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Successful sales and marketing manager, delivering growth
Jacqueline Brookes
,
Tadcaster, United Kingdom
Experience
Other titles
Skills
I'm offering
An accomplished, results oriented and commercially astute SALES & MARKETING MANAGER/DIRECTOR with a wealth of experience leading successful teams and delivering strategic business solutions to meet organisational goals. Proven expertise in revenue generation, change management, tender and contract management, marketing, strategic business planning, inventory management, training, education, coaching and CRM. A strong and collaborative leader developing high performing cross business teams, who employs a meticulous attention to detail in providing innovative solutions to challenges. An excellent communicator, at all levels, who establishes outstanding stakeholder relationships. An influential, pragmatic and highly personable professional now seeking a new challenge within an organisation providing the scope for both personal and professional development
Markets
United Kingdom
Language
English
Fluently
Ready for
Larger project
Ongoing relation / part-time
Full time contractor
Available
My experience
2019 - ?
freelance
Strategic Consultant
SILONY Medical.
Retained on a 3 months consultancy examining all aspects of the company, personnel, products, processes and customer relationships. Deliverables included strategic, personnel and process improvements delivering accelerated growth and increasing profitability. Identified key structural changes needed to optimise investment and maximise revenue. Identified areas of shortfall in staff development and incentive programmes and delivered remedial plan to senior stakeholders
Growth, Development, Processes
2008 - 2018
job
Country Sales Manager
Medtronic UK Ltd.
Managed 12 direct reports, including first line managers and a $15m revenue accountability. Responsibilities included setting and directing strategic priorities delivering continued profitable growth, gain market share, formulate marketing strategies, tender negotiations, contract management, forecasting revenues and consumption and managing inventory. Directed strategic interaction with other divisions to facilitate value based tender proposals and ensure co-operation between stakeholders to deliver extended services. Engaged in strategic negotiations with senior stakeholders within the NHS
• Identified new market opportunity for existing product, researched market and competitors before creating and executing marketing strategy to deliver 10% sales growth
• Reduced non-turning inventory from $1m to less than $300k a year through the introduction of a new inventory management protocol, thereby positively affecting profitability
• Introduced a new CRM tool, instigated a culture change within the sales team that re-motivated and delivered a 20% sales growth within six months
• Led a previously failing sales team providing direction and coaching to achieve the business strategy, meet objectives and provide growth of 57% on the previous year
• Initiated and led a strategic campaign to understand customer needs and expectations of an established competitive account going to tender. Demonstrated where value could be added, resulting in a 50% tender award for five years
• Recruited, coached and developed talented team members. Ensured succession plan through strategic personal development of key individuals. Team consistently exceeded targets and team members were often selected for special assignments
• Introduced structured performance reviews, encouraged a positive culture change and encouraged individual accountability for development, resulting in the establishment of an effective succession plan
• Managed the successful integration of three divisions into one, creating strategic plans that offered customers a seamless journey through what had previously been 3 separate teams, improving the customer experience. Managed team expectations through continuous communications, one to one personal development plans and transparency during integration. Retained staff and managed redundancies in a sympathetic manner resulting in minimal disruption to customers and team cohesion.
• Identified new market opportunity for existing product, researched market and competitors before creating and executing marketing strategy to deliver 10% sales growth
• Reduced non-turning inventory from $1m to less than $300k a year through the introduction of a new inventory management protocol, thereby positively affecting profitability
• Introduced a new CRM tool, instigated a culture change within the sales team that re-motivated and delivered a 20% sales growth within six months
• Led a previously failing sales team providing direction and coaching to achieve the business strategy, meet objectives and provide growth of 57% on the previous year
• Initiated and led a strategic campaign to understand customer needs and expectations of an established competitive account going to tender. Demonstrated where value could be added, resulting in a 50% tender award for five years
• Recruited, coached and developed talented team members. Ensured succession plan through strategic personal development of key individuals. Team consistently exceeded targets and team members were often selected for special assignments
• Introduced structured performance reviews, encouraged a positive culture change and encouraged individual accountability for development, resulting in the establishment of an effective succession plan
• Managed the successful integration of three divisions into one, creating strategic plans that offered customers a seamless journey through what had previously been 3 separate teams, improving the customer experience. Managed team expectations through continuous communications, one to one personal development plans and transparency during integration. Retained staff and managed redundancies in a sympathetic manner resulting in minimal disruption to customers and team cohesion.
Sales, LED, Manager, Direction, Campaign, Inventory management, Development, Growth, Less, Contract management, Marketing, Integration, Management, Customer experience, Forecasting, CRM, Coaching, MArketing Strategy, Business strategy
2004 - 2008
job
National Sales Manager
Biomet UK Ltd.
Managed 4 direct reports and £3m revenue accountability. Responsibilities included creating and delivering sales and marketing strategy and the spinal business plan, increasing sales revenue, gaining market share, identifying new opportunities to develop the portfolio, logistics & supply chain, negotiating national contracts/tenders. Managed educational events and relationships with surgeon champions.
• Undertook a full business review for each territory, agreeing target accounts and a business strategy for each account, increasing market share in a highly competitive $10m market by some 3%
• Created a go-to-market strategy for the launch of a new spinal system including pricing, target customers and competitive analysis. Held a launch event attended by 20 potential customers that created a sound foundation for the post launch sales strategy
• Established new set definitions and reduced and moved all no-turning or minimal revenue implant sizes, splitting sets according to intended pathology. Reduced inventory cost of the loan set by more than 30%
• Undertook a full business review for each territory, agreeing target accounts and a business strategy for each account, increasing market share in a highly competitive $10m market by some 3%
• Created a go-to-market strategy for the launch of a new spinal system including pricing, target customers and competitive analysis. Held a launch event attended by 20 potential customers that created a sound foundation for the post launch sales strategy
• Established new set definitions and reduced and moved all no-turning or minimal revenue implant sizes, splitting sets according to intended pathology. Reduced inventory cost of the loan set by more than 30%
Marketing, Business strategy, MArketing Strategy, Contracts, SoMe, Event, Sales, Contracts, Manager, Go
2002 - 2004
job
Sales Director
Comtec Presentations Ltd.
Reported to the MD with 4 direct reports and responsibilities including restructuring the sales department, develop the strategic direction for sales and the wider company, develop the business UK wide, create and implement the business plan, identify new markets and pitch to potential customers, marketing as well as negotiated event contracts.
• Identified video production as a potential new revenue stream and marketing as an added value service, targeting existing customers first and generating £70k in year one
• Instigated a more effective way to track telesales activities and quotes, setting KPI's for each telesales rep with a resultant 10% increase in quoting opportunities
• Identified video production as a potential new revenue stream and marketing as an added value service, targeting existing customers first and generating £70k in year one
• Instigated a more effective way to track telesales activities and quotes, setting KPI's for each telesales rep with a resultant 10% increase in quoting opportunities
Marketing, Video, Contracts, Event, Sales, Service, KPI, Direction, Production, Contracts
1993 - 2002
job
International Business Development Manager
DePuy International Ltd.
1993 - 2002
A manufacturer and retailer of medical devices, capital equipment and services with 700 staff. T/O £250m
International Business Development Manager
I held various sales and marketing roles at DePuy, starting as a Product Manager, progressing to Training Manager, Marketing and Communications Manager, culminating in the International Business Development Manager position. I managed five direct reports with a $3m marketing P&L accountability delivering direction to marketers in EMEA. Responsibilities included creating strategic marketing proposals and plans, managing International marketing budgets, identifying new business opportunities and markets, coordinating the global distribution agreements for new ventures, identifying key markets, developing the sales model and creating sales and marketing strategies to increase sales revenues.
• Established the infrastructure for a new division and delivered an effective product launch within six months with continued expansion to reach 27 countries within two years
• Created anatomy specific training manual that was used by all non US sales and marketing teams as the basis of spinal product training for many years after I left
• Devised, introduced and delivered a tiered training and education strategy improving staff confidence, delivering superior customer feedback and significantly enhancing staff retention
• Identified shortcomings in an existing product range and initiated a strategic review that resulted in the formation of a new alliance better positioned to service the company customer base
• Successfully introduced an innovative treatment protocol into an established market with increased market share and revenue growth in excess of 200%
• Collaborated with a South African distributor to establish a spine division within their orthopaedic organisation, liaising on key accounts and creation of a commercial strategy. Sales to the distributor increased by 30% year-on-year over two years
A manufacturer and retailer of medical devices, capital equipment and services with 700 staff. T/O £250m
International Business Development Manager
I held various sales and marketing roles at DePuy, starting as a Product Manager, progressing to Training Manager, Marketing and Communications Manager, culminating in the International Business Development Manager position. I managed five direct reports with a $3m marketing P&L accountability delivering direction to marketers in EMEA. Responsibilities included creating strategic marketing proposals and plans, managing International marketing budgets, identifying new business opportunities and markets, coordinating the global distribution agreements for new ventures, identifying key markets, developing the sales model and creating sales and marketing strategies to increase sales revenues.
• Established the infrastructure for a new division and delivered an effective product launch within six months with continued expansion to reach 27 countries within two years
• Created anatomy specific training manual that was used by all non US sales and marketing teams as the basis of spinal product training for many years after I left
• Devised, introduced and delivered a tiered training and education strategy improving staff confidence, delivering superior customer feedback and significantly enhancing staff retention
• Identified shortcomings in an existing product range and initiated a strategic review that resulted in the formation of a new alliance better positioned to service the company customer base
• Successfully introduced an innovative treatment protocol into an established market with increased market share and revenue growth in excess of 200%
• Collaborated with a South African distributor to establish a spine division within their orthopaedic organisation, liaising on key accounts and creation of a commercial strategy. Sales to the distributor increased by 30% year-on-year over two years
Marketing, Business development, Training, Product Manager, Sales, Strategic Marketing, Service, Medical Devices, Growth, Infrastructure, Development, Retention, Organization, International, Direction, Manager
1992 - 1993
job
Product Manager
Surgicraft Ltd.
Product Manager, Manager
1986 - 1987
job
Staff Nurse
Derbyshire Royal Infirmary.
1983 - 1986
temp
Student Nurse
RGN.
My education
?
-
2015
Center for leadership studies
N/a, Situational Leadership
N/a, Situational Leadership
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