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Experience

UK Sales Specialist for Material Testing Machines

Sept 2013 – Current. Shimadzu UK, Milton Keynes, UK.

  • Responsible for selling high quality mechanical testing solutions to academia and industry throughout the UK.
  • Accountable for the whole sales process from lead generation to specifying the right solution and ensuring KPI’s are met using the D.A.P.A sales method.
  • Accomplishing sales success by focusing on large blue chip organisations in the Aerospace and Automotive sectors that use material testing machines in their R&D and QC departments.
  • Keeping a well organised diary ensuring activity targets are met everything gets followed up in a timely fashion.

Digital Sales & Marketing Consultant

Oct 2012 – Sept 2013. Shimadzu UK, Milton Keynes, UK.

  • Brought on-board to establish greater brand awareness in the UK by developing their social media strategy through developing Twitter, Facebook, LinkedIn and YouTube pages.
  • Increased the amount of Follower's and Likes by making regular posts and taking part in industry groups and forums.
  • Supported the national field sales team by keeping them up-to-date with industry news from their individual sectors.
  • Generated PDF flyers for events using Adobe Photoshop. These events were then promoted through the social media channels and feedback forms created using Survey Monkey.
  • Generated appointments for the Regional Business Specialists through cold calling laboratories sourced through online research and updating their CRM once contact was made.
  • Assisted with the launch of Shamdzu’s new Materials Testing & Inspection product range by qualifying companies and organisations that currently own and use MTI products. This database will form the email and direct marketing campaign in 2013.
  • Promoted to UK Sales Specialist for Materials Testing Machinhes.

Owner

Jan 2012 – Present. Brown Digital Media, Whitley Bay, UK.

  • Established Brown Digital Media (www.browndigital.co.uk) by offering freelance web design, SEO/SMO/PPC, online marketing and hosting/domain management services.
  • Signed up as a Value-Added Reseller for Heart Internet to offer clients hosting and domain name management services.
  • Sourced new clients through local marketing, cold calling and encouraging word-of-mouth recommendations through customer testimonials.
  • Use of Facebook, Twitter, FourSquare, Freelancer.co.uk and LinkedIn to keep up-to-date with the digital world and network for new business.

Business Development & Account Manager

Aug 2010 – Sept 2011. Boxmodel Digital Media Ltd, Gateshead, UK.

  • As part of a small Digital Media Agency developed a strategic plan with Managing Director to generate new business from both existing and new accounts.
  • Strategy included targeting regional and national organisations predominantly in the charity and third sectors via telemarketing, email marketing and face-to-face sales.
  • Responsible for the whole sale process from booking initial meeting through to agreeing project brief.
  • Won a number of new projects and clients including website design, SEO, hosting and smart phone apps that exceeded £30,000 in new revenue.
  • Kept CRM up-to-date in order to facilitate email marketing campaigns and producing company proposals

Freelance Web Designer / Part-time Student / Stay-home Dad

Jan 2009 – Sept 2010. Myself, Newcastle-upon-Tyne, UK.

  • Managed, trained and developed two small children (Ruby 4, Owen 6) whilst carrying out daily domestic duties and working to a tight family budget.
  • Developed further a growing interest in web design by completing a part-time Home Learning course in Adobe CS4 Dreamweaver and Flash achieving Distinction by becoming an Adobe Accredited Associate.
  • Designed and installed a small ecommerce website business selling handmade dichroic glass cufflinks, www.bigcitycufflinks.com.
  • Sourced the business, designed and installed a couple of other websites to add to my portfolio, www.totaltvsolutions.com, www.personasalon.co.uk, www.imagesbeautysalon.co.uk, www.capacitor-sales.co.uk and www.beadsandbanter.co.uk

Sales Executive

Mar 2008 – Dec 2008. Data Driven Logistics Ltd, Stoke-on-Trent, UK.

  • Prime responsibility selling mobile workforce solutions based around a new digital pen and paper technology to a variety of SME and national organisations with large mobile workforces.
  • Won a number of large accounts such as JCB, Wastecare Ltd, Carrier Transicold and Bournemouth City Council.
  • Quickly generated a healthy pipeline of over £80,000 of business and won a number of pilot projects worth over £20,000 with future growth potential.
  • Also was involved in cross-selling warehouse and transport management, asset and vehicle tracking solutions.

Business Development Executive

Aug 2006 – Sep 2007 ACT Teleconferencing, Harrow, London, UK.

  • Specialised in the sales of audio, web and video conferencing to the Manufacturing and Pharmaceutical sectors, at a time of great price erosion in the global teleconferencing market due to Skype.
  • Sold on the quality of service, adopting a consultative approach and beat more keenly priced competitors through offering the highest levels of service and a reputable SLA.
  • Generated leads through organising mail shots, telesales campaigns and attending trade shows.
  • Increased vertical profitability by 38% through focusing on selling new web streaming product for large company announcements to Marketing and Investor Relations Departments of large blue chip FTSE 100 organisations in London, such as Jupiter Asset Management, SVS Securities Plc and Thales Group Plc.

Sales Consultant

Oct 2005 – Jul 2006 BT Retail (The Phonebook), Cambridge, UK.

  • Stayed ahead of productivity by maintaining a full diary of appointments (six a day) using referrals and a positive attitude to cold calling over the phone and on foot.
  • Presented the features and benefits of directory advertising whilst exploring with the client their marketplace to create a tailored advertising program to suit their needs.
  • Received recognition for being ‘Top New Comer’ in last quarter of 2005 with the highest productivity and achieving 142% of target revenue.

Regional Sales Executive

Nov 2002 – Sep 2005 CTN (Torex Retail) Ltd, Tonbridge, Kent, UK.

  • Expanded the profitability of the South East region, year on year, by delivering over £1,000,000 of IBM EPOS solutions to SME convenience retailers.
  • Exceeded targets set in 2004 & 2005 by using a consultative approach with retailers focusing on how CTN Superstore software was capable of controlling stock inventory, VAT, staff and other aspects of their business with a view to increasing profits.
  • Managed Trainers and Engineers throughout the sales process ensuring high levels of service were maintained.

New Business Executive

Feb 2001 – Jun 2002 Alexander Chapel Associates, St Albans, Hertfordshire, UK.

  • Influenced the recruitment processes of top level decision makers such as Sales Managers and HR Directors of FTSE 500 organizations.
  • Maintained a calling system of over 400 accounts while prospecting for new business. Negotiated fees and ensured Terms and Conditions were upheld.
  • Interviewed candidates as part of the branch registration process.

Sales & Marketing Executive

Jun 2000 – Dec 2000 and Jun 2002 – Nov 2002 On Cape Publications, Mass, USA.

  • Increased volume sales of books to existing Cape & Island accounts whilst prospecting for new business on Cape and throughout New England. Expanded account base by 73% in six months.
  • As well as direct selling into book and gift shops responsibilities included coordinating author book signing events and organizing local radio advertising campaigns and trade shows.
  • Brought onboard the two largest book buyers in North America by setting up accounts with the regional book buyers for Barns & Noble and Boarders worth over $100,000 pa.

Advertising Sales Manager

Sep 1997 – May 2000 TRMG Ltd, Hatfield, Hertfordshire, UK.

  • Sold classified and display advertising in two well known national car magazines, Custom Car and Car Mechanics.
  • Achieved promotion within 12 months and gained additional responsibility for the management of all advertising revenue across the both magazines.

Professional Training

CIM e-Marketing Award

Marketing Certificate, The Charted Institute of Marketring CIM, Sept, 2007

Adobe Certified Associate in Web Communication using Dreamweaver & FLASH CS4

Distinction in Web Design Certificate obtained through the HLC, Jul 2010

BT’s The Phonebook: Initial Sales Training Course

2 week residential course followed by 3 months induction - Steps to Success, Oct 2005.

Ken Trim’s Courage Sales Course

MCT Life Skills, Reading, 2005

Tom Hopkins Sales Mastery seminar

Boston, USA, 2000

Introduction to Sales & Marketing Course Phoenix Sales Training

London, 1997

Education

Portsmouth University

Land Management BSc Hon’s Degree / Oct 1994 – Jun 1997

A Second class honours degree (2.1)

Hitchin Boys’ School

Sept 1986 – July 1992

9 GCSE’s with grade C or above in Maths and English, 3 Advanced Level in English, Art & Design and Economics.

References

Darin Enefer, Sales & Marketing Director - Shimadzu UK

2010 -2016

“I worked with Richard Brown at Shimadzu and his contribution made a significant impact on solid, essential sales growth in a new business arena for the company. Beyond Richard's talent for marketing, he also impressed with his ability to understand customer requirements fully and recommend solutions. What also stood out was Richard's talent at winning business at strong margins, in a fiercely competitive market. He worked in our toughest business area and quickly succeeded, not an easy thing to do and a rare find.”

Faye Silver, Branch Manager- Alexander Chapel Associates

1999 - 2002

“Richard was an exceptional team member and a pleasure to work with and manage. He was quick to learn the ropes and hardworking at all times. His light hearted sense of humour was a breath of fresh air in what was a highly stressful environment.”

Adam Gamble, Publisher/Owner - On Cape Publications, Inc.

1999 - 2008

 “On Cape Publications, Inc. employed Richard Brown as our Sales and Marketing Manager in 2000 and 2002. During that time, Mr. Brown expanded our book publishing business significantly through on the road and telephone sales. Mr. Brown was notably conscientious, diligent, and tenacious. He initiated and developed relationships with many retail outlets throughout Cape Cod, Boston, and New England. These included bookstores, gift stores, non-traditional book outlets such as souvenir stores, food markets, etc., as well as with half a dozen major chains. It is no exaggeration to say that the company is still benefiting today from some of his work. In fact, Mr. Brown's dedication to and impression upon some of these retailers was such that we still occasionally receive warm inquiries about him to this day.

In sum, I can unreservedly recommend Mr. Brown. Please do not hesitate to contact me if I may be of any further assistance.”

Daniel Granger, Advertising Director - TRMG Ltd

2001 - 2015

 “On Cape Publications, Inc. employed Richard Brown as our Sales and Marketing Manager in 2000 and 2002. During that time, Mr. Brown expanded our book publishing business significantly through on the road and telephone sales. Mr. Brown was notably conscientious, diligent, and tenacious. He initiated and developed relationships with many retail outlets throughout Cape Cod, Boston, and New England. These included bookstores, gift stores, non-traditional book outlets such as souvenir stores, food markets, etc., as well as with half a dozen major chains. It is no exaggeration to say that the company is still benefiting today from some of his work. In fact, Mr. Brown's dedication to and impression upon some of these retailers was such that we still occasionally receive warm inquiries about him to this day.

In sum, I can unreservedly recommend Mr. Brown. Please do not hesitate to contact me if I may be of any further assistance.”

Personal Information

  • Age: 41
  • Marital Status: Married with two children.
  • Interests: Web Design & Digital Photography, Rugby and Country Pursuits.

 

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