Simon Hebdon
Sales Leadership
Houston,Texas
Summary
Accomplished and ambitious sales leader with 30 years of experience in building, coaching, and motivating sales professionals. Expert at continually enhancing skills of sales staff to support achievement of quotas amid a shifting landscape of geo-politics, technological advancement, and financial upheavals impacting customer buying trends. Seasoned at identifying weaknesses and addressing performance issues, resulting in consistent revenue performance.
Overview
20
20
years of professional experience
7
7
years of post-secondary education
Work History
Regional Director of Sales Performance
Lexis Nexis Risk Solutions (part of Relx)
08.2021 - Current
- Currently improving performance for the three LNRS brands in US, covering aviation data, petrochemicals, energy and HR policy & employment regulation.
- Created culture of planning, starting with business plans, territory plans and account plans.
- Started a continuous feedback and improvement program with two sales reps who wanted to get better (now a global initiative encompassing 60+ reps in 3 regions).
- Championed and partnered with call recording/revenue intelligence technology to support improvement of global sales teams. Gained insight on customer perspectives, preferences and points of view having listened to over 1000 recorded sales calls in 3 years across hundreds of companies.
Head of Sales Enablement
ICIS (Part of Relx)
09.2016 - 08.2024
- Lead analysis and ultimate restructure of ICIS Americas sales organisation, performing 100 sales interviews in 2022.
- Co authored the plan for the newly established BDM team launched in 2018 (started in London now in all regions).
- Value Based Selling training program built, tested & in progress
- Provided framework for building sales messaging of new products
- First time sales manager training program built, tested & delivered
- Created a blueprint for changing the culture of the transactional renewal process (delivering 3% growth) to get to the double digit growth today.
- Coach the coaches program implemented
- Sales new hire program implemented
Sales Enablement Leader EMEA
Dun & Bradstreet
10.2015 - 09.2016
- Reviewed, analyzed and provided recommendations for improving sales effectiveness. Reduced number of proposals sent out by 10%.
- Built a sales messaging framework to support launch of new risk product in EMEA. Subsequently seconded to US to support sales team there.
- Sales new hire onboarding program established & implemented
- Coach the coaches program developed and trialed
Sales Enablement Manager EMEA & APAC
Accuity (Part of Reed Business Information Ltd)
06.2014 - 09.2015
- Drove a program of customer centricity in selling, involving focus on better preparation, use of customer language and aligning with customer finance cycles across 40+ sales execs in EMEA & APAC.
- Value Based Selling training program built, tested & executed
- First time sales manager training program built, tested & implemented.
- Coach the coaches program implemented and implemented.
- New hire onboarding program implemented, tested and rolled out
- Sales career development and progression program implemented
Sales & Learning Development Manager
Gartner UK Ltd
08.2012 - 05.2014
- Successfully exported new hire boot camp from US to EMEA
- Launched eight week new hire training academy in EMEA
- 114/115 new sales hires successfully graduated.
- Supported recruitment, development and internal moves of dozens of sales execs.
Area Manager
Gartner UK Ltd
01.2008 - 07.2012
- Winners circle 2005, 2007, 2008, 2009, 2010
- NCVI (Growth) World Cup Winner 2009
- Developed sales approach and messaging for emerging technology providers.
- Recruited as a mentor to Mentoring new managers program pilot (2010)
Account Executive
Gartner UK Ltd
03.2005 - 12.2006
- 1st Winners Circle in 7 Months 2005
- Qualified for Winners Circle again in 2007
- Largest Consulting deal of the Quarter ($185K)
- Promotion to Tier 1 after 8 months
- Promotion to Team Leader in 21 months
- Promotion to Area Manager in 2008
- Retain and grow existing client base of <$1bn Turnover commercial organisations.
- Grow client base by $250k (net new clients and growth within existing client base)
- Build network of analysts appropriate to client base.
- Ensure client usage and drive value through research access and inquiry.
Education
GED -
Salesian School
Chertsey, Surrey, UK 05.1984 - 01.1988
Computer Programming
Brooklands Technical College
Weybridge, Surrey, UK 01.1988 - 01.1991
Skills
Sales planning
Talent acquisition
Performance reporting
Innovation and creativity
Client relationships
Team leadership
Customer relations
Performance management
Customer retention
Driving Licence
Full and clean.
Training
- Achieve Global Professional Selling Skills: Specific Applications.
- Achieve Global Professional Selling Skills: Professional Selling Skills.
- HP Business Continuance servers, Industry Standard Servers Sales Professional & Sales Consultant, Network, system and application management (HP OpenView) and storage solutions.
- Value Selling practitioner (2005)
- Excellent Gartner Manager (2009)
- Value Selling Trainer (2012)
Personal Information
- Currently a season ticket holder and sufferer of Houston Dynamo FC (if i was in the UK still it would be THFC), have also grown to enjoy baseball, im a movie buff, gadget & technology aficionado, keen walker, theatre goer and enthusiastic explorer of new places.
Timeline
Regional Director of Sales Performance
Lexis Nexis Risk Solutions (part of Relx)
08.2021 - Current
Head of Sales Enablement
ICIS (Part of Relx)
09.2016 - 08.2024
Sales Enablement Leader EMEA
Dun & Bradstreet
10.2015 - 09.2016
Sales Enablement Manager EMEA & APAC
Accuity (Part of Reed Business Information Ltd)
06.2014 - 09.2015
Sales & Learning Development Manager
Gartner UK Ltd
08.2012 - 05.2014
Area Manager
Gartner UK Ltd
01.2008 - 07.2012
Account Executive
Gartner UK Ltd
03.2005 - 12.2006
Computer Programming
Brooklands Technical College
01.1988 - 01.1991
GED -
Salesian School
05.1984 - 01.1988
Similar Profiles
Brayton WyattBrayton Wyatt
Technical Support Analyst II at Lexis Nexis Risk SolutionsTechnical Support Analyst II at Lexis Nexis Risk Solutions
Sam EganSam Egan
Customer Operations Manager at Lexis Nexis Risk SolutionsCustomer Operations Manager at Lexis Nexis Risk Solutions
Craig O'NealCraig O'Neal
Cross Market Account Manager at Lexis Nexis Risk SolutionsCross Market Account Manager at Lexis Nexis Risk Solutions
Arnissa Brown-BennettArnissa Brown-Bennett
Practice Assistance at White & Case, L.L.P.Practice Assistance at White & Case, L.L.P.
Ieshia ReedIeshia Reed
Childcare Center Director at Beginnings And Beyond ChildcareChildcare Center Director at Beginnings And Beyond Childcare