Gail King
Burleigh Heads,QLD
Summary
Collaborative leader with dedication to partnering with colleagues to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings. Analytical problem-solver with talents for team building, leading and motivating, as well as excellent customer relations aptitude and relationship-building skills.
Dedicated to applying training, monitoring and morale-building abilities to enhance employee engagement and boost performance.
Customer-oriented leader with focused on increasing revenues and expanding margin. Adaptive and deadline-oriented consistently executes and completes multiple projects in high-stress environments. Meticulous leader and strategic planner with comprehensive managerial acumen, offering vision and motivational acumen.
Overview
19
19
years of professional experience
Work History
Chief Executive
Exhibitions & Events Australia
08.2015 - Current
- Initially recruited to lead growth and development of National portfolio of exhibitions and events with responsibility for 5 Exhibition Directors and 35+ Sales Managers and successful delivery of up to 18 events per year
- In 2016, assumed position of Executive Director – Sales & Marketing, taking additional responsibility for development of marketing team and creating closer working relationship between sales and marketing
- Transitioning of marketing team to digital led strategy was key objective to drive both sales revenues and visitor attendance
- In 2018, accepted role of Chief Executive overseeing leading full business transformation of all systems and processes to create more streamlined and efficient operating model.
- Transformation projects included IT hardware; internet; telephone systems; implementation of new CRM system (Salesforce); transition to Cloud storage;
- Led restructure of sales & marketing teams including development of new remuneration and incentive structures
- Established team priorities, maintained schedules and monitored performance.
- Directed training and retraining of employees to boost performance and enhance business results.
- Defined clear targets and objectives and communicated to other team members.
- Established performance goals for employees and provided feedback on methods for reaching those milestones including training and development for performance management
- Cultivated positive culture to boost company morale and promote employee retention.
- Delivered training for staff development, change management and materials, process and technical controls.
- Evaluated existing policies, processes and operations to identify necessary improvements and capitalize on changes.
- Recruited, interviewed and hired employees and implemented mentoring program to promote positive feedback and engagement.
- Developed detailed plans based on broad guidance and direction.
- Managed senior-level personnel working in marketing and sales capacities.
- Leveraged data and analytics to make informed decisions and drive business improvements.
- Successfully managed budgets and allocated resources to maximize productivity and profitability
National Sales Director
Sensis Pty Ltd
11.2013 - 08.2015
- Providing leadership and strategic direction across National White Pages Contact Centre
- Key emphasis on driving cultural change through digital transition whilst promoting customer advocacy to positively influence NPS, through customer centric sales development
- Leading National Telephone Sales Channel consisting of 9 sales teams and 110 Sales Consultants with revenue responsibility exceeding $180m
- Member of Strategic Focus Group for Business Transformation, worked alongside key business stakeholders to devise and deliver critical business initiatives around System, Product, Compliance, Performance and Cultural Change
- Trained and developed exceptional sales leaders.
- Developing, implementing & executing Channel business plan and strategy
- Deployment of sales objectives and goals across sales contact centre
- Integrating and aligning sales plans with available processes, IT systems, talent and other areas to increase capability and success of sales force
- Managing performance and activities of Sales Centre including Telephone Sales Managers & staff
- Conducting analysis in order to manage performance of sales against market developments and corporate objectives
- Provide leadership for day-to-day operations of sales department, while maintaining focus on companies strategic goals
- Supporting transition from print towards more digitally focused revenue stream
- Coaching, developing and driving change leadership strategy to develop and grow sales revenue streams
- Developed and implemented effective sales strategies and led nationwide sales team members to achieve sales targets.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty and enhancing operations.
- Remained responsive to changing targets by preparing monthly, quarterly and annual sales reports and forecasts.
- Liaised with marketing and product development departments to maintain brand consistency.
- Developed sales strategy based on research of consumer buying trends and market conditions
- Developed and implemented effective sales strategies and led nationwide sales team members to achieve sales targets
- Forecasted sales and established processes to achieve sales objectives and related metrics
- Directed effective hiring, orientation, training, development and retention of sales staff to maximize team performance
Enterprise Account Director
Sensis Pty Ltd
11.2011 - 11.2013
- Accountabilities include Recruitment, Training & Development of 10 Media Sales Consultants
- Responsible for account management and business development revenues across broad portfolio of own brand and strategic partnership products
- Coaching, developing and driving change leadership strategy to grow new revenue streams including SAAS, Digital Online Solutions, SEM/SEO & Social Media
- Strategic analysis and adaptation of current practices to deliver business goals, budgetary controls, revenue forecasting and other general management & sales leadership responsibilities.
- Identified revenue growth opportunities to support objectives and grow business.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Coordinated staff sales meetings to discuss developmental strategy, best practices and process improvements.
- Monitored sales team performance, analyzed sales data and reported information to executive leadership
- Maintained up-to-date knowledge of competitor products and pricing in market served.
- Encouraged cross-selling of additional products and services through relationship-building and acquired understanding of customer business needs.
- Hired, supervised and coached employees on sales strategies to optimize performance.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Took cues from leadership to set tone and keep team positive and focused on solutions.
Relationship Manager & Business Change Consultant
Insights Learning & Development
01.2011 - 11.2011
- Supporting organisations to achieve their business goals by helping to make their people more effective
- Used critical thinking to break down problems, evaluate solutions and make decisions.
- Consulting at Executive & Senior Leadership level to support organisational change, cultural analysis; transformational leadership, team and personal effectiveness
- Global responsibility for relationships with blue chip organisations within varied sectors of business; public, private & non-profit
- Client portfolio included Danone, Fitness First, HSBC and Chevron
- Design, development and facilitation of solutions to support business change and growth supported by Insights portfolio of products & services.
Interim Associate Director
GoBe Sales & Marketing - Scotland
06.2010 - 01.2011
- Working on consultancy basis to support set up of new recruitment company in Glasgow
- Assisting with promotion and marketing of new company to introduce company and services to Scotland based businesses
- Website design, brand awareness, SEO/SEM, networking and negotiating
- Liaising with clients regarding headhunting & executive appointment services, targeting passive market to identify high calibre candidates to meet client defined profiles
- Assisted senior leadership in managing all aspects of operations.
- Networked with local and regional businesses to promote partnerships and drive growth.
Head of Field Sales, Scotland
Yell Ltd
01.2008 - 04.2010
- Appointed to lead new sales region which merged all Scotland divisions, managing budget exceeding £50M
- Identified issues, analyzed information and provided solutions to problems.
- Participated in continuous improvement by generating suggestions, engaging in problem-solving activities to support teamwork.
- Accountabilities included Recruitment, coaching and development of sales channel including first and second line management; strategic analysis and implementation to deliver business goals' regional budgetary controls, revenue forecasting and other general management responsibilities
- Delivered 116% of new media/digital sales target and 106% for printed products, despite recessionary conditions in marketplace, with responsibility for 40% of Yell's total UK print revenues during campaigns in 2009/10
- Led region to place second and third from 29 UK regional teams in successive years, with Scotland being top-performing area overall for digital sales growth in 2009.
- Proved successful working within tight deadlines and fast-paced atmosphere.
- Used critical thinking to break down problems, evaluate solutions and make decisions.
- Developed and maintained courteous and effective working relationships to create positive working culture
- Exercised leadership capabilities by successfully motivating and inspiring others.
- Organized and detail-oriented with a strong work ethic.
- Proven ability to develop and implement creative solutions to complex problems.
Area Sales Manager
Yell Ltd,
Glasgow, Scotland
01.2004 - 01.2008
- Initially heading up North Scotland division, and subsequently appointed to lead the larger Central Scotland region with budget responsibility exceeding £20m, responsible for 5 Sales Managers, 3 Trainee Managers and over 50 Field Sales Executives
- Exceeded targets by building, directing and motivating high-performing sales team.
- Hired, trained and managed sales staff and administered and implemented compensation plan to support area sales goals.
- Increased revenue by productively directing time and resources to applicable areas and exceeding specific sales goals.
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Transformed performance of region, which had failed to reach target in any of previous 5 years to become one of top 2 teams in UK, achieving over 150% growth for digital and 107% for print revenues
- Successfully developed 3 Sales Managers to achieve promotion to Area Sales Management within Field and Telesales roles.
- Worked effectively in fast-paced environments.
- Exercised leadership capabilities by successfully motivating and inspiring others.
- Proven ability to learn quickly and adapt to new situations.
- Excellent communication skills, both verbal and written.
- Participated in team projects, demonstrating an ability to work collaboratively and effectively.
- Provided professional services and support in a dynamic work environment.
Education
HND - Business Management
University of Leicester
Leicester2008
HNC - Quality Management
Derwentside College
Sunderland, UK2006
ITD - Training & Development.
Sunderland University
Sunderland, UKCertificate in Marketing - Marketing
CIM
Internally Sponsored By Yell Ltd.2005
Certificate in Leadership Principles - Leadership Principles
Harvard Business School
OnlineSkills
- Revenue Growth
- Organizational Leadership
- Business Analysis
- Business Development and Planning
- Personnel Management
- Culture Transformation
- Employee Coaching and Mentoring
- Strategic Vision
- Operational Efficiency
- Staff Management
- Business planning
- Sales and marketing
- Budgeting
- Strategic planning
Affiliations
Fellow of the Institute of Sales & Marketing
Insights Discovery Accredited Client Practitioner
Timeline
Chief Executive
Exhibitions & Events Australia
08.2015 - Current
National Sales Director
Sensis Pty Ltd
11.2013 - 08.2015
Enterprise Account Director
Sensis Pty Ltd
11.2011 - 11.2013
Relationship Manager & Business Change Consultant
Insights Learning & Development
01.2011 - 11.2011
Interim Associate Director
GoBe Sales & Marketing - Scotland
06.2010 - 01.2011
Head of Field Sales, Scotland
Yell Ltd
01.2008 - 04.2010
Area Sales Manager
Yell Ltd,
01.2004 - 01.2008
HND - Business Management
University of Leicester
HNC - Quality Management
Derwentside College
ITD - Training & Development.
Sunderland University
Certificate in Marketing - Marketing
CIM
No Degree - Leadership Principles
Harvard Business School
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