Value Selling’ sales methodology

Princes Risborough

Responsible for defining and executing UK marketing and Sales strategy for low molecular weight heparin product

Princes Risborough

Responsible for selling all Leo Pharma products across Surrey and Berkshire in primary and secondary care

Bachelor Of Science - Bs, Zoology

Education record