Role: Sales Manager
Company: Leaf
Track Record:
“With technology the way it is now blurred lines exist between work and home life. Working from anywhere and at any time is the norm,” says Kylan
What does your job involve?
I am responsible for the sales and marketing within Leaf. I have been with the company for over three years.
We have been very successful bucking the recent private sector growth trend by achieving over 25% growth in revenue year on year for the past three years. We have also been Microsoft country award winners in 2012 and 2013, so we are definitely doing something right.
The key to success in my role is building strong lasting relationships with my clients and understanding their business.
Is it 9-5?
Certainly not. Emails generally start coming into my inbox shortly after 6am and usually don’t finish until after 10pm. With technology the way it is now blurred lines exist between work and home life. Working from anywhere and at any time is the norm.
How did you get into this line of work?
I have always been involved in the information and communications technology (ICT) sector, working initially in software and then moving into the infrastructure and systems integration side. I find it enjoyable as the landscape is constantly changing and there is never a dull moment.
Outline your career to date.
I have been involved in ICT for some 14- plus years now, working within the Irish and UK markets implementing a wide range of solutions and systems across all vertical sectors.
My initial ICT exposure was in the insurance software sector for a large indigenous Belfast-based software house.
I became sales manager not long after joining the company.
I then worked with customer relationship management/case and client management software and was country manager for a Republic-based company which is still going strong.
After spending all my time in the software sector I felt a natural progression would be to move into the infrastructure and hardware solutions markets and an opportunity came up to join a growing business in Belfast.
I spent four years with this organisation which was then bought and acquired and merged with another ICT provider.
After a year the opportunity presented itself to join Leaf who were a professional, young and dynamic company.
I jumped at the challenge and we have been growing the company substantially year-on-year and receiving country-wide recognition from our key partners.
Tell us about your qualifications/training.
This is an ongoing, ever changing environment and I would generally sit at at least one to two certifications per month.
Keeping abreast of new products and solutions within this sector is key to ensure we are well placed to provide our clients with ICT answers to their industry specific problems.
Understanding the solutions I am discussing with my clients is essential, as is keeping one eye on what is on the horizon or due to be launched. With respect, we aren’t selling cars.
The ICT solutions sale is much more complex and our strategies to manage small and mid-market businesses take careful consideration. No one is the same.
What qualities are required for your job — personal and professional?
The ability to listen is number one. Without this you will only ever be a good salesperson, not a great salesperson. Honesty and integrity are critical.
Do what you say you are going to do when you say you are going to do it. Clients don’t like a know-it-all, nor do they want someone who is a bluffer. Striking a balance between being professional and informative is an absolute. Never accept good enough as good enough.
What are the biggest challenges and rewards of your work?
Simply keeping abreast of technology is an everyday challenge. With regard to rewards, we have a great team at Leaf and I enjoy coming into work in the morning. And there is a lot to be said for that.
What do you like to do in your spare time?
I have a wife, Liesa, and two sons, Rhys (4) and Rudy (17 months), which keeps me busy. Outside that I have entered UK Ironman (2.4-mile swim, 112-mile bike ride and 26.2-mile run, ie a marathon, with a limit of 17 hours) which is taking place in Bolton next year.
This will require up to 19 hours training a week for the next 10 months, and a few early starts will be required. I have only just completed my first century ride.
Tell us an interesting fact about yourself.
I have represented my country at under- 21 level in rugby (this was many moons ago!).
Who has inspired you most in your life?
Inspiration comes in many shapes and forms. However, I feel I am pretty level headed and gather a lot of inspiration from my family, specifically my brother and father.
They are both high achievers and tenacious and stubborn when it comes to setting and achieving goals.