GoodX
Arran McKenzie
Sales Director
Cape Town
Summary
Goal-oriented with over 16 years of extensive experiences in various medical sales roles. Passionate expert and valuable business consultant with talents in analysis, consumer knowledge and industry dynamics. Proven leader with excellent salesmanship, negotiation and closing skills. Known for great presentations and skill at increasing audiences to optimize sales. Stays calm under pressure.
Overview
19
19
years of professional experience
4
4
years of post-secondary education
2
2
Languages
Work History
Executive Director, Co-Founder, Shareholder
AxialMed, Cape
Cape Town
06.2019 - 02.2023
- My role as the Sales Director would be to drive business development and revenue growth for the company, while ensuring that the sales team is motivated, trained and supported to achieve their sales targets.
- Overseeing the entire sales function for the organization and leading a sales team to drive revenue growth and developing sales strategies that align with the overall business objectives.
- Conducting market research, identifying new sales opportunities and analyzing sales data and performance to make informed decisions
Setting sales targets based on market trends and the organization's goals - Building and managing sales teams
- I was responsible for recruiting and training new sales professionals, along with setting performance standards and providing ongoing coaching and support to ensure the team are kept motivated and equipped to achieve their sales targets
- Developing sales material
- I would develop all marketing and compelling sales brochures, case studies and videos that highlight the unique value proposition of our services
- Managing sales pipelines
- Oversee the management of sales pipelines, ensuring that all prospects are tracked, engaged and sales are closed in a timely manner
- Building relationships
- Build and maintain strong relationships with clients, and other key stakeholders to ensure that our services are top of mind when any client was ready to make a purchase
- Monitoring sales performance
- Track sales performance metrics such as size of sales, success rates, and sales cycle time to identify improvements and data driven decisions
- Forecasting Sales
- This would be done with a variety of methods such as, sales pipeline management, sales and marketing analysis to accurately forecast future sales and revenue grow
Regional Sales Manager - Coastal Regions
Xpedient Medical
Cape Town, WC
03.2016 - 06.2019
- My role as the Regional Sales Manager would be to oversee the sales function for these regions and leading a team of sales professionals to drive revenue growth in each region
- Develop Sales strategies
- Work closely with the national sales and marketing team to develop these sales strategies to align with the overall objective of the company, while taking into account the unique characteristics of each region
- Building and managing sales teams
- I would be responsible for recruiting and training sales professionals in each region and provide ongoing coaching and support to ensure each team member is motivated and equipped to achieve their sales targets
- Building Relationships
- Build and maintain strong relationships with clients and key stakeholders to ensure our services were top of mind when a client was ready to make a purchase
- Identifying new sales opportunities
- Conduct research into each region, identify new sales opportunities and make informed decisions about where the team should focus our sales efforts in each region
- Managing sales pipelines
- Oversee the management of each regions sales pipelines
- Monitoring sales performance
- Track sales performance and identify areas for improvement for each sales member in each region
- Forecasting sales
- This would be done with a variety of methods such as, sales pipeline management, sales and marketing analysis to accurately forecast future sales and revenue growth
Senior Sales Consultant
Xpedient Medical, Cape
02.2015 - 03.2016
- My role as a Senior Sales Consultant was to contact prospective customers (medical specialists, hospitals, clinics) within my region and position our services to them in order for them to purchase our services. To ensure I met and exceeded sales targets. Collaborate with client services, billing and various other departments.
- Cold calling
- Contacting potential clients to get them to buy your services. This was done either person, over the telephone or via email campaigns. Cold calling requires a significant amount of research to identify the correct potential clients and you have to possess strong communication skills to make a good impression and overcome mundane objectives.
- Build and manage sales pipeline
- Tracking each initial lead from generating, lead qualification, needs analysis, proposal and closing. Effectively managing this I could easily report on my sales pipeline at any given time, but also allowed me to prioritize leads which increased my chances of closing more sales
- Complete competitive analysis reports
- Comparing their current provider’s services with ours via a comprehensive analysis which was a detailed financial report highlighting income generated, income physically collected into the bank account and what income was left outstanding along with analyzing their set up was correct to ensure that they were not losing any income unnecessarily
- Monthly Sales forecasting
- Present accurate monthly reports based on real data
Collaborate with various departments - This would be to ensure that when onboarding new clients the entire process would be seamless therefore, liaising with client services, billing, training and support is crucial for the overall customer experience
Senior Account Manager
CompuGroup Medical, Cape
Cape Town
09.2013 - 02.2015
- My role as a Senior Sales Consultant was to contact prospective customers (medical specialists, hospitals, clinics) within my region and position our services to them in order for them to purchase our services. To ensure I met and exceeded sales targets. Collaborate with client services, billing and various other departments
- Cold calling
- Contacting potential clients to get them to buy your services. This was done either person, over the telephone or via email campaigns. Cold calling requires a significant amount of research to identify the correct potential clients and you have to possess strong communication skills to make a good impression and overcome mundane objectives
- Build and manage sales pipeline
- Tracking each initial lead from generating, lead qualification, needs analysis, proposal and closing. Effectively managing this I could easily report on my sales pipeline at any given time, but also allowed me to prioritize leads which increased my chances of closing more sales
- Complete competitive analysis reports
- Comparing their current provider’s services with ours via a comprehensive analysis which was a detailed financial report highlighting income generated, income physically collected into the bank account and what income was left outstanding along with analyzing their set up was correct to ensure that they were not losing any income unnecessarily
- Monthly Sales forecasting
- Present accurate monthly reports based on real data
- Collaborate with various departments
- This would be to ensure that when onboarding new clients the entire process would be seamless therefore, liaising with client services, billing, training and support is crucial for the overall customer experience
Senior Sales Executive
Med-E-Mass
Cape Town, WC
03.2007 - 12.2011
- As a Senior Sales Executive, it was my responsibility to get in touch with potential clients in my area (medical professionals, hospitals, and clinics) and sell them on our services. to make sure I surpassed my sales goals. Work with the billing, customer service, and several other departments. As a dual role I did Account Management which was a customer retention role
- Cold calling
- Contacting potential clients to get them to buy your services. This was done either person, over the telephone or via email campaigns. Cold calling requires a significant amount of research to identify the correct potential clients and you have to possess strong communication skills to make a good impression and overcome mundane objectives
- Build and manage sales pipeline
- Tracking each initial lead from generating, lead qualification, needs analysis, proposal and closing. Effectively managing this I could easily report on my sales pipeline at any given time, but also allowed me to prioritize leads which increased my chances of closing more sales
- Complete competitive analysis reports
- Comparing their current provider’s services with ours via a comprehensive analysis which was a detailed financial report highlighting income generated, income physically collected into the bank account and what income was left outstanding along with analyzing their set up was correct to ensure that they were not losing any income unnecessarily
- Monthly Sales forecasting
- Present accurate monthly reports based on real data
- Collaborate with various departments
- This would be to ensure that when onboarding new clients the entire process would be seamless therefore, liaising with client services, billing, training and support is crucial for the overall customer experience
- Account management
- This was important for getting repeat business from existing clients over time by using retention strategies, techniques in order for customers say longer as a customer so they can spend more money with you overall.
Sales Executive
Universal Energy
02.2004 - 01.2006
- As a Sales Executive, it was my responsibility to get in touch with potential customers in London and sell them Electricity and Gas door to door. If you did no sell you did not make any money to live
- Cold calling
- Contacting potential customer’s door to door to get them to buy your services. This was done face to face in a foreign country knowing that you needed to sell in order to eat and live. Which I believe gives you a unique experience and set of skills to survive and sell
- One of the best experiences to have in life.
Education
Matric -
Abbotts College
Cape Town, WC 01.2000 - 12.2001
Information Technology
Varsity College
01.2002 - 02.2004
Skills
Business Development
Accomplishments
- Resolved product issue through consumer testing.
- Achieved monthly premium revenue of R850K + in less than 48 months
- Supervised and managed a portfolio of R26 million +
- Achieved sales targets / quotas in every Region (WC, EC, KZN, Gauteng etc...)
- Increased sales by 258%
- Awarded Gold Achievement Award for best performing Sales Leader
- Awarded Gold Achievement Award for best performing Sales Team
- Won incentive rips overseas
Software
VeriClaim
Healthbridge
Healthbridge iHealth Clinical
ME
Elixir
MedEDI
Practice Perfect
HealthONE
ProfDOC
GoodX WEB
Elixir Dental
Panacea
Maximizer
Sales Force CRM
Timeline
Executive Director, Co-Founder, Shareholder
AxialMed, Cape
06.2019 - 02.2023
Regional Sales Manager - Coastal Regions
Xpedient Medical
03.2016 - 06.2019
Senior Sales Consultant
Xpedient Medical, Cape
02.2015 - 03.2016
Senior Account Manager
CompuGroup Medical, Cape
09.2013 - 02.2015
Senior Sales Executive
Med-E-Mass
03.2007 - 12.2011
Sales Executive
Universal Energy
02.2004 - 01.2006
Information Technology
Varsity College
01.2002 - 02.2004
Matric -
Abbotts College
01.2000 - 12.2001
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