Chess Digital Ltd (2015 – 2018)
Responsible for a team of eleven improving the commercial performance of Chess Digital and achieving this growth through building new relationships with partners and clients whilst maintaining a high level of service for existing clients. Promoted from Business Development Consultant to Account Manager to Senior Client Partner to current role within three years. Gained an understanding of improving business processes within a variety of industries and the importance of Agile delivery. Main focus areas:
Customers/ Relationships: Responsible for three of the five key accounts. Gained a strong knowledge of these clients and their brand and products and focus is on maintaining a good relationship with the key decision makers to ensure these accounts grow and are retained. Act as an escalation point and work with clients throughout their project. Planning and preparing presentations highlighting the benefits of our services; communicating new product developments to current and prospective clients. Preparing business proposals and tender documents and working closely with the technical team to motivate and ensure accuracy. Address any client concerns and expedite the resolution of these issues.
Performance: Consistently a top performer who is comfortable with change. Won Sales Person of the Month accolade seven times in the last financial year, having only failed to hit target three times. However, these twice followed months where targets were exceeded by 96% and 91% where decisions were made to bring in deals early to meet the needs of the wider organisation. Currently responsible for 72% of income this financial year. Voted Employee of the Year within the wider Chess Group in 2016-17. (540 + employees)
| Year | GM Target | Actual | +/- % | Rev. | +/- % | No. of Deals |
| 1 | £450k | £592k | +31% | £652k | – | 96 |
| 2 | £600k | £640k | +6% | £726k | 11% | 87 |
| 3 | £443k | £543k | +23% | £884k | 22% | 145 |
Notes : Due to acquisition, Year 1 was a 13 month year and GM Calculation change in year 2
Projects: Run requirements gathering sessions with clients ahead of project kick-off meetings to ensure the full functionality that was required was understood by all. Managed multiple projects for various clients alongside supporting business as usual work.
Products: Worked with development team on the release of new application for employee engagement.. Was responsible for the initial creation of terms and conditions, the pricing structure and a member of the testing team. Provided valuable feedback ahead of launch.
Financial Control: Working closely with Finance on budgets for the year and to maximise communications to reduce credit control issues.
People and Culture: Managed a team of eleven technical consultants, support managers and sales people Conducted monthly 121’s and daily catch ups to ensure any guidance is received in a timely manner. Steered disciplinaries for gross misconduct.
Learning and Development: Passed Microsoft Sales Exams in CRM to ensure Microsoft Gold status. Utilise access to the Microsoft Customer Support Portal to ensure the needs of our customer are met. Passed PSM I exam, three months ahead of target, demonstrating a fundamental level of Scrum mastery and achieved Professional Scrum Product Owner I certification in June 2018.
Systems and Procedures: Evolved the requirements gathering process and implemented improved sales process during tenure. Monthly and weekly reporting on sales and gross margin to targets, for the sales team as a whole. Created and managed the commission process. Working with reporting outputs from PowerBI.
Compliance: Work with clients to ensure Chess are represented as a low-risk supplier including aiding in the achievement of ISO9001 accreditation through management of the full sales process.
Leadership: As a member of the Senior Management Team, worked closely with the Managing Director to input on the strategic direction of the organisation. Inspire and guide wider Digital team. Attend Board meetings and bi-annual planning and review meetings with other division heads.
Office Moves: Managed four office moves, (three in Edinburgh and one in Paisley) saving £26k in year one; additional £16k in year two and a further £15k in year three.
Back to My CV
Claireity 