Ronan Kelly

Lead the Sales Function in Ireland. Manage Sales, Business Development, Partner Management and Sales Operations.

• Grew Ireland Sales by 15% in 2024
• Achieved 112% of quota within first year as Sales Manager
• Designed and Implemented Sales Strategy and Account Mgmt. / Bus Dev. Strategy
• Automated process and systems between Marketing and Sales to ensure all marketing leads actioned by sales
• Monitored sales team performance and helped re. customer issues or internal deal blockers
• Grew number of new logo customers by 250% in 13 months
• Kept abreast of latest trends in Security and recommended enhancements that would challenge and refine company's product offerings
• Targeted and won new business with "Resellers"
• Hired, developed and Performance Managed Sales Team
• Set team and individual targets and expectations
• Exceeded new business and new logo sales targets
• Designed Consultative Selling training program
• Designed, Implemented and Resourced a Bid Process
• Designed, Implemented and Resourced Partner Managed Function
• Designed, Implemented and Resourced a Sales Operations Function
• Built and Managed effective relationships with key partners, distributors and customers
• Implemented and ran cross functional meetings across product/presales/ops and finance
• Designed model and career progression between Bus. Dev., Account Managers and Client Directors
• Made the case to augment sales team re. coverage and territory
• Implemented CRM (Salesforce) to drive best practice in selling and reporting

Led Sales Team for Wholesale Business in BT Ireland. Wholesale Business is a £160M p.a. business. Led/Managed and Coached the Sales team and owned important relationships with customers, suppliers and internal stakeholders.
Achievements:
• Increased New Business Sales from £52M p.a. to £73M p.a.
• Increased Customer NPS from 10 to 35
• Increased Sales Team Engagement (EEI) from 51% to 79%
• Increased Account/Opportunity Management from >30% to 80%

• Represented BT externally with customers, BICC, Sales Institute and Conferences
• Challenged / modified the strategic and marketing plan for BTI Wholesale
• Segmented Wholesale channel and designed sales plans for each channel
• Designed and implemented an Insight Process from customer feedback to Marketing/Product and Pricing
• Implemented single sales process/behaviors and system (Salesforce) across the channel

• Made the case for "Partner Channel" in Wholesale

Was asked to step out of day job and lead a major opportunity with one of BT’s customers. Led team of approx. 35 people as well as key suppliers on both Technical and Commercial aspects of opportunity.
Achievements:
• Won significant piece of long term business, initial value £40M
• Built business case for major network investment and secured required funding
• Proved new model in how to win business

Led the Service Delivery team in BT Ireland. This involved leading a team of 70 people through 5 direct reports delivering BT’s products both locally and globally.
Achievements:
• Moved BT Ireland from poorest to best performing BT Country re. Service Delivery
• Improved circuit delivery times from Access + 35 to Access + 10 days
• Designed and implemented “On-Net” delivery of 5 days
• Built cross functional teams and agreed key performance metrics and owners
• Managed £10M Budget and reduced costs by 10% p.a.
• Identified and sponsored career progression of 2 X Hi Potential employees

I led a team of approx. 25 people, responsible for delivering all material internal and customer facing projects/programmes for BT Ireland.
Achievements:
• Implemented Prince 2 PM Methodology in team
• Implemented standard status/reporting and RAG/AIR across all projects
• Implemented model whereby we could source PMs quickly to match peaks in demand
• Delivered many multimillion pound customer facing and infrastructure projects successfully

I led a team of 10 people in a Global/Matrix organisation who put the required global service delivery and assurance models in place to ensure successful launch and in-life support of new products.
Achievements:
• Built an RFQ for a Pan European Field Force outsource tender in order to optimise in/outsource model
• Sourced, Business Cased and delivered “grey market” deal that delivered £3M savings to BTI
• Delivered the operational surround supporting multiple product launches, special bids and geographic expansions