Ian Thompson1 Fernhill Place Sherfield Park, Hook Hampshire RG27 0SJ UKTelephone (Mobile): 07590 230 192Email: caeianthompson@gmail.com

Professional ProfileA conscientious and results-driven professional with a highly successful background in sales committed to achieving and exceeding demanding targets and business objectives while remaining focused on providing an exceptional standard of service. Possesses excellent interpersonal, communication and negotiation skills, the ability to influence decisions and works well both independently and as part of a team.

ObjectiveLooking for a new and challenging position which will make the best use of existing skills and experience while enabling further personal and professional development. Looking for a company with stability structure and longevity.

Career Summary

2014 – Present EPLAN Software and Services. UK Regional Sales Manager

Develop and nurture geographical area selling software solutions and services. Create Sales and marketing strategy for current period. Create brand awareness within business sector with aggressive marketing. Sell software solutions B2B. Dealing with top officers and decision makers. Upsell services – Implementation, customization and platform setup of software. By understanding clients workflow’s codes, standards and design methods can be sold as a service. Sell Integration of engineering data with ERP & PDM systems. Sell management of data either in off-site location or backed up to cloud via different services. Build new relationships with current customers and maintain EPLANs position within customers. Create new business opportunities in new channel sectors across industry. Achieve sales targets (grow current customer base). Present a forecast of sales with a given criteria. Assist customers with correct product fit for their environment. Project manage any new development and advise customers on best route forward within our solution. Present at boardroom level on EPLAN as a company, our products, services and benefits. Negotiate contracts both service and product wise. Apply Business strategy of Consultative selling as opposed to transactional selling. Up sell

2013 -2014 Lectra Business Development Manager

Responsible for financial Targets, Budgets and Business Plan. Build, align and execute marketing strategy. Create brand awareness. Responsible for all sales across Northern parts Of South Africa and Sub Saharan Africa. Maintain current customers and build new business. Build and establish Johannesburg office base.

2006 - 2013 CAE SOLUTIONS - Autodesk Dealer Principle Sales and Operations Manager

Responsible for managing all sales consultants, lead generation, internal telesales and administration teams, ensuring the attainment of both financial and service level targets.

Forecasting sales pipelines, monitoring territories geographically and sales by industry including reporting directly to shareholders.

Assessing client’s sites, workflows, advising on the best software solutions and consequently overseeing on site implementations.

Developing new business channels, negotiating service and solution contracts. Draft proposals. Responsible for moving business from transaction based to Consultative based forum, selling complete

solutions not just product. Direct, strategize & define marketing plan. Work closely with marketing team, monitor marketing plan. Up sell into and Manage Key Accounts.

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2003 - 2006NORTH SAFETY PRODUCTS Sales Executive

Responsible for geographically mapping out call partners for the Vaal Triangle, Johannesburg and to the west of Pretoria. Define product fit for the industries in these areas.

Sell into a FMCG environment, Identify, contact and initiate the sales process. Setup consignment stores, assist with warehousing and stock management. Utilising strong communication skills to negotiate contracts and build solid mutually beneficial

relationships with clients to ensure continuous business. Assessing customers, establishing business potential and ensuring the growth of the company in new

areas. Managing internal sales staff including taking the lead and overseeing projects from initiation to

completion. Matching and exceeding sales target leading to personal recognition as the top salesman in the

company nationwide in 2004.

2002 - 2003 CADMANN Plant Sales and Project Manager

Heading the sales for the 2D & 3D plant division, ensuring the attainment of both financial inter departmental targets.

Presenting business plans, budgets, and sales forecasts including named account plans to share-holders.

Utilising strong communication skills to negotiate contracts and build solid mutually beneficial relationships with clients to ensure continuous business.

Assessing customers’ needs and presenting them with an implementation plan suitable for their requirements.

Liaise with marketing with regards to new trends and product packages to be sold.

2001 RADIANT PROCESSES Sales Manager

Pre-qualifying leads, presenting solutions as well as conducting cold calling and canvassing in a professional manner.

Presenting products and procedure at boardroom and shop floor level including reporting on markets and sales.

2000 - 2001 HELLERMANNTYTON, UK Account Manager – South East of England

Identifying and obtaining new accounts increasing the customer base while servicing and maintaining the existing clients.

Presenting products at boardroom levels and to the sales desk, conducting product training and interfacing with group buyers.

1992 - 1999 COX AND McKay ELECTRICAL PTY LTD, Branch Manager

Dealing capably with the sales management of over 300 line products and servicing mining house’s contracts for major companies such as Goldfields and Anglo American and the JCI group.

Ordering and maintaining stock, stock piling, managing stores including the costing of stock, pricing and planning of strategic stock lines.

Overseeing the general day-to-day running of business operations, annual tender quoting and day-to-day quotes.

Managing delivery vehicles, warehouse staff as well as internal sales and the timely coordination of deliveries.

Liaising, assisting and advising sales representatives including interfacing with suppliers and customers.

Assisting the accounting department with the resolution of debtor and creditor problems. Calling on Municipal Engineers, Mine Engineers, Shift Foreman and Mine Managers.

1990 - 1991 SOUTH AFRICAN Defence Force and Police Services. Soldier - Constable

Points man in the infantry – field operations. General Policing, assisting in investigations, plain clothes policing, riot control, flying squad (reaction

unit), Search and Seizure (Buffalo 32 Battalion). Appointed as PRO to the Jan Smuts VIP room, assigned to public relations and studied criminal law

A&B and weapon handling.

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1986 - 1989 PART TIME ROLES (whilst at School).STER-KINEKOR - Head UsherHYPERAMA – lifestyles.

Education and Qualifications

2015201420132012

Franklin Covey.Communication – Frederik Imbo.Negotiation to yes.Professional Selling Skills, Understanding Marketing (Achieve Global).

2011 Situation Sales and Negotiation.20091996

Professional Selling Skills (Bay group).General Marketing.

199519931992

Jnr Mine Electrician -Specializing in Medium & High Voltage Splicing and Terminating.Inventory Control, stock piling, shipping and packaging.Warehouse Information Systems, Selling skills.

1991 Criminal Law A & B, Criminal law Procedure.1990

Achievements

Matric. (GCSE A Levels).

Won Anglo American Electrical and Services contract £ 950,000.00 (1994). Won the Boeing account software and technical support. Awarded top salesman at Bentley for South and Sub Saharan Africa. Won top sales person 2 years running at North Safety. Closed EPLAN’s first diamond mine deal. Acquired the Sasol design and support account. Awarded Anglo American, De-Beers group and Goldfields annual assurance

contract for technology and support & service for 6 years running.

Key I.T. SkillsMicrosoft Office, CRM’S - ACT, Siebel, Salesforce, Pegasus, Goldmine, Sage, Pastel, SAP,

Personal DetailsLanguages: English Fluent, Afrikaans (Flemish) Fluent.Other: Driver; full clean licence

Interests and ActivitiesCurrently include:

Other Courses:

Fishing, Football, Rugby.

3M International University (Course over 2 years) Inventory Control. Ordering / Purchasing. Product costing. Product presentation for market. General Accounting. EDI – Information Systems. Warehousing. Point of sales, cold calling and prospecting. Shipping, transportation, packaging and labelling. Microsoft A+ (2000) UEFA B – Football Coaching License.

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Cover Letter

To whom it may Concern,

I have over 15 years of experience selling B2B in the technology, design and manufacturing fields, software solution selling whilst accounts managing some of the world’s leading Engineering, manufacturing and Technology driven companies.

As part of the solution selling, selling services is vital. Selling services ranging from training, implementation, customization and standardization of workflows libraries, codes and standards. A huge part of services is data whether it is the integration of data with ERP & CRM systems or data storage either on hardware or cloud applications.

I have sold to, managed and marketed around these environments with great success. I am fortunate to have worked for many of the world’s leading technical software developers in the sales and marketing environment where I have sold, directly to end user’s on all management levels. I have managed sales teams and general staff all in a target driven environments reporting directly to shareholders or other Senior Management.

Some of the industries I have worked in are Oil & Gas, Rail, Power Generation (Electrical), Mining (Precious Metals), PPE, General Manufacturing, Material Handling, Automotive, Aerospace and Process Automation.

I have a cultivated man man-management set of skills. I am a sales professional, with strong analytical & strategic thinking ability aided by an extreme high attention for detail. I am Self-motivated, independent worker, solution orientated, deadline driven with good time management skills and strong interpersonal and communication skills. I am a team player, builder and participant. I have an ability to handle fast paced and pressurized environments.

I am applying for the position advertised, please consider me. Looking forward to hearing from you.

Yours Sincerely

Ian Thompson

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