Victoria Richardson
Account Director
Fife
Summary
An accomplished and solutions-driven sales leader. Specialising in driving profitable growth through proactive account management and business development in various sectors, including SAAS, Consultancy and Tech. Commercially astute and entrepreneurial with an instinct for identifying and maximising new business opportunities. A hunter mentality and build a consistent pipeline through multiple lead generation channels. A huge advocate of automation and technology and use all tools at my disposal to streamline sales processes. Experience within the senior leadership team and business transformation within start-up and scale-up ecosystems.
Proficient in Salesforce, Hubspot, Slack, Dripify, Bouncer, SalesQL, LI Navigator, Zoom Info, Slack & Canva Global
Overview
7
7
years of professional experience
3
3
years of post-secondary education
Work History
Account Director
Matchr
United Kingdom
09.2022 - Current
- Ownership of the business development function of the business
- Responsible for all training and development, sales processes, ROI, forecasting and all prospecting strategies
- I transformed the BD function from operating on google sheets by implementing a full suite of technology including CRM (Hubspot) to automate the sales process and create a multi-channel lead generation funnel
- Built a team of SDRs and account managers and implemented a transformational sales process for the business
- I am responsible for all sponsorship of our many networking events including TRC and recruitment events
- I support the marketing team with all campaigns and marketing strategies.
- 2 million in revenue achieved in year 1 under extremely challenging circumstances within tech recruitment
- Secured global contracts with Datenna, Globalization Partners, Localyze, Scandinavian Tobacco and Nanotronics
- First major US client secured within 2 months in the business
- Secured 13 VC clients
- Created a successful partnership programme
- Recruited, interviewed and hired employees and implemented a mentoring program to promote positive feedback and engagement.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Maintained financial controls, planned business operations and controlled expenses while identifying and pursuing opportunities to grow business operations and boost profits.
- Managed revenue models, process flows, operations support and customer engagement strategies.
- Supported the implementation of the EOS operating system within our leadership team.
- Motivated team members to meet and exceed sales targets.
- Obtained pricing deals, negotiated contracts, and solidified beneficial agreements.
- Oversaw a team of 8 professionals handling multiple accounts.
Global Account Director
Work180
United Kingdom
01.2022 - 09.2022
- Created, owned and drove account plan execution for key clients.
- Led RFQ submissions by working with bid team to create professional, on-target responses.
- Developed forecast and yearly budgets for accounts with focus on maximizing profitability.
- Supported launch of W180 into the UK market
- This included implementing go-to-market strategy and a robust sales process
- Responsible for securing logos such as AMEX, Personio, TWI and Thoughtworks on complicated multi-stakeholder and global contracts
- Instrumental in all BD activities including events and marketing
- Achieved the company record for closing AMEX in a multi-stakeholder deal spanning 3 countries within 3 weeks of joining the organisation
- Achieved my annual revenue target within 4 months, global top-performing AD
- Implemented systems and procedures to increase sales.
- Organised promotional events and interacted with community to increase sales volume.
- (Redundancy due to VC funding stipulations to close EU operations)
Senior Business Development Manager
hiber
United kingdom
08.2019 - 11.2021
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom-line profit.
- Supported the implementation of CRM (Hubspot), lead generation tools and product developments
- Responsible for all trade shows, events, social media and marketing activities
- Responsible for setting up the customer success function of the business and the rewards programme for our clients
- Securing up to 50% of all company MRR in a team of 13, top performing BDM year on year
- Responsible for the unit economics and negotiating rebates with our merchants and manufacturers including Worcester Bosche and Baxi
- The only BDM to be promoted and awarded company shares based on performance
- Monitored market trends and competitor activities to identify areas of potential opportunity.
- Developed new proposals, contracts and procedures to draw in more clients and streamline work operations.
- Performed client research and identify opportunities for account growth, account penetration and market expansion.
- Established key performance indicators to track and analyse business progress and adjust strategies accordingly.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- I sat on the senior leadership team of the business and was instrumental in all business decisions
- Training and development of the BD team
Business Development Manager
Juul Labs
United Kingdom
01.2017 - 08.2019
- One of the first UK hires and supported the product launch into the UK market
- Established relationships with key decision-makers within customer's organisation to promote growth and retention.
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Scheduled and implemented product promotions in accordance with available inventory and staff resources.
- Represented company and promoted products at conferences and industry events.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Managed accounts to retain existing relationships and grow share of the business.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Always one of the top 2 performing BDMs in the UK, my revenue was higher than the 4 other BDMs in my region combined
- I was instrumental in opening our route to market by securing placements in the Scottish wholesalers
- Signed many key accounts including CJ Lang who have 300 Spar shops in Scotland, McColls, Superdrug and Savers.
Education
Bachelor of Arts - Criminology
University of Stirling
Scotland 06.2010 - 06.2013
Skills
Revenue Generation
Timeline
Account Director
Matchr
09.2022 - Current
Global Account Director
Work180
01.2022 - 09.2022
Senior Business Development Manager
hiber
08.2019 - 11.2021
Business Development Manager
Juul Labs
01.2017 - 08.2019
Bachelor of Arts - Criminology
University of Stirling
06.2010 - 06.2013