David Jury

This role has been split between the initial migration of the Eftco base into the Verifone books which was an 18 month project. This included a sea change of on site hardware, payment network changes along with integration changes.

From there I moved on to a corporate BDM role which involved account management of large national businesses that were already with Verifone.

Whilst maintaining these existing relationships I also brought on a number of household names that were new to Verifone both using the instore (Eftpos) and online products (Ecom).

I also built new relationships with key industry players whilst building on existing relationships.

At Eftco i managed a team of sales reps and account managers. This team was a mix of well established staff along with some new staff we were bringing in. Underneath me was the Account managers and the Consumable department. I also continued to manage my more complex and larger clients.

My role included driving the teams success and and reporting to ownership. I achieved this with a mix of accountability and coming up with new incentives and targets.

I was heavily involved in recruitment and training. I wrote a number of the recruitment adds, Conducted interviews some with ownership and some on my own and rewrote the induction program for the sales team which I headed.

This is a bit of a broad cover of the role. I can cover of the nuances in an interview.

This role ended after Eftco was acquired by the Global payments leader Verifone.

The role here started off very much as a BDM with no clients. Eftco was a fledging company working hard to keep its doors open when i started. The role grew into a hybrid of managing existing clients and onboarding new as i grew my book to around 900 clients.

My client base ranged from SME one or two lane businesses to sub corporate running 70+ branches.

I found these clients through a mix of networking with key industry players including banks, software companies, IT companies etc, and prospecting.

I had full autonomy with pricing and almost always had the highest margin generated for the year.

I am known as an expert within the industry, and am regularly bought into complex deals to build a comprehensive offering.

APM Marketing was my introduction to sales. They were the young sales reps who dressed up in suits and went around businesses selling toys and giftware to the staff. APM marketing was part of a much larger international organisation called Cobra. Cobra had many divisions including product, charities and utilities.

Sales were achieved by following a straight forward 5 step sales process with a big injection of energy and humour. A thick skin and strong work ethic was essential as it was commission only!

While these roles tend to get looked down upon, i count this as incredibly instrumental to my development as a professional sales person. I would target talking to 100 people a day with the same high levels of energy brushing aside the rejections that come with a role like this. This has been the backbone to my work ethic as my career has developed.

I was regularly in the top 5 for the country and was even flown to Melbourne to assist with the training of the staff in a branch there.