Michelle Hamer

I am a highly motivated, experienced, and extremely well-presented sales lead who has worked across all aspects of sales, predominantly in the training and education sector - most recently in the Telecommunications industry. Clients range from both the public (Public Health England, Home Office and various NHS organisations) and private sector (Primark, BAM Nuttall, Santander, Easyjet, Makita, Vodafone, Orange) SME's, Partners and Enterprise organisations, selling mainly B2B. I would regard myself as a driven and tenacious individual who regularly exceeds sales OTE targets, with an ability to identify key opportunities, provide the best solutions to clients, and to manage and grow relationships to their full potential, whilst building relationships quickly.

I have excellent communication skills with a positive, determined attitude and a natural commercial awareness. Organised, professional, and I thrive working on my own initiative, as part of a team, or indeed, leading a team.

Head of Client Solutions - Mpirical - Global (UK, Turkey, Brazil)

(2024-01)

I was asked at the start of 2024 to head up the sales team which was renamed "Client Solutions" to try and reduce the barrier to sales in a business development position. Bringing on two new members of the team, two consultants and internally promoting one team member, to make a team of 5 direct reports who are all geographically arranged globally (UK, Turkey and Brazil). Reporting to the CEO and part of the Senior Management Team since this date, ensuring income streams are maximised by driving new and existing business.

• Recruiting, inducting and motivating the sales team
• Continuing looking after key accounts and expanding new relationships where possible
• Supporting the team with day to day activities
• Building and delivering the sales strategy for 2024
• Attending exhibitions globally
• Working with Marketing and Operations ensuring that the strategy points are aligned
• Identifying key learnings and evaluate performance to make changes where necessary
• Ensuring and evaluating the sales enablement tools
• Supporting new projects within our emerging market activity and partners
• Closing deals which are regularly within £10K to £150k across all different solutions
• Awareness of competitors and industry challenges to help customers find solutions to their pain points

Senior Business Development manager - Mpirical

(2023-03 - 2024-01)

I was fortunate enough to go straight into employment with Mpirical, a mobile and wireless technical training provider and took the opportunity to experience a new sector within the training industry. Working with many household names globally, across the Operator, Government, Product and Solutions and Partner verticals. In my first year in this role, I have managed to help the business grow by 10% across all aspects of sales over 2023.

Mpirical specialise in Online, Live Online and Live Onsite training and have a number of unique learning tools which differentiates themselves from competitors.

• Managing existing key accounts and expand where possible
• Conduct demos, client meeting and attend exhibitions
• Head up partner initiatives and new income streams
• Develop new customer relationships within given verticals
• Work closely with Marketing initiatives
• Report to the CEO and advise on market conditions and areas to develop
• Work closely with our Operations and Development teams towards new products and needs of the market
• Help implement the CRM and continually work with the development team, to ensure this is maximising efficiency within the department
• Send professional and seamless proposals and presentations

Police Constable - Thames Valley Police - Windsor and Maidenhead

(2022-01 - 2023-03)

After my redundancy at Activia Training, I decided to have a complete career change and try something which took me completely out of my comfort zone. After six months training and then 9 months on area policing Windsor and Maidenhead, it became apparent with the cost of living crisis, I couldn't justify the salary with a family. It was one of the best things I have ever done and learnt many new skills, putting myself in situations which stretched me personally further than I ever have been.

• Legislation, practices working with the CPS and judiciary system
• Investigating crime and building case files for charge
• Developing communication skills
• Decision making under very stressful situations and having accountability for those decisions
• Working within a team but also closely with other departments and partner agencies
• Interviewing, working with solicitors for the best outcomes
• Developing written work through academic assignments set by the university
• Administering first aid
• Building relationships with victims, vulnerable people and suspects
• Effective time management - working shifts, managing home life, huge workloads
• Multiple systems which are bespoke to the police, forms, paperwork

Head of Sales and Partnerships - Qintil Learning

(2021-01 - 2021-12)

I took up a position with Qintil (SaaS) who offer a training platform for healthcare compliance as an interim position whilst my police application was in progress. This included the selling of e-learning, virtual and face-to-face training primarily to the Healthcare sector. Within 4 months I was promoted to Head of Sales and Partnerships after immediate success in a Business Development role, looking to be pushed and for full skillset to be utilised more effectively.

• Through targeted campaigns local and nationally, built a pipeline from scratch and brought on many new customers with no previous contact and doubling client base
• Worked with a multitude of systems such as Hubspot, Chargebee, Crisp, Slack, Teams and Zoom
• Standardised processes so the CRM was being used in the same way across the board
• Upsold migrations and value-adds to increase revenue
• Developed a combined Group Strategy to cross-sell other products from various parts of the business (agency staff, face-to-face learning)
• Assisted the Marketing department in producing collateral, newsletters and social media with content and ideas
• Reported directly to CEO
• Carry out demos of the software - face to face and also via virtual platforms
• Work in collaboration with the Learning Department to put together new content for face-to-face learning and e-learning courses
• Oversee the UK and Australia's overall sales target

Corporate Sales Manager - Activia Training Ltd

(2019-09 - 2020-04)

Activia Training specialise in end user IT, Business Skills and Management courses, offered to the market as onsite or public courses or virtual and e-learning solutions in standard and bespoke packages. Appointed as Sales Manager in September 2019 with a brief to recruit and induct new telephone sales executives to form a small team of six. Train and develop new employees around product, courses and offerings on onsite, e-learning, and virtual training platforms, CRM and sales processes.

• Communicate performance against KPIs daily
• Set achievable targets
• Coach all staff to enhance their sales skills in all areas
• Create a fun and productive environment with a strong and performance-driven work ethic
• Reporting directly to the MD
• Oversee the sales administration team to ensure alignment with the sales team
• Work with the marketing team to put together new strategies and promotions
• Identify new business opportunities and improvements of offerings
• Overhauling the way in which the sales department worked
• Working with the operations department to see where we could enhance service whilst keeping costs down

Senior Account Manager with Business Development - Activia Training Ltd

(2006-01 - 2019-12)

Over a period of approximately 13 years, I worked throughout the sales department. Through various internal promotions from the Internal Sales Executive and Internal Account Manager to Senior Account Manager and Business Development Manager. Our AOV was c£400 and the majority of these grew from an average spend of £1-£2k per annum to £15-£30k per annum once developed.

Key wins include: Agrovista – various onsite end user IT courses with e-learning UK wide (£49K one transaction), Chemring – a rollout of train the trainer courses UK wide (£30k one transaction), Sandvik – a mixture of end user IT courses and fully bespoke Management course rollout (£30k p/a), Bam Nuttall – Increase in spend 2019/2020 by 5x including e-learning solutions and IT public courses UK wide

• A hunter type mentality to gain new opportunities for the business. I also identified and dealt with the reseller channel as a new route to market
• Grew a portfolio of profitable accounts from scratch with many logo clients on board
• A great communicator and can strike up relationships quickly, waking up lapsed accounts with previous spend or enquiries with us, into additional revenue
• Used value adds to the solution opposed to price, enabling me to achieve a regular 65% - 69% GP on all sales
• Can manage a busy pipeline of sales which includes those which are a quick turnaround through to long term conversions of up to 6-12 months. The average being 1-3 months
• Regularly exceeded monthly OTE sales targets, often achieving over 30% of total company sales in a team of 8 to 10 people
• Won employee of the year twice, runner up once and was the highest performing salesperson for almost every month
• Worked alongside the Marketing Department to develop and deliver marketing strategies an new initiatives
• Attended Learning and Development exhibitions to source leads and follow up

Office Administrator - Activia Training Ltd

(2004-01 - 2006-12)

Office Administrator/PA - MaST International

(2000-01 - 2004-12)

BA (Hons.) - Equine Sports Performance (Top up Year) - Buckingham and Chiltern University (2003-01 - 2004-12)

HND - Business Management (Merit) - Oxford Brookes University (BCUC) (2001-01 - 2003-12)

A Levels - Business Studies, Psychology, PE - Sir William Borlase Grammar School, Marlow (1998-01 - 2000-12)

GCSEs - 9 A-C passes - Maidenhead College for Girls, Independent School (1996-01 - 1998-12)