Farrell Kent MBA

Experience

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  Cadbury plc.

  Jan 1983 - Jan 1986

  Senior Sales Representative - FMCG

  Responsible for increasing the distribution and achieving targeted objectives of the Cadbury Schweppes soft drinks division in the FMCG sector for the worldwide UK based confectionery/soft drinks organisation. Exceeded sales targets by opening a record +300 new business clients as a primary route to increasing sales and revenue. Delivering inspiring sales presentations and out-performing colleagues in a national talent selection process resulted in promotion to the management team when Schweppes merged with Coca Cola. Show less

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  The Coca-Cola Company

  Jan 1986 - Jan 1995

  Designed and delivered the sales and commercial training programme for the nationwide Coca-Cola sales team. Created bespoke skills training courses and modular programmes including; Structured Selling Skills, Need Creation Selling Skills, Negotiation Techniques, Cold Calling Workshop, Train the Trainer Programme, Key Distributor Training Workshop and the Profitability Coaching workshop. Pioneered an innovative induction programme for new recruits, introduced the nationwide infrastructure of regional trainers to develop new recruits and annual graduate intakes. Advanced Cold Calling sales ratios by over 40% through the launch of dedicated Cold Calling training workshops. Pioneered three-up field coaching accompaniments for corporate middle managers. I was then recruited by a previous Coca-Cola Board Executive to become Sales Director at Communisis plc. Show less Managed the Northern Region of Coca-Cola’s equipment sales division, including vending and licensed soft drinks systems achieving targeted increased distribution of customers in order to increase per capita consumption of soft drinks. Restructured the sales resource introducing a step change in performance and effectiveness. Created a programme of sales campaigns to drive new business growth, such as ‘Spring into Summer’ and ‘Going for Gold’. Managed the most successful regional team in the UK through effective leadership and people development training programmes. Subsequently promoted again to take up a national sales training role in the London Head Office. Show less Responsible for the management and delivery of the area team budget for vendor sales and revenue. Managed a team, of 6 Sales Executives including the recruitment, induction, training, on job coaching, skills development and performance management. Professionally trained negotiator, counselling and presentation skills training from PGP, an industry leading organisation of training consultants. Consistent high team results performance quickly led to promotion to the next level in the organisation, the Regional Manager's role. Show less Pioneered the sales of Coca-Cola Can Vending machines in Yorkshire across a range of markets including, health, education, at work, transport and leisure sectors. Consistently achieved targeted objectives through cold calling, advanced sales skills, account negotiations and business pipeline developments. Performed extensive sourcing of self generated lead information, identifying potential buyers, planning sales coverage, telephone appointment making, and extensive use of sales presentations and pricing negotiations to secure lucrative placement contracts. Based on this success I was appointed Northern Regional Training Manager for Coca Cola. Was the chosen salesperson to represent the UK bottler when Senior Coca-Cola Executives from the Atlanta Head Office visited the UK to observe our sales approach. Show less

  • National Sales Training Manager

    Jan 1992 - Jan 1995

  • Regional Sales Manager

    Jan 1990 - Jan 1992

  • Area Sales Manager

    Jan 1988 - Jan 1990

  • Vending Sales Executive - Capital Equipment Sales

    Jan 1986 - Jan 1988
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  Communisis

  Jan 1995 - Jan 2016

  Sales Director

  A motivational leader of the national sales team and the sales strategy for the Security Print Division. Managed the core National Accounts reporting into the Group CEO during a transformational career of 21 years. Responsible for all aspects of client relationships with blue chip high profile clients. Defined and implemented the sales strategy and transition that saw Communisis emerge as market leader securing 95% market share of the UK personal chequebook market.Key deliverables - consistent achievement of sales targets, profit budgets, protecting committed contract positions, extending long-term supply contracts and building formidable client relationships. Responsible for the sales strategy and leadership including; accounts, planning, marketing, bid proposals, contract negotiations, profit training and performance development of the most successful and profitable sales team in the Communisis Group. An innovative thinker who authored and delivered a programme of 15 part commercial training masterclass used as a catalyst across the group to generate over £2m additional profit in under 18 months. Pivotal in an industry role working with Cheque & Credit Clearing Company and personally invented and patented the UCN anti-fraud security device, now adopted as the primary anti-fraud solution used by all major UK banks.Board level influence with leading international brands including RBS, Barclays, HSBC, Lloyds Banking Group and Santander. Show less

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  Sales & Commercial Solutions Ltd.

  Mar 2016 - now

  Managing Director

  Engaged in a long-term consultancy role as Commercial Director at Hague Group.Also delivering business coaching, commercial leadership and consultancy to other organisations across the UK.