Area Sales Manager – Scotland at Wolf Laundry (2025-08 – 2026-09)
Led commercial B2B sales and business development across Scotland for a premier commercial laundry equipment provider, driving revenue via strategic client acquisitions and solutions-based selling.
- Spearheaded territory growth strategies to expand Wolf Laundry's footprint in commercial, healthcare, and hospitality sectors across Scotland.
- Cultivated long-term relationships with key corporate procurement leads, estates managers, and public sector stakeholders.
- Delivered comprehensive, value-driven equipment and service proposals, shifting client focus from price to total cost of ownership (TCO) benefits.
- Managed the complete sales cycle from initial cold prospecting and site surveys through to contract closing and handovers.
Sales Account Manager at Carbon Group (2024-12 – 2025-08)
Managed new business development operations across the East of Scotland territory, focusing on solution-driven commercial growth.
- Developed high-impact relationships with key external stakeholders to systematically uncover enterprise sales opportunities.
- Generated a consistent pipeline of high-probability prospects via strategic corporate networking events.
- Implemented consultative sales strategies, leading with added value and tailored solutions rather than competing on price.
- Maintained strict visual control over competitor activities and market shifts to pivot territory strategies effectively.
- Optimised daily productivity using advanced diary and territory management methodologies.
National Account Manager at Selecta Vending UK (2023-08 – 2024-09)
Held full strategic accountability for the growth, retention, and performance of marquee national accounts including CBRE and National Grid.
- Controlled multi-million-pound account P&Ls, implementing strategic account plans that consistently met service and revenue targets.
- Served as the primary strategic point of contact for executive client escalation, systematically resolving operational issues to maintain 100% account health.
- Analysed complex weekly, monthly, and quarterly account performance metrics to forecast growth opportunities and mitigate risks.
- Designed and presented detailed management information (MI) dashboards to provide complete transparency to internal and external leaders.
- Successfully mobilised new machine placements, rollouts, and contract modifications across multiple national facilities.
- Led comprehensive client business reviews to present ROI, brand value, and continuous service enhancement strategies.
Senior Account Manager at Capital Document Solutions (2014-01 – 2023-08)
Drove business development and account expansion across the Perthshire and Angus territories over a highly successful 9-year tenure.
- Secured notable high-value corporate client wins including Sidey Group, Bell Ingram LLP, GS Group, Dundee Plant, Angus Housing Association, Henderson Loggie Accountants, and Innes Johnston LLP.
- Built an extensive commercial network by attending major regional business events to source inbound opportunities.
- Pioneered solutions-based selling across the territory, enhancing profitability by embedding value-added services.
Senior Field Sales Manager at Eden Springs UK Ltd (2005-07 – 2013-12)
Managed and expanded a major commercial portfolio comprising 125 public and private sector accounts valued at £1.7 million annually.
- Successfully defended and developed anchor accounts including Glasgow NHS, Edinburgh City Council, Morrison Construction, Aberdeenshire Council, Schlumberger, and Tullis Russell Paper Company.
- Exceeded annual sales performance targets consistently for five consecutive years (2007, 2008, 2009, 2010, and 2011).
- Earned top-tier performance sales incentives, including corporate recognition trips (e.g., Barcelona).
- Successfully executed targeted price adjustment strategies and account retention frameworks to maximise customer lifetime value.
- Took direct responsibility for onboarding and mentoring new sales representatives entering the business.
Business Development Manager at Concept Group Ltd (2003 – 2005)
- Won key accounts like Angus Council, Robertson Group, and Baker Hughes Group selling engineering print solutions.
Business Development Manager at Capital Solutions Ltd (2001 – 2003)
- Named 'New Business Salesperson of the Year 2001' and achieved top targets via cold calling and telesales.
Sales Executive at Johnsons Apparelmaster plc (1998 – 2001)
- Achieved 'New Salesperson of the Year' out of 12 peers selling B2B managed services.
Retail Store Manager at BP Express Shopping & Kwik Save (1993 – 1998)
- Led large retail teams (up to 18 staff), managing full store P&Ls, compliance, and winning national awards for operational excellence.
