Project Initiator:
Director, Large Animal Business
Assignment Period:
July 2009 – current
Merial Business Need:
We recognised that we needed to segment or classify our customer base in order to optimise targeting, but also create the optimal headcount and territory structure. We were aware of analytical models that could assist us in this project, but they were based on European [...]
Project Initiator:
General Manager
Assignment Period:
April 2009 – current
Outokumpu Business Need:
While revenue was strong at around $65 million, we recognised that our sales function was not enabling us to capitalise on new opportunities. Our sales team spent the majority of their capacity on farming and servicing current customers, with little time spent on hunting for new signings.
We [...]
Project Initiator :
National Sales and Marketing Manager
Assignment Period:
February 2010 – Present
Comcater Business Need :
Our company has a long standing track record of consistent growth. However, we recognised that existing sales systems and skills would not necessarily keep this trend going. We needed to build stronger parts into our selling system [...]
Project Initiator :
National Sales and Marketing Manager
Assignment Period :
June 2008 – June 2009
Matthews Business Need :
Sales performance had been very consistent and growing steadily for a long period. However, we lacked a clear and tangible structure for prospecting new clients and existing client opportunities. We knew we could perform even better. Visit activity rate was [...]