Amy Stratton

Responsible for managing a fast paced and effective sales team to drive revenue growth in North America.

Key responsibilities:

Team Leadership & Management

• Recruit, train, and manage the sales team
• Set sales targets and KPIs for the team
• Motivate and coach team members to achieve targets
• Oversee key negotiations and large deals
• Optimize pricing and sales processes

Sales Strategy & Planning

• Develop short- and long-term sales strategy for North America aligned with global business objectives
• Forecast sales targets and revenue
• Analyze competitor innovation and coach the team on how to navigate objections
• Continuously improve sales processes for efficiency and scalability through evaluating and implementing new technologies

Collaboration & Reporting

• Work closely with marketing and product to align on product positioning and lead generation strategy
• Report sales performance to the board
• Forecast monthly and quarterly revenue

Drive Brand Awareness

• Attend and speak at tech and research conferences across the US to increase brand awareness and drive revenue opportunities
• Develop strong relationships with key customers to achieve greater advocacy across the US market

Responsible for managing the Account Management function in North America to drive customer retention and growth.

Key responsibilities were:

• Recruited, managed, and mentored a team of account managers
• Set goals, revenue targets, and development plans for the team
• Fostered a proactive team culture

Revenue Retention & Expansion

• Monitored contract renewals and prevent churn
• Supported the team to expand revenue in Enterprise and named accounts through cross-sell and upsell
• Acted as an escalation point for key clients
• Built long-term relationships with strategic customers
• Developed strategies for managing high-value or strategic accounts

Reporting

• Analyzed churn data to identify where to improve across product and client management skills
• Forecasted retention rate and upsell pipeline to the board
• Monitored at risk accounts and guided team to implement risk strategy

• Responsible for driving revenue growth within the agency vertical, targeting the US market.
• Managed the sales cycle from start to finish, from prospecting potential new customers through to detailed hand overs with the account management teams once the contract was signed.
• Drove significant growth ($500k ACV) in 6 months within the agency sector and was promoted into a position to lead the team managing these new client relationships.

• Responsible for recruiting, training and managing the Inside sales team of 8 members to drive meeting pipeline for Business Development Managers
• Driving the team to meet monthly targets
• Continuous training to develop team members skills which included cold calling, opportunity qualification, navigating objections and creating urgency
• Built commission and development plans
• Collaboration with other sales leaders to ensure territory outreach strategy was aligned
  

Joined Kantar's New Business graduate scheme and promoted annually to the position of Business Development Director.

• Head of the Fresh Foods Business Development division

• Responsible for driving success of the Fresh Foods team through exceeding the New Business target of circa £1 million per annum

• Line managed a team of 3 to ensure revenue targets were consistently hit

• Developed development plans and KPIs for the team

• Exceeded annual revenue targets year on year, and personally generated over £1 million of revenue over four years.
• Sales success through one off projects and larger scale contract wins through new and lapsed clients.

• Responsible for managing and developing new client relationships through cold calling and booking meetings with the relevant decision makers.
• Leading client pitches following detailed business interviews to fully understand the clients’ needs to maximise success.

•Preparing proposals with suitable business solutions tailored to each client’s requirements.

• Excellent presentation skills developed through presenting both internally to senior management and to prospective clients in order to demonstrate the value of the service.