University: University of Nottingham
Job Title: Area Manager Sales
Office Location: Egham, U.K.
Describe your team in 25 words or less: Driven, passionate, problem solvers, collaborative.
Why did you choose Gartner? Before coming to Gartner, I spent 18 months working in retail sales. While doing this role, I realized that I had a real love of sales and wanted to develop these skills in a new environment. I wanted to move to a company where sales was the main focus and I could work in the B2B space. What drew me to Gartner was the fact that I could work with C-level clients, develop a long-lasting career and receive world-class training.
How long have you worked at Gartner? 5 ½ years
Describe yourself in 3 words: Passionate, leader, highly motivated.
Share a fun fact about yourself: I lived in Fort Myers for 2 years, as my dad was working for Gartner at the time!
Describe your best employee. What unique qualities does he/she possess that makes them stand out? My best employees possesses the key traits that are essential for success at Gartner. This person has a real ‘refuse to lose’ attitude, which is so important in a sales environment. They are very empathetic to the clients and their mission-critical priorities, which allows them to show clients the real value that Gartner can add. This person is a great team player, always going above and beyond to support the wider team and not just focusing on their own targets and metrics.
When interviewing a candidate, what are 3 things you look for?
- I want them to understand exactly what they are going into and why they want to work in sales. I like to see that natural sales instinct.
- I want them to have a clear understanding of their drivers and goals and why they want to be a part of our success.
- I look for both personal and professional integrity, both of which are so important for success at Gartner.
Describe your management style: For me, it’s all about the people. I like to understand their strengths and what they do well. I also like to identify with the team some areas that they aren’t so strong on and work with them to develop this and build their confidence, to set them up for success. I am very hands-on with my coaching style; my team knows that they are not alone and that I am here to support them. As much as I support the team, they know that they are still responsible for their own success and development. Of course, we don’t forget to have fun along the way.
What are 3 of the most important responsibilities/tasks of your team?
- Retention and growth — showing our clients the real value that Gartner can add and driving retention with those clients. It is also essential that they are driving growth with new clients.
- Consistent activity with clients and prospects — My team should constantly be engaged with the clients and act as a trusted advisor to them. This applies to both prospective and existing clients.
- Stakeholder management is also very important both internally and externally.
What advice do you have for members of your team, or someone considering joining your team? Never give up, be resilient, because this is so essential for success at Gartner. A quote that I like is “it’s better to be good than lucky. Those who work good make their own luck.” Continually learn. Even people within the team who have been with us a number of years are constantly seeking feedback and looking to better themselves. Gartner is very focused around feedback and development, so it is important that you never give up on it!
Favorite Quote or Personal Mantra: “You miss 100% of the shots that you don’t take.” – Wayne Gretzky
If you are interested in joining our team, search for an open job here.