Gresham Computing plc (LSE: GHT) consists of a group of companies offering services within Data Storage & Management, IT System Integration, specialised IT Recruitment, Testing and Finance & Banking solutions. In 1995 I joined Gresham Computer Services Ltd (UK) which specializes in data management software as a sales executive and was appointed European Sales Manager in January 1997. Responsibility for management of an inside product sales team primarily into the established customer base with key focus on maintaining and developing those accounts to other areas of the company portfolio. During the period under my management, turnover exceeded £1.2m with profitability increasing from 58% to 77%. Market penetration for the primary product set achieved 95%. In this role I was also responsible for development of a new sales team for proactive storage management sales into EMEA that eventually became part of a separate global division. SalesA personal revenue target each year achieved by developing and account management three revenue streams for a data security tool, an automation/testing tool and also a VMS transactional processing product. Significant deals occurred with accounts such as Barclays Bank, Department of Work and Pensions, BACS, Lancashire County Council, Nordea Bank, Volkswagen AG, EDS, Fujitsu, Volvo, Deutsche Bahn and npower. My personal revenue generated for FY2001 was £1,830,000 and for FY2002 personal revenue generated was £730,000 with team revenue of £1,350,000. FY 2005 resulted in personal revenue generation of £1,900,000.• Maintaining and developing existing customer relationships• Responsibility for account managing and maintaining relationships with a number of key customers including Lancashire County Council, Vodafone, Hogg Robinson Paymaster, Inland Revenue and Department of Work and Pensions as well as contract maintenance and managing any contractual disputes.• Management of overseas agents in Australasia and South Africa• Initiating and developing partnershipsMarketing• Creating mail shots and a range of marketing collateral and newsletters• Writing text for the product website and liaising with corporate marketing regarding style and presentation• Researching and maintaining market information to allow for specific marketing activitiesCRM Database• Establishing functionality requirements• Ensuring data integrity of business intelligence for key markets• Administrator status of SalesForce.com, Sales Logix and Filemaker databases Personnel ManagementResponsibility for a team that ranged in size from 2 – 10 heads for which tasks included:• Recruitment of sales, pre & post sales and administration staff• Training and mentoring new sales staff• Monitoring customer service levels• Negotiation of salaries, dismissals and redundancies• Designing sales targets and commission plans• Appraisals and training programmesFinancial ManagementP&L responsibility for cost centre and reporting on a monthly basis to the board, reports provided detailed management information of the previous months activity, notable successes or failures, fundamental changes in the business plus plans and campaigns for the coming month along with general commentary and financials regarding the business as a whole. Preparation of business plans and revenue forecasts for the forthcoming financial year.