Richard Mackenzie
Johannesburg
Summary
Richard Mackenzie is a highly accomplished Sales Director with a wealth of experience in the financial services industry. With a proven track record of success, he has consistently delivered exceptional results throughout his career. Richard possesses a unique set of skills that make him an expert in selling complex data-driven fintech solutions to key decision-makers at the C-Suite level. With a deep understanding of the sales landscape, Richard excels in Sales Leadership, Sales Strategy, and Marketing Management. His ability to navigate negotiations and develop effective business plans has been instrumental in driving revenue growth and establishing long-term partnerships with clients. Richard's expertise extends to customer acquisition and commercial credit, as well as finance and banking. He is adept at identifying opportunities, crafting tailored solutions, and providing valuable insights to help clients achieve their business objectives. Educationally, Richard holds a Diploma in Business Management from the prestigious Milpark Business School. This foundation has equipped him with a strong business acumen, strategic thinking, and a results-oriented mindset. Richard brings his extensive knowledge and practical experience to the forefront, engaging sales teams and clients with insightful perspectives and actionable strategies. He is passionate about sharing his expertise and empowering professionals to excel in sales and business development.
Overview
31
31
years of professional experience
Work History
Global Sales Director
ISON Xperiences
Johannesburg
07.2023 - Current
- Developed and implemented GTM strategy for BFSI across Africa.
- Currently in the process of recruiting a local sales team across all Africa regions.
- I spent 6 months (July - Dec 2023) developing the BFSI market in Egypt from scratch. (met with 25 banks, Vodafone and iScore). Currently in POC phase.
- Currently conducting in-country workshops to develop market specific solutions. I was also key note speaker at a Banking Conference in Cairo Q2 2023.
- I was key note speaker at the Standard Bank personal banking credit summit in 2023. This opened up the opportunity for ISON to be appointed as a strategic partner to Stanbic in ROA.
- To date we are doing business with Stanbic Malawi, Uganda, Zambia, Ghana, Kenya and Tanzania.
- I forged a similar relationship with FNB and we are currently doing business with FNB Ghana, Zambia, Tanzania and Botswana.
- I used the Stanbic and FNB use cases to set meetings with ABSA in Kenya, Uganda, Zambia and Ghana.
- While developing the ROA I still managed to sign the following deals in SA. (Vodacom, Multichoice, Lewis, RCS, SARS, Eskom, Hollard and Sanlam)
- In the month of March 2024 I arranged a Banking Exec Breakfast that yielded 12 follow up meetings.
Head of Sales
Nimble Group
Johannesburg
12.2022 - 06.2023
- Developed GTM sales strategy for SA.
- I was head hunted by ISON while setting up the sales structure and executing the GTM sales strategy.
- During my relatively short stay at Nimble I managed to sign up TFG and MTN Supersonic.
- I also responded to RFP's for SABC, various Municipalities and Telkom.
CEO
Life 24 Ambulance
Limpopo
01.2021 - 08.2022
- Introduced new digital technologies to streamline collections and reduce cash on hand risk.
- Upgraded the EMS companies' manual operating systems, through introducing workflow technologies and data analytic dashboards.
- Converted manual patient report forms (PRF's) to digital format that uploaded automatically onto the portal of all medical service providers, thereby improving speed of payment.
- Implemented pre-funding model for road accident fund (RAF) invoices to speed up cashflow.
- Automated the billing systems.
- Devised and executed growth strategy.
Sales Director
Inoxico Credit Bureau
Johannesburg
01.2019 - 12.2020
- When I joined the business, we decided to change strategic focus from supplier risk management to credit risk management, thereby generating an annuity revenue stream.
- Developed fintech through relentless innovation and adopting a customer focused approach to problem solving.
- Through leveraging my C-level network, I was easily able to identify market opportunities to solve complex problems.
- Pioneered an end-to-end automated credit risk management solution that caught Experian and Transunion by surprise.
- Worked closely with CFO's and key individuals to develop a MVP which resulted in me signing 15 very large corporate deals in 6 month's.
- Recruited, coached, and trained highly skilled sales staff to sell strategic value to CFO's
- Coordinated sales meetings to discuss targets, marketing campaigns and strategy improvements
- Developed and continually enhanced relationships with key accounts to maintain high visibility and increase market share
- Cultivated and secured partnerships to generate revenue
- Leveraged CRM system to build pipeline, manage prospects, run reports, and monitor customer accounts
- Established client base and sales funnels to sustain and grow revenue
- Generated forecasting reports to address sales strategy and revenue needs
- Established long-lasting C-level relationships with customers to maintain high customer retention and satisfaction.
Head of Sales
Sasfin Bank
Johannesburg
07.2018 - 12.2018
- Devised and implemented sales strategy.
- Created effective lead generation methodologies.
- Recruited, trained, developed, motivated, and maintained sales team.
- The primary sales objective was to identify and close new business deals.
- Set and achieve sales targets.
- Drive productivity and create a high-performance sales culture.
Sales Director
Transaction Capital
Johannesburg
10.2011 - 06.2018
- Devised and implemented sales and trade marketing strategy.
- Grew book loans and advances from R250m to R900m.
- Grew sales team from 2 to 12 through organic growth.
- Trained sales team on strategies to manage value messages, structure opportunities and achieve deal closures.
- Put in place a specialist SME lead generator team to set meetings for salespeople.
- Coordinated sales meetings to discuss targets, marketing campaigns and strategy improvements.
- Cultivated and secured partnerships to generate new business revenue.
- Networked and presented thought leadership at target market conferences and events.
- Prepared and presented new credit applications to credit panel for review.
- Prepared and presented sales at Board Meetings.
- Thought leadership and public speaking.
- Identify and explore M&A opportunities.
Sales Director
Experian Credit Bureau
Johannesburg
03.2005 - 09.2011
- Converted complex data and analytics solutions into simple sales stories.
- Recruited, trained, developed, and maintained dedicated new business hunter sales team.
- Built strategic partnerships and leveraged C-level networks.
- Prospected continuously using a variety of sources to identify new business development opportunities.
- Created new business opportunities across multiple segments in diverse markets.
- Directed and coordinated multi-disciplinary teams when taking various complex solutions to market.
- Elevated team productivity and performance using improved coaching and motivational strategies.
Divisional Sales Manager
Smollan Group
Johannesburg
06.1999 - 02.2005
- Maintained consistently high customer satisfaction ratings through proactive service management strategies.
- Elevated team productivity and performance using strict performance KPI's.
- Optimized sales management by executing principal consumer purchasing strategies.
- Maximized ROI with promotions by correctly targeting plans, consistently locking in new customers.
- Optimized revenue with profitable pricing structures and strategic discount plans.
- Promoted products at trade association meetings and industry conferences.
- Delivered exceptional customer service to bolster strong relationships and build positive experiences.
Branch Manager
Simba
06.1993 - 05.1999
- Leveraged workforce planning tools, setting clear expectations, and fostering strong sense of collaboration.
- Developed employee skill sets and implemented targeted coaching plans to achieve personal and branch goals.
- Achieved targets consistently using successful branch partnerships and marketing initiatives.
- Set up tracking and accountability systems for employees to reduce errors.
- Administered branch sales, service, and operational activities in line with company vision and goals.
- Controlled business risk, proactively assessing conditions and implementing mitigation strategies.
- Improved business operations, allocating resources to maximize utilization.
- Boosted and maintained staff morale, conducting daily huddles to communicate goals, strategies, and new initiatives.
Education
Sales Director Masterclass -
GIBS
09.2012
Executive Development Marketing -
GIBS
05.2012
Executive Development Finance -
GIBS
03.2012
Bachelor - Business Administration
Milpark Business School
01.2009
Skills
- Business Development
- Networking
- Public Speaking
- Complex Sales
- Deal Closing
- Sales Training
- Sales Leadership
- Sales Strategy
- Market Innovation
- Global Sales
- Strategic Account Management
- Knowledge Expert
Personal Information
- Title: GLOBAL SALES DIRECTOR
- Date of Birth: 08/24/71
- Nationality: South African
Hobbies and Interests
- Golf
- Cycling
Affiliations
- Golf
- Gym
- Cycling
References
References available upon request.
Timeline
Global Sales Director
ISON Xperiences
07.2023 - Current
Head of Sales
Nimble Group
12.2022 - 06.2023
CEO
Life 24 Ambulance
01.2021 - 08.2022
Sales Director
Inoxico Credit Bureau
01.2019 - 12.2020
Head of Sales
Sasfin Bank
07.2018 - 12.2018
Sales Director
Transaction Capital
10.2011 - 06.2018
Sales Director
Experian Credit Bureau
03.2005 - 09.2011
Divisional Sales Manager
Smollan Group
06.1999 - 02.2005
Branch Manager
Simba
06.1993 - 05.1999
Sales Director Masterclass -
GIBS
Executive Development Marketing -
GIBS
Executive Development Finance -
GIBS
Bachelor - Business Administration
Milpark Business School
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