Claire Heaven
Sunshine Coast
Summary
With over 30 years of experience, this performance-oriented sales and marketing leader consistently achieves outstanding results. This tenacious manager approaches problem-solving with a strategic and analytical mindset, consistently bringing in new customers and surpassing profit targets. The talent lies in identifying and capitalizing on emerging market trends and revenue opportunities, ensuring long-term success. Highly experienced in all areas of traditional and digital marketing as well as web development, effectively navigating the ever-changing landscape of the industry.
Overview
32
32
years of professional experience
Work History
APAC Sales and Marketing Director
Workwell Technologies (SaaS)
01.2024 - Current
- Led a high-performing sales and marketing team, providing coaching and mentoring to achieve ambitious targets.
- Developed and executed sales plans for consistent growth in revenue and profitability.
- Forecasted annual, quarterly, and monthly sales goals.
- Coordinated full Sales and Marketing operations within APAC.
- Prepared sales presentations for clients showing success and credibility of products.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Performed competitive analyses and adjusted sales and marketing strategies accordingly.
- Optimized sales processes, streamlining procedures for increased efficiency and better customer service.
- Analyzed sales and marketing data for improved strategies.
CEO / FOUNDER
CLEARLY DIGITAL - Creative Marketing Agency
06.2014 - 07.2023
- Established foundational processes for business operations.
- Managed partnerships and strategic business relationships by negotiating contract terms and handling conflicts.
- Built productive relationships with industry partners and competitors to support strategic business objectives.
- Identified new revenue generation opportunities to maximize bottom-line profitability.
- Engaged positively with staff and leadership colleagues, soliciting and encouraging feedback and collaborative spirit.
- Founded performance- and merit-based evaluation system to assess staff performance.
- Maintained P&L and shouldered corporate fiscal responsibility.
- Cultivated company-wide culture of innovation and collaboration.
- Represented organization at industry conferences and events.
- Managed financial, operational and human resources to optimize business performance.
- Established and maintained strong relationships with customers, vendors and strategic partners.
- Directed market expansions to propel business forward, meet changing customer needs.
SALES MANAGER
SENSIS YELLOW PAGES
10.2011 - 05.2014
- 2012 - $500k target, $1.243 Mil achieved
- 2013 - $700k target, $1.578 Mil achieved
- Highest performing Sales Manager in Australia
- Responsible for selling a complete product suite to include Yellow Pages Print and Online, Social Media, Google AdWords Campaigns, SEM & SEO, Websites and Video
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Resolved customer issues quickly to close deals and boost client satisfaction.
- Fully competent in all areas of Digital Media
- Maintaining and growing all revenue to overachieve targets given 500% to New Business Target
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Identified, hired and trained highly-qualified staff by teaching best practices, procedures and sales strategies.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
REGIONAL SALES DIRECTOR
YELLOW PAGES
09.2004 - 02.2010
- Build and develop relationships with appropriate customer contacts and within channels by enhancing credibility
- Managed sales team of 150 employees.
- Develop tactical and strategic business and account plans
- Coordinated full sales operations within assigned region.
- Identify opportunities for new and extension business in short and longer term by understanding past and present activity and business
- Forecasted annual, quarterly and monthly sales goals.
- Negotiate contracts by facilitating and guiding customers or channels
- Effective management of internal resources to always ensure a professional service to customers
- Created robust sales plans and set territory quotas.
- Researched customer needs, market trends and competitor activities.
- Identified new product opportunities and target customers.
- Created regional sales plans and quotas.
- Prepared and reviewed annual budgets.
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches.
GLOBAL SALES DIRECTOR
THE ACCIDENT GROUP
08.2000 - 06.2004
- Responsible for driving the entire complex sales for the company
- Delivering sales goals by achieving quality forecasting and operational performance
- Managing a workforce of four Senior Sales Managers, 21 First Line Managers and 220 Investigators
- Conducting regular presentations at board level
- Working to budgets
- Working within a call centre environment
- Ensuring pipeline is kept full and up to date
- Creation and negotiation of complex sales contracts
- Co-coordinating with marketing department to plan and drive sales initiatives including exhibitions, trade shows and hospitality events
- Active role in management meetings to review performance, discuss existing and future business prospects, budgets, targets and marketing strategies
- Driving new marketing initiatives including promotion offers and monthly advertising campaigns
- Accountable for the overall relationship with the customer or channels
- Accountable for training and direction of management and staff
- Achieved regional sales objectives by coordinating sales team, developing successful strategies and servicing accounts to strengthen business relationships.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
- Exceeded targets by building, directing and motivating high-performing sales team.
- Boosted market share by establishing sales and distribution channels, developing new products, and solidifying sales partnerships.
- Collaborated with internal teams and suppliers to evaluate costs against expected market price points and set structures to achieve profit targets.
UK HEAD OF SALES OPERATIONS
SEARCH ADVERTISING AGENCY
07.1999 - 08.2000
- Responsible for developing new business on a national scale
- Building and maintaining client relationships, taking full briefs from clients for advertising campaigns and investigating the best available options
- Meeting and exceeding targets along with working within a budget
- Taking responsibility for adverts from start to finish ensuring customer expectations were exceeded
- Carry out company presentations in order to sell services provided by Search
- Advertising
- Client base achieved included Manchester United PLC, Unilever, British Army,
- Police, Airtours and Direct Line
- Accountable for promoting a team approach to engage the customer and for ensuring the correct usage is made of all capabilities and resources
- Liaising with all media agencies 4
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Researched and identified opportunities for account growth, account penetration and market expansion.
SENIOR SALES EXECUTIVE
SCOOT MEDIA
01.1993 - 07.1999
- Responsible for developing new and existing business
- Meeting and exceeding sales
- Increasing new account base in designated regions
- Successful in an extremely competitive and high-pressure market
- Awarded Salesperson of the Year out of 300 reps
- Platinum, Gold and Silver awards for exceeding sales targets
- Created prospect rapport by approaching leads and cultivating strong business relationships through sales.
- Demonstrated products and features to customers, answered questions and overcame objections.
- Employed effective problem-solving techniques, increasing client satisfaction ratings.
- Sold Scoots product offering to new and established customers.
- Managed digital marketing initiatives in accordance with consumer targets and needs.
Education
Bachelor of Communications - Marketing
Manchester University
Manchester Skills
- Business Development and Planning
- Effective Communicator and Public Speaker
- Change and Growth Management
- Policy Development and Optimization
- Digital and Traditional Marketing
- Executive Leadership
Accomplishments
- An experienced CEO opening my own creative digital media company operating in Brisbane and Melbourne which i sold in 2023.
- A solid background in sales and marketing which commenced in the UK with sales and marketing companies, achieving Salesperson of the Year out of 300 sales reps, This was followed as BDM with an Advertising Agency before joining The Yellow Pages in Manchester as the Regional Sales Director
- In 2010 I immigrated to Australia where I joined Sensis Yellow Pages as Sales Manager
- Recognised by my peers, in 2018 I was appointed Senior Judge at the 2018/ 2019 Australian Marketing Awards
- My commercial acumen includes staff selection and management, budget P & L, tender presentations and project management at a senior level,this while continuing to sell strategically at C level and mentor sales teams of up to 300
Timeline
APAC Sales and Marketing Director
Workwell Technologies (SaaS)
01.2024 - Current
CEO / FOUNDER
CLEARLY DIGITAL - Creative Marketing Agency
06.2014 - 07.2023
SALES MANAGER
SENSIS YELLOW PAGES
10.2011 - 05.2014
REGIONAL SALES DIRECTOR
YELLOW PAGES
09.2004 - 02.2010
GLOBAL SALES DIRECTOR
THE ACCIDENT GROUP
08.2000 - 06.2004
UK HEAD OF SALES OPERATIONS
SEARCH ADVERTISING AGENCY
07.1999 - 08.2000
SENIOR SALES EXECUTIVE
SCOOT MEDIA
01.1993 - 07.1999
Bachelor of Communications - Marketing
Manchester University
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