Steve Cable

JHP are in the top 5 largest national training providers in the UK.
Initially responsible for over 150 sales staff including field sales (130+), contact centre (30) and sales managers (7) and a contact centre operations manager (1).
Simultaneously managed a series of complex projects, associated teams. Navigated politics / stakeholder motivations ensuring best result for the business.
Worked in the Senior Leadership Group with CEO, MDs and Executive board.
Responsible for developing and managing complex relationships with Operational Directors /Management and ensuring the sales and delivery worked together affectively.

? Reduced cost of sales force by 22% per annum.
? Improved sales performance of sales staff by 21%.
? Improved sales activity by 35%.
? Sponsored and lead CRMS IT project.

Specialist ‘Search and Selection’ recruitment consultancy with a focus in the IT industry.
Developed concept, part-invested and launched company following extensive research and preparation on market positioning and differentiation.
Not operational on day to day basis but involved in all strategic decisions and planning – staff recruitment / branding / office relocation / IT system investment
Developing key offerings to clearly differentiate Metier as a level of quality above competitors recognised to offer a poor service.
As a Sales Management recruiter specific insight into Metier approach provided to increase new client acquisition.

Planning Consultancy and Commercial Land Consultants
Investment / Joint ventures with land owners  deliver planning consultancy to ensure beneficial change in planning consent  negotiate sale of land / joint venture with successful Construction bidder via closed-tender process.
Delivered via joint sales and business partnerships with two key suppliers, DTZ and Line 52.

Achievements

6 successful finalised deals. 4 developments are now finished.

Positioning enterprise wide, Information Management solutions across predominantly Central Government accounts.
Directing an internal sales and external field sales towards targets
Responsible for coordinating Pre Sales departments and Product development initiatives

Achievements

Achieved 2nd highest sales revenue in first sales quarter in role.
Highest sales achievement in second sales quarter, Q3 2007.

Northgate purhcased Anite Public Sector in October 08.
APS are leaders in the supply of EDRM systems to the Local Government sector.
Responsible for re-creating go to market strategy and re-structuring all sales related staff in organisation.
Responsible for software sales, services utilisation and affective coordination of sales support staff.

Achievements

Picked up a poorly-organised and low performing team with very low morale. Implemented new structure, new standards and instilled proven Sales Management, Sales Process and Territory Management methodologies.
Ensured retention recruited and developed a very strong team of high quality professionals. Developed a strong team ethic and loyalty.
With by-in from board level encouraged and achieved cohesion at Senior Management level.
Developed ?Offer Management? training program and highly sophisticated business case calculators, together with sales training  increased win rate.
Managed culture change to a ?sales first? organisation.
Raised sales activity levels by over 100%. (external meeting rate)
Projected to finish 08/09 sales year showing a 51% year on year growth against 07/08.
50% profit growth, on budget for year,

Joint venture and business plan dev. with PKF – Venture Capital funding project
Municipal Solid Waste to Biomass to solid or liquid fuel markets.
Business formation, Sales ad Marketing leadership / Heavily researched market

Achievements

Gained interest and negotiated contract with leading worldwide business advisory/accountancy firm and sold IPR to Leading Engineering Corporation

Now owned by Experian plc.

Managing sales team. Responsible for all sales margin generated from all Local, Regional, Central government and Defence, excluding Healthcare.
Specialist in sales coaching and mentor management strategies. Focus on targeted Territory Management and driving individual business plans.
Took to Government and Intelligence markets the new Identity Management solutions. (Security Cleared)
Built original relationships and formed long-standing team targeting major SI outsource contracts with focus on private sector.

Achievements
Guiding negotiations with the account manager closing a multi million £ deal into UK central government
Restructured Public sector sales division
Differentiation and tender avoidance greatest success factors. Allowed QAS to ‘punch above their weight’. Won competitive deals with much higher prices.