Van Rooyen - Sales/ Account Management/ Business Development Skills - Johannesburg, GP, South Africa

Liezel Van Rooyen

Johannesburg, GP, South Africa

Summary

I am a creative and inventive thinker, who craves a challenge and who is not afraid to work outside my comfort zone. I am a motivated team player who consistently aims to push revenue expectations and exceed goals. I possess superb communication skills and is someone who can build up rapport easily. Pragmatic and results orientated, with a focus on bottom line results, I have a track record of achieving and exceeding the standards of performance set out for me. I want to develop my career in a fast moving environment, and is currently looking for a suitable position with a company that values passion, positivity, integrity and hard work.

My vast experience in sales, account management, project management and training in various Industries will result in making an immediate contribution to the bottom line of the company. I am a fast learner and will thrive on the opportunity of a new challenge i.e. working in a new Industry in which I do not have experience.

KEY QUALIFICATIONS
• Over 20 years’ progressive experience in sales, marketing, account management and training
• Highly skilled in maintaining a strong customer focused culture while driving results
• In depth knowledge of building relationships with customers focused on maximizing opportunities
• Track record of achieving individual and company goals

Services

Sales/ Account Management/ Business Development Skills

Summary:

As a successful Account Manager the following skills facilitated my success:communication, time management, relationship (trust) building, organisational /multi-tasking ability, negotiation skills and understanding my client’s business & needs.

Work History

Freelance Training

Self employed

From March 2014

I am currently a freelance trainer and consultant specialising in Business Management and soft skills training like Emotional Intelligence and Leader-Manager skills development.

Strategic Account Manager and Project Manager

Developer Connections

January 2011 - February 2014

As a passionate Account Manager I partnered with and ensured the long-term success of our customers. I was responsible for developing long-term relationships with my customers, connecting with key business executives and stakeholders. I liaised between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to the customer’s needs.

Responsibilities
• Operated as the lead point of contact for any and all matters specific to my customers
• Build and maintained strong, long-lasting customer relationships
• Developed a trusted advisor relationship with key customer stakeholders and executive sponsors
• Ensured the timely and successful delivery of our solutions according to customer needs and objectives
• Communicated clearly the progress of monthly/quarterly initiatives to internal and external stakeholders
• Forecast and track key account metrics and budgets
• Identified and grew opportunities within territory and collaborated with technical teams to ensure growth attainment
• Assisted with high severity requests or issue escalations as needed
• Managed the Technical Teams on customer sites.
• Delivering ongoing market analysis and assessment of competitors.
• Attended Sales Meetings
• Chaired product and project feedback meetings with customers.
ACHIEVEMENTS
1. Successful definition of sales strategy and negotiation of complete ALM sales in Vodacom during a 3 month period – value R8.5 million.

Facilitator and Training Material Developer

Personal Mastery Training and Consulting Solutions

October 2008 - December 2010

Responsibilities
• Planning, financial management and administration of the business
• Project management of new projects i.e. customization, development, training and implementation
• Business development and growth of the business
• Obtained new business and maintained and developed existing relationships
• Delivery of a variety of internal workshops, courses and programmes through giving presentations, facilitating learning in small and large groups, coaching, mentoring and teaching face-to-face and online
• Designing and conducting assessments
• Development and alignment of training programmes
• On-going research and enhancement of training programmes
• Providing coaching and mentoring services to clients
• Undertaking any other duties as required
ACHIEVEMENTS
1. Presenter at Executive Business Management Conference during 2010
2. Obtained contracts with UNISA, Cell C, ATIO, and other as clients through cold calling.

General Manager for Sales, Marketing and Training

Maurice Kerrigan South Africa

January 2006 - September 2008

• Provide leadership and vision to the company by assisting the Board and
staff with the development of long range and annual plans, and with the
evaluation and reporting of progress on plans
• HR management
• Planning administration
• Project Management for the design and development of programmes
• Marketing and PR
• Sales
• Financial management
• Training and Facilitation, Programme Development
ACHIEVEMENTS
1. On-boarding of corporate and public programmes.
We changed the sales and marketing process of our training programmes to targeted sales and marketing activities i.e. directed and customised email campaigns to executive management on our Leader-Manager Programmes, subject matter breakfasts on i.e. Negotiation Skills where we invited Negotiators and decision makers in organisations. We addressed the subject of Negotiation Skills and ultimately selling our Negotiation Skills programmes. We increased the number of public programmes from 2 a week to running at least 6 per week. Corporate programmes increased significanty from 2 per month to having on average 8 per month running. Average programme value was +/- R 80k.

Smart (CHIP) Card Strategy and Corporate Card Payment Solutions Executive

Standard Bank

June 2002 - November 2005

• Liaise with internal and external stakeholders on technology
• Key liason with Master and Visa Card on compliance and adoption of technology by SBSA
• Define Smart Card Strategy for SBSA card payment solutions
• Develop Corporate Card Payment Solution strategy
• Develop market for corporate payment, co-branded chip card offerings
• Responsible for the customization, development and implementation of co-branded offerings.
ACHIEVEMENTS
1. Acquired Rennies Bank Corporate Product Range for SBSA.
Negotiated,signed and implemented the biggest transaction in the Travel and Entertainment Segment in the past ten years at that point in time – 2004. Value: > R20m per annum
2. Defined and implemented the private label credit card offering to retailers for SBSA.
Negotiated, signed and implemented the SBSA Private Label Product Offering with Loads of Living, Queens Park and other.
3. Defined a Corporate Payment Solution Strategy for SBSA and managed the development and implementation of the solution.
4. Was nominated by SBSA to attend the Challenge 2004 programme offered to employees on Senior Management level with the potential to grow into Executive level positions.
5. Nominated by standard Bank to receive Executive Coaching from Cycad, Bryan and Zi Hatting.
6. Performance during June and December 2003 ensured a spot in the top 20% of the Card Division’s top performers.

Acquiring Product Manager

Nedbank South Africa

August 2001 - May 2002

• Development and implementation of the acquiring product strategy for Nedbank
• Implementation of enhancements of product as required by business
• Translate business requirements to Functional Specifications for implementation by IT.
• Liaison between Business and IT
• Ensure the successful implementation of acquiring products.
• Ensure the adoption of new technology by Business
• Research and translation of competitor offerings and new technology for the enhancement of existing offerings.

Admin and Card Division Manager

Total South Africa

January 1999 - July 2001

• Reported directly to the General Manager Consumer
• Achieved financial objectives by anticipating requirements; submitting information for budget preparation; scheduling expenditures; monitoring costs; analysing variances.
• Responsible for the Board Report.
Maintains continuity among corporate, division, and local work teams by documenting and communicating actions, irregularities, and continuing needs.
• Responsible for the operational needs of the Consumer Department (Oil and Fuel supply to the Commercial, Industrial and Agricultural Industires)
• Responsible for the definition of the Fleet Card Strategy, development and implementation thereof – Back office, Swith, Card and Point of sale
• Liaised with 3rd party suppliers local and international i.e. software developers, etc.
• Responsible for the development of staff and customer training material
• Conduct training of staff and customers in South Africa, Namibia, Botswana and Lesotho.
• Manage administrative and card division team.
• Business development and acceptance of the Fleet Card by existing and new customers.
• Liaison with Oil Industry on the adoption of fleet card and other payment solutions across the different oil companies and industry.
• Thought leader on the implementation of Truck Stops to ensure a healthy and safe environment in the transport market segment.
• Negotiated CAPEX budget requirements in excess of R5m with Total France

Business Analyst

Total South Africa

January 1997 - December 1998

Responsible for improving the Consumer Department’s competitiveness and performance across a broad spectrum of criteria.

Achievements
Defined a Performance Management strategy and system for the Commercial Sales Team at Total South Africa. This included strategic change in the remuneration of the Sales Team i.e. from 100% basic salary to an incentive driven remuneration program. The implementation of this strategy had the following effect; Tripled division revenues for each sales representative Decreased the sales team from 89 to 60 representatives Sales expanded into other sectors i.e. aviation, transport Etc.

Sales Representative

Total South Africa

October 1995 - December 1996

• First Female Sales Representative in the Commercial, Industrial and Agricultural Market Segment in the Oil Industry
• Voted Sales Person of the Year within 1st 10 months of employment
• Achieved success in achieving company sales goals in excess of 100% by employing best marketing and sales efforts
• Worked with the Sales Manager to design and implement business plans for the different sales areas.
• Provided excellent product information to customers
• Demonstrated features and operation of products
• Negotiated product price
• Arranged and participate in the delivery of products
• Followed up on positive leads
• Maintained liaison with existing customers for leads
• Arranged product workshops with clients
• Assisted in payment procedures
• Make follow up calls to ensure customer satisfaction

Achievements
Sales representative of the year awards by Total South Africa

Sales Representative

Non-Ferrous Metal Works

January 1990 - September 1995

1. Translate customer needs into sales opportunities
2. Consult with Engineers and translate requirements into metal requirement
3. Manage and sell in off cut store
4. Stock take
5. Internal sales as and when required
6. Negotiated product price
7. Arranged and participate in the delivery of products
8. Followed up on positive leads
9. Maintained liaison with existing customers for leads

ACHIEVEMENTS
1. Sales representative of the year awards by NFM

Projects

Rennies Bank Corporate Card

I negotiated and signed the biggest transaction in the Travel and Entertainment Segment done in the past ten years at date 2004

My responsibilities included the project management of the integration development, marketing and implementation of the project.

Private label offerings

I was responsible for the negotiation, development and implementation of the Standard Bank Private Label credit card offering with retailers. Successfull projects included Loads of Living and Queens Park.

Route Africa

Development and implementation of a commercial fuel card strategy with e-commerce MIS offering. The successful implementation of this strategy lead to the take up of the offering by companies like Parmalat SA, Clover SA, Transnational Freightlink, Bokoma Group, etc.

Performance Management Strategy

Defined a Performance Management strategy and system for the Commercial Sales Team at Total South Africa.
This included strategic change in the remuneration of the Sales Team i.e. from 100% basic salary to an incentive driven remuneration program. The implementation of this strategy had the following effect; Tripled division revenues for each sales representative Decreased the sales team from 89 to 60 representatives Sales expanded into other sectors i.e. aviation, transport Etc.

SBSA Private Label Card offerings

Negotiated, signed and implemented the SBSA Private Label Product Offering with Loads of Living, Queens Park and other.

Rennies/ Standard Bank Co-branded Card Offering

Negotiated and signed and implemented the biggest transaction in the Travel and Entertainment Segment done in the past ten years at date 2004 - Acquired Rennies Bank Corporate Product Range for SBSA.

Various

1. Successful definition of sales strategy and negotiation of complete ALM sales in Vodacom during a 3 month period – value R8.5 million
2. Successful execution of all projects at Vodacom
3. Presenter at Executive Business Management Conference during 2010
4. Established Personal Mastery Training and Consulting Solutions in 2006.
5. Appointed as Business Woman of the Year – Entrepreneur in 2006 by the East Rand Business Woman Association
6. Obtained contracts with UNISA, Cell C, ATIO, etc, for Personal Mastery Training and Consulting Solutions.
7. Negotiated and signed the biggest transaction in the Travel and Entertainment Segment done in the past ten years at date 2004 - Acquired Rennies Bank Corporate Product Range for SBSA.
8. Negotiated and signed the SBSA Private Label Product Offering with Loads of Living, Queens Park and other.
9. Defined and implemented the private label credit card offering to retailers for SBSA.
10. Defined a Corporate Payment Solution Strategy for SBSA and managed the development and implementation of the solution.
11. Was nominated by SBSA to attend the Challenge 2004 programme offered to employees on Senior Management level with the potential to grow into Executive level positions.
12. Nominated by standard Bank to receive Executive Coaching from Cycad, Bryan and Zi Hatting.
13. Performance during June and December 2003 ensured a spot in the top 20% of the Card Division’s top performers.
14. Defined a Performance Management strategy and system for the Commercial Sales Team at Total South Africa.
This included strategic change in the remuneration of the Sales Team i.e. from 100% basic salary to an incentive driven remuneration program. The implementation of this strategy had the following effect; Tripled division revenues for each sales representative Decreased the sales team from 89 to 60 representatives Sales expanded into other sectors i.e. aviation, transport Etc.
15. Development and implementation of a commercial fuel card strategy with e-commerce MIS offering. The successful implementation of this strategy lead to the take up of the offering by companies like Parmalat SA, Clover SA, Transnational Freightlink, Bokoma Group, etc.
16. Successful negotiation of the deals described in point 16.
17. Sales representative of the year awards by Total South Africa and Non-Ferrous Metal Works.
18. Successful negotiation of card strategies with Total Head Office in Paris, France.
19. Key role player in the establishment of an Oil Industry Alliance with a common interest in seeing an industry standard established for the use of radio frequency, compactness smart card usage in the fuels convenience retailing industry.
20. Key role player in the response to a tender by the Oil Industry Alliance to the Department of Transport tender issued in 1998.
21. Defined an Information Management Strategy for Total South Africa for the implementation of a budgetary Management Information System.

Qualifications & Certifications

Diploma in Business Management

Henley Business School UK

SECONDARY

Certificate in Managing Financial Resources

Henley Business School UK

Various

Courses

Certificate in Foundations of Management

Henley Business School UK

Certificate in Managing People

Henley Business School UK

Executive Development Diploma

Henley Business School UK

Organisational and Industrial Psychology Certificate

INTEC

Management

Henley Business School UK

Henley Business School UK

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