Our People

What is your role when it comes to supporting our customers here at TSG?

My primary objective is to ensure that our sales and commercial teams collaborate effectively, enabling clients to derive optimal value from TSG’s services and recognise us as a trusted advisor and strategic partner.

Ultimately, I am accountable for fostering organic business growth by ensuring the commercial team consistently performs at a high level across all areas.

Tell us a little bit about your professional work history and how you came to TSG?

I began my career as an engineer, specialising in fibre networks, warehouse management, EPOS systems, and pump control systems. Following several years in engineering and implementation roles, I transitioned into sales, initially supporting the same client base I had served as an engineer, which facilitated a smooth transition into the new capacity.

My professional experience includes a role as Business Development Manager at TSG, after which I advanced to positions with other Microsoft partners and subsequently assumed sales leadership responsibilities. In my initial position as Sales Director, I established a sales function from inception, expanded the team, and implemented CRM systems and structured sales processes. I have since applied this approach in other organisations, introducing robust sales processes, implementing the MEDDPICCS sales methodology, and strengthening partnerships within the Microsoft channel.

The prospect of rejoining TSG as Sales Director was particularly attractive due to the organisation's strategic direction, collaborative culture, and transformative developments such as the Pictet-backed MBO buyout. My objective in returning was to accelerate the sales team’s performance by instilling greater rigour, discipline, and methodical practices, thereby driving sustainable growth for the company.

What is the most rewarding part about your role and working at TSG?

For me, the most satisfying aspect is watching the sales team embrace new processes and methods, using them to enhance their selling skills and strengthen client relationships. It's particularly gratifying to witness a cultural shift within the team—when everyone recognises that we're united in pursuit of common goals and feels supported both personally and professionally.

While hitting sales targets matters, I view it as an outcome of cultivating the right culture and teamwork within the sales department—the inputs ultimately shape the results. I also emphasise the importance of self-education; investing in my own development has benefited me as both a salesperson and an individual, though there is still much work to be done. Promoting self-learning at every career stage is a message I consistently advocate.