Summary
Overview
Work History
Education
Skills
Timeline
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ROBBIE LIGHTFOOT

Sydney

Summary

As a dynamic and driven sales professional, I have a proven track record of delivering significant revenue growth and developing strong relationships. With 9+ years of experience across different markets and industries, I excel in being adaptable, identifying new business opportunities and consistently exceeding sales targets. My strengths lie in securing new business, fostering strong internal and external relationships and being viewed as a leader among peers.

Overview

11
11
years of professional experience

Work History

SENIOR PARTNERSHIPS MANAGER

Equals Group PLC
08.2024 - Current
  • Building strategic partnerships across different sectors including fiduciary and corporate service providers, accountants, property agents and solicitors.
  • Providing a range of solutions to direct clients and through channel partners including multi-currency IBAN's, FX & payment services, expense management & company cards as well as complex API/white label solutions.
  • Developed CRM dashboard for partnerships business to better manage opportunity pipeline as well as tracking key client metrics to determine success.
  • Led project with growth team to develop strategy for the accounting sector including key firms to focus on based on size/area of specialism, identifying and working with product team to develop API integrations with key accountancy/ERP software (e.g Sage, QuickBooks, NetSuite), and exploring opportunities to provide embedded finance solutions to accountancy firms.
  • Second in the partnerships team for new business generated in FY 2025 and 4th out of 20 total sales & partnerships staff, having been with the business less than 12 months.


SENIOR BUSINESS DEVELOPMENT MANAGER

Currencies Direct Limited
03.2024 - 08.2024
  • A newly created position with a focus on securing new business with larger, enterprise partners and maximising their productivity.
  • Focusing on the global mobility/relocation space, responsible for driving the growth of the vertical on an international level.

BUSINESS DEVELOPMENT MANAGER

Currencies Direct Limited
09.2021 - 03.2024
  • After relocating to London as part of a life long goal to live abroad, this role presented the opportunity to transition into financial services, which was my objective professionally.
  • A heavy focus on cold-calling, lead generation and attending networking events, built desk from ground up, with no existing network having been new to the country and industry.
  • Responsible for sourcing and closing new partnership opportunities and increasing their productivity across several sectors including relocation, property, wealth management and legal.
  • Spearheaded the strategy to become the number one FX partner of the removal/relocation industry through identifying and joining key associations and partaking in their events, and developing strong relationships across multiple markets.
  • Developed and implemented the GTM strategy for The Netherlands, building a strong referral network of mortgage consultants and financial advisers.
  • Led team each year in new referring affiliates and new trading affiliates, the two key metrics for new business and was promoted to Senior Business Development Manager.

NSW CORPORATE SALES MANAGER

Crown Equipment Pty Ltd
02.2020 - 06.2021
  • The youngest person in a Sales Management role in the company's history.
  • Managed a sales/account management team of five across the major accounts division. This was the first time both the rental & lease/purchase divisions had been combined, meaning it was effectively taking on two commercial business units, at the peak of the first wave of the COVID-19 pandemic in Sydney.
  • Ensuring company sales methodology, "Dimensions of Professional Selling" was adhered too, while adopting principles of MEDDPIC for more complex sales cycles and ever-increasing importance of negotiating with procurement teams.
  • Conducting weekly sales and forecast meetings with team, and ensuring accurate forecasts were provided to senior management on a weekly and monthly basis.
  • Maintained a hands-on approach to leadership in closing sales and resolving issues with key client accounts which was particularly critical providing the relevant inexperience of the team verses other major accounts teams in the business
  • Working closely with other internal departments including finance, service, engineering and operations to ensure the best outcomes for clients.
  • Achieved AU$14.5M in sales with a 15.41% profit margin against a target of 10%.
  • Selected for the company's Leadership Program.

NSW FLEET SALES EXECUTIVE

Crown Equipment Pty Ltd
03.2019 - 03.2020
  • A new business development and account management role focussed on securing new clients and managing and upselling within existing key accounts.
  • Developing relationships at multiple levels within businesses ranging from warehouse and operations staff to procurement and CFO level.
  • A heavy focus on solution based selling and demonstrating equipment and fleet management solutions to improve safety and increase uptime and ROI.
  • Achieved AU$5.2M in sales, 29% above budget.
  • Maintained a 100% customer retention rate.
  • Due to the natural leadership shown within the team and when liaising with other internal stakeholders, was promoted to NSW Corporate Sales Manager within twelve months.

RETAIL SALES EXECUTIVE

Crown Equipment Pty Ltd
04.2018 - 03.2019
  • After being approached by my former employer, I returned to work there for clearer career progression and earning potential.
  • A territory management role, with a focus on responding to inbound enquiries in a timely manner, cold-calling and door-knocking to generate further new business and upselling to existing customers.
  • Developed and delivered product demonstrations, tailoring commercial solutions for customer needs.
  • Due to the success in the role, promoted to NSW Fleet Sales Executive within twelve months.

CYBER SECURITY ACCOUNT EXECUTIVE

Darktrace
07.2017 - 04.2018
  • A pure outbound role with a high-focus on cold-calling and lead generation, oversaw the entire sales process from lead-gen to proof of concept and closure using the MEDDPIC sales methodology.
  • This role involved extensive travel to QLD which was my primary target market, making planning and organisation key.
  • Generated additional opportunities through network management and innovative prospecting methods and attending key industry events.
  • Targeting financial services, manufacturing and legal firms, selling into various C-suite positions including CIO, CISO and CFO and creating value though promoting risk-mitigation and the financial implications of cyber-attacks.
  • Secured contracts worth over AU$500,000 within nine months.

NSW RENTAL / FLEET RENTAL SALES EXECUTIVE

Crown Equipment Pty Ltd
01.2015 - 07.2017
  • After being promoted from NSW Rental Sales Executive position within 12 months, this role focussed on managing and developing key accounts in the FMCG and 3PL industries, in addition to securing new business.
  • Collaborated with National Account Managers on national accounts and tenders.
  • Analysed fleet management data to optimise customer fleets and improve uptime.
  • Key in retaining several major accounts considered high risk due to prior management issues through diligent account management and negotiation.
  • Selected for the company's high-performance employee program.

Education

BACHELOR OF COMMERCE - HUMAN RESOURCE MANAGEMENT AND MARKETING

University of Wollongong
11.2014

CERTIFICATE IV IN TRAINING & ASSESSMENT - undefined

Tafe Australia
02.2014

Skills

  • Forecasting
  • Revenue Growth
  • Sales Process
  • Strategic Thinking
  • New Business Development
  • Leadership
  • Project Management
  • Strategic Partnerships
  • External Relationships
  • Account Management
  • Negotiation
  • Relationship Building

Timeline

SENIOR PARTNERSHIPS MANAGER

Equals Group PLC
08.2024 - Current

SENIOR BUSINESS DEVELOPMENT MANAGER

Currencies Direct Limited
03.2024 - 08.2024

BUSINESS DEVELOPMENT MANAGER

Currencies Direct Limited
09.2021 - 03.2024

NSW CORPORATE SALES MANAGER

Crown Equipment Pty Ltd
02.2020 - 06.2021

NSW FLEET SALES EXECUTIVE

Crown Equipment Pty Ltd
03.2019 - 03.2020

RETAIL SALES EXECUTIVE

Crown Equipment Pty Ltd
04.2018 - 03.2019

CYBER SECURITY ACCOUNT EXECUTIVE

Darktrace
07.2017 - 04.2018

NSW RENTAL / FLEET RENTAL SALES EXECUTIVE

Crown Equipment Pty Ltd
01.2015 - 07.2017

CERTIFICATE IV IN TRAINING & ASSESSMENT - undefined

Tafe Australia

BACHELOR OF COMMERCE - HUMAN RESOURCE MANAGEMENT AND MARKETING

University of Wollongong

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