Grant Jones
Experienced Head Of Sales & Account Management
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About
I am an experienced, engaging and driven commercial manager with over 27 years’ experience in the parcel and courier industry. Having undertaken successful UK national and regional sales and account management roles throughout my career, I have invaluable experience in sales, marketing, customer support and commercial delivery within this fast-paced environment. My strengths lie in leadership, customer profiling, account management, sales and marketing with a proven record in turning around under-performing Sales & Account Management teams as well as individual customer accounts.
I have an energy and passion for driving change, exceeding customer expectations, developing people and making a difference by adding value to both internal and external stakeholders.
Experience
UK Sales & Marketing Manager SYNLAB Laboratory Services 2021-2022
After joining SYNLAB Laboratory Services at what has been their most challenging trading period not only through COVID but also following the suspension of our UKAS accreditation the priority has been to steady the ship and focus on customer retention. While we have continued to increase our revenue from both new and existing accounts, I have also taken this opportunity to revisit how we work with our new and existing customers.
Revisiting Account
Management, communication, customer contracts, onboarding processes, tender management as well as working with projects to implement a new CRM system and Warehouse Management processes. I have also changed the way we offer training to our existing customers as well as promoting our services to businesses and organisations through online webinars.
- Leading a growing team including Regional Sales Managers, Client Sales Agents and a National Account Manager.
- Involved in all aspects of the SYNLAB business which can affect customer experience, from Operations and I.T. to Credit Control and Customer Service as well as product development and training.
- Responsible for all Commercial aspects of the SYNLAB business with a portfolio valued at £17m.
Successful leader of the Commercial function within Tuffnells North, Central and West Regions in the UK.
- Developed a Strategic Account Management & Customer Support function to build growth and retain Tuffnells’ largest “Tier 1” Customers.
- Improved quality of existing revenue whilst maintaining an existing Tier 1 customer base worth in excess of £35 million demonstrating a year-on-year growth across all sectors.
- Leading and mentoring a team of Sales Managers and Customer Development Managers across 20+ Depots
- Integral part of a Commercial Team that delivered record-breaking new business of £19.5m in 2019.
- Mentored the Sales and Account Management teams across the regions to identify skills gaps, implement additional training and develop customer profitability.
In a short-term consultancy role I was headhunted and recruited to provide an overnight delivery solution for a defined vertical market, either by creating an overnight network or by looking into the potential of a joint venture.
I also unpicked the existing service propositions of other vertical markets and pinpointed the reasons for loss of market share, as well as recommending solutions which increased the potential for future business growth.
Various Senior Leadership Roles DX Group 2004 - 2016
Over a period of 12 years I undertook a diverse range of roles across the business gaining rapid promotion and invaluable experience within the industry.
- Successfully managed teams of Account Managers and Business Development Managers targeted for business growth across all sectors.
- Providing proactive solutions to customers and supply chain distribution partners ensuring requirements and KPI’s were met.
- Increased Optical Sector revenue by 5% per annum to achieve over £18 million revenue from existing and new clients.
- Strategic planning for new and existing services and tariffs associated with a variety of key vertical markets.
- Developed Home Retail Group’s business to achieve overall growth of 85% from c.£750k per annum from a single Stakeholder, to over £5m from 6 Stakeholders.
- Identifying solutions through capacity planning for large customer outputs through peak distribution periods.
- Project Management of New Vertical Market Strategies, consulting with industry leaders, associations and organisations to provide service solutions.
- Negotiation of new contracts and document exchange subscription renewals
Recruited to lead the Sales and Account Management function in the UK increasing sales and revenue with particular focus on two unprofitable Midlands sites at risk of closure.
- Restructured Sales and Account Management functions within Milton Keynes and Birmingham Sites to demonstrate profitable growth from new and existing customers.
- Managed the successful implementation of a loss prevention programme in line with necessity for capacity management. This was achieved through identifying a high percentage of loss leading customers and implementing a programme of tariff simplification and re-alignment of the entire OCS customer base. Achieved an increase in customer revenue while allowing for a predicted decline of 20% in the customer base.
- Management of the Sales, Account Management and Customer Support functions across all OCS depots.
- Responsible for Target setting, Sales training, marketing and implementation of new sales literature.
- Created a Staff Induction Programme to be used by all departments when recruiting new employees.
Senior Account Manager Special Delivery Services 1998-2001
Sales Executive Red Star Parcels 1997-1998
Field Sales Executive TNT Supamail 1994-1997
Education
Institute of Sales & Marketing Management - Various Sales and Management Courses
Dale Carnegie - Various courses in Leadership and Management The Institute of Leadership & Management (ILM) - Horizons Leadership and Management Programme
