Amanda gets inside the minds of the most successful sales leaders so you can apply their secrets to your business and inspire your team to grow sales. Strive to become the best version of yourself with words of wisdom from some of the best in the business.
About Your Host:
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner. She also leads Uspire's commercial leadership proposition.
She produces the popular Sales Growth Expert blog and is currently writing her first sales leadership book.
About The Uspire Partnership
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand experience of the commercial challenges you face. We develop leadership skills and commercial capabilities; delivering profitable growth and a sustainable legacy of change.
Connect with Amanda:
Website: theuspiregroup.com
Linkedin: https://www.linkedin.com/in/amandadowns2/
Connect with Uspire:
Website: www.theuspiregroup.com
Linkedin: https://www.linkedin.com/company/uspire-ltd/
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Ep 03: Brewing Success: Matthew Huffer's Recipe for Market Domination
Episode 3
Tuesday, September 3, 2024 • Duration 36:24
Amanda Downs sits down with Matthew Huffer, UK Market Director at Taylors of Harrogate, to talk about the dynamic world of sales leadership. Their conversation covers the challenges new sales leaders face, such as transitioning from manager to leader, and the importance of empowering team members to achieve results in their own unique ways. Matthew reflects on his 13-year journey at Taylors of Harrogate, where he has played a pivotal role in expanding the Yorkshire Tea brand to a commanding 40% of the UK market. As the newly appointed UK Market Director, he's spearheading efforts to integrate sales and marketing, nurture internal talent, and foster a culture that values genuine self-expression and continuous feedback. With invaluable insights on recruitment, leadership behaviour, and team cohesion, this episode is packed with practical advice and inspiring stories. So, tune in as we explore the secrets of thriving in a sales leadership role and creating an environment where both businesses and individuals can flourish.
Here are the Highlights:
01:28 Matthew Huffer's journey in sales leadership.
11:01 Transitioning to leadership: coaching, guiding, protecting.
16:40 Consciously managing and empowering team roles.
21:26 Encouraging movement between functions for career growth.
24:39 Encouraging internal recruitment and skill development.
28:48 Disagreements stem from issues, not personal feelings.
30:53 Filter pressure from above and exhibit pride to teams.
33:24 Technical skills can be coached, but behaviour matters.
Matthew loves the grocery industry and has been happily working in it for 33 years. He’s gathered plenty of commercial experience along the way (mostly good!) and enjoys sharing his enthusiasm with others.
His career to date has seen him progress from graduate trainee (car selling lager in South-East London) to UK Market Director over a career spanning 33 years and 8 companies (namely Taylors of Harrogate, Baxters, Young's Seafood, Nestle, Burtons Foods, United Biscuits, RHM & Carlsberg).
With a blue chip background & fantastic experience, he has succeeded where cultural fit rewards time spent considering how to meet the needs of consumers and customers, and most of all building great (& fun) commercial teams.
About Amanda Downs
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner.
She produces the popular Sales Growth Expert blog and is currently writing her first sales leadership book.
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand...
Ep 02: Caffeinated Growth: Matt Spencer's Caffè Nero Journey
Episode 2
Tuesday, September 3, 2024 • Duration 39:13
Amanda Downs talks to special guest Matt Spencer, the Commercial Director at Caffè Nero and a pivotal figure in the organisation's remarkable growth from 300 to over 1000 stores. Matt takes us through his fascinating journey – from buying coffee at Sainsbury's to managing key supplier relationships and navigating leadership challenges at Caffe Nero. He shares invaluable insights on maintaining integrity, building trust, and the importance of alignment in achieving business objectives. Matt also discusses the complexities of the current retail landscape, discussing the impact of COVID and Brexit on the labour market and supply chain. Join us as Amanda and Matt reveal the core principles of leading with purpose. Don’t miss this episode packed with sales leadership secrets that are sure to inspire and educate.
Here are the Highlights:
03:36 Transiting from concessions to leadership.
09:54 Understanding your value to a business.
13:43 Coordinating suppliers for big businesses.
17:04 Starting anew, learning and reaching out.
19:41 Seeing customers enjoy the fruits of labour.
29:04 Avoid distractions, focus on the main thing.
30:24 Focus on people is key for leaders.
34:45 Seek shared endeavours with suppliers and buyers.
Matt Spencer has been the Commercial Director at Caffè Nero since 2006 and in that time the business has grown to over 1,000 stores, operating 4 brands in 10 countries. Matt has spent his career in retail and hospitality, starting with the Arcadia Group through Planet Hollywood, Sainsbury’s, Asda, and Kwik Save before joining Caffè Nero and has led teams in Merchandising, Buying, Finance and Supply Chain.
Ep 01: Communication is the Key to Sales Success with Tom Redman
Episode 1
Tuesday, September 3, 2024 • Duration 31:45
Big Bus, Big Dreams! Insights from the Managing Director of Big Bus Tours. In this first episode of Sales Leader Secrets your host, Amanda Downs, and very special guest, Tom Redman, share expertise on leadership, team building, and the powerful role of communication in sales management. Tom's journey is nothing short of inspiring - from working as a blue coat at Pontins to becoming the managing director of one of the most iconic hop-on, hop-off bus tour companies in the world. Tom shares his incredible career trajectory, diving into the invaluable lessons he learned along the way, from effective communication and team management to overcoming imposter syndrome. You won't want to miss this episode on leadership, team building, and the powerful role of communication in sales management. So, sit back, relax, and get ready for some fantastic stories and practical advice from one of the industry’s best.
Here are the Highlights:
01:44 Tom’s backstory, from Brit School to holiday parks.
07:43 London open-top bus tours showcase iconic landmarks.
10:27 Learning communication skills and overcoming imposter syndrome.
15:00 Merchandising, marketing, and sales hinge on communication.
17:25 How employees love the unique, varied nature of work.
21:05 Delivering training, customer service, and feeling good.
24:32 Incentivising excellence through communication, trust, and support.
28:04 Communicate openly, and bring everyone on the journey.
29:54 Good communication builds understanding and support.
Join us each month between September and January for the Uspire webinar series “Build Your Commercial Leadership” and get valuable leadership frameworks and techniques to help you lead your team to sustainable revenue growth. Register here
Coming Soon - Sales Leader Secrets
Friday, August 9, 2024 • Duration 01:31
It’s time to explore the world of sales leadership with Sales Leader Secrets!
Leading sales can feel like a daunting and sometimes lonely journey. As the lifeblood of every business, you’re on the front lines, juggling customer relationships while inspiring and motivating your sales team. But how do you know if you’re truly on the right path?
That’s where Sales Leader Secrets comes in. Join our host, Amanda Downs, Director of Commercial Leadership at The Uspire Partnership, as she interviews some of the most successful directors in the industry.
Want to know what makes a sales team brew at Yorkshire Tea? Or how Team Happiness turns a bus tour in London into a joyful experience?
We’ve got insights from industry giants like Shaun from Birds Eye, Joe from Revlon, and Matt from Café Nero - each ready to share their secrets with you!
Make sure you listen to discover what truly makes a fine sales leader.
Please don’t forget to hit that follow button wherever you listen to podcasts so you won’t miss our very first episodes!
About Amanda Downs
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner. She also leads Uspire's commercial leadership proposition.
She produces the popular Sales Growth Expert blog and is currently writing her first sales leadership book.
Ep 04: "Coming Clean in the Sales Kitchen", with Cara Williams, Sales Director for Hobart UK.
Episode 4
Tuesday, September 24, 2024 • Duration 30:43
What are the mechanics of successful sales leadership? Amanda sits with Cara Williams, Sales Director for Hobart UK, to explore the residual impacts of COVID on the sales industry, the art of managing customer expectations, and the pivotal role of clear communication in building high-performing teams. Cara brings a wealth of experience from her broad career with major brands, offering invaluable advice for aspiring sales leaders and sharing her journey of authenticity, empathy, and strategic leadership. Tune in as we uncover the secrets of thriving in the competitive world of sales with insights that are as practical as they are inspiring.
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner. She also leads Uspire's commercial leadership proposition.
She produces the popular blog and is currently writing her first sales leadership book.
Ep 05: Leading Sales Teams through Uncertain Times with Ian Garrett
Episode 5
Tuesday, October 8, 2024 • Duration 33:19
From working the supply chain to becoming a formidable leader in sales - Ian Garrett, Category Commercial Director at Samworth Brothers, joins our host Amanda Downs to share his journey. They explore the shifting dynamics of the retail industry, and particularly how Brexit, COVID, and the cost of living crisis are reshaping the landscape. Ian sheds light on the frequent price movements and the necessity to adapt to ever-changing shopper habits. Join them as they discuss how to manage teams amidst cost increases, emphasising the importance of building resilience, maintaining morale, and adapting to the shift toward remote work and virtual customer engagements.
Here are the Highlights:
01:31 Transitioned from a customer-facing role and found sales passion.
05:48 How do we get the best out of people?
10:02 Diverse experiences in sales: exhilarating yet challenging.
17:04 Effective leadership through communication, process, and support.
21:44 Shift to engaging with customers, and managing remotely.
24:34 Impact through listening, learning, and engaging genuinely.
28:04 Authenticity, passion, and support drive team success.
29:56 Don’t take power away from the sales team. Build trust, and communication.
About Ian Garrett
After spending his formative career years in Telecoms, Ian moved into the world of FMCG working for major global food manufacturers in senior leadership & executive roles across Supply Chain, Operations, Commercial & General Management. From a Commercial perspective Ian has covered Brand, Private Label, Chilled & Frozen foods, and most Retailers and Channels in the GB market.
Ep 06: Building Brilliant Sales Teams with Clare Bocking
Episode 6
Tuesday, October 22, 2024 • Duration 28:28
Unlock the secrets of sales success with powerhouse Clare Bocking. From her early days selling household names like Uncle Ben’s, Dolmio, Pepsi, and Robinsons, to leading a commercial team of over 80 people, Clare has navigated the intricate world of sales with expertise and charisma. In this episode, Amanda sits down with Clare to learn about her journey, insights, and the transformative power of authentic leadership and building a great sales team.
Here are the Highlights:
00:45 Performing arts laid the foundation for sales success.
05:26 Managing stock and influencing depot managers was essential.
06:57 Leadership requires explanation and adaptation.
10:10 Align roles to individuals' strengths for success.
15:07 Confidence is crucial for working mothers' success.
17:00 Flexible working increases job opportunities for women.
20:08 Basic foundational skills are increasingly undervalued.
23:00 Human connection balances productivity and creativity.
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner. She also leads Uspire's commercial leadership proposition.
Ep 08: Leading the Brand Story with Sue McVie
Episode 8
Tuesday, November 19, 2024 • Duration 37:07
Uncover the secrets behind successful commercial strategies and powerful storytelling to boost your sales. Amanda chats to Sue McVie about her extensive career - from her initial field sales role at McVitie's to becoming a visionary trade marketing director at Walkers and beyond. Tune in to learn how Sue blends extroverted energy with introverted reflection, combats imposter syndrome with data, and emphasises the transformative power of storytelling in sales.
Here are the Highlights:
04:07 Transitioning to leadership: understanding diverse leadership styles.
09:37 Learning leadership on the job through authenticity.
13:19 Coping with self-doubt through data and reflection.
23:52 Engaging consumers with aspirational branding.
28:15 Lead with vision and provide a clear strategic framework.
31:49 Empowerment and confidence stem from supportive leadership.
34:46 Trained, diverse teams in effective storytelling techniques.
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner. She also leads Uspire's commercial leadership proposition.
She produces the popular blog and is currently writing her first sales leadership book.
Ep 09: Harvesting New Heights with Jon Cummings
Episode 9
Tuesday, December 3, 2024 • Duration 31:21
Join us as we explore the business of vertical farming. Amanda sits down with Jon Cummings - a seasoned leader who has seamlessly navigated between retail buying and supply chain management. He brings a wealth of experience to the ever-evolving world of vertical farming. Sharing stories from his time in the meat industry, his strategic moves across major players like Kerry Foods and Morrisons, and his latest venture as the Commercial Director of Fisher Farms. Tune in to discover the secrets behind his success, as he reveals the art of cross-functional collaboration, the nuances of leading diverse teams, and the revolutionary potential of vertical farming.
Here are the Highlights:
05:35 How working at Asda shaped my business perspective.
09:19 Kerry Foods excels in cross-functional collaboration.
11:19 Managing brands vs. own label contracts differ.
19:40 New job, same pattern.
20:26 Working at an innovative agri tech startup.
24:11 Impostor syndrome when changing jobs.
27:43 Understanding diverse skills and building complementary teams.
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner. She also leads Uspire's commercial leadership proposition.
Ep 11: Unfreezing Potential with Shaun Smith - General Manager UK & Ireland at Birds Eye Foods
Episode 11
Tuesday, January 7, 2025 • Duration 30:11
Unlock the secrets to becoming an extraordinary sales leader with insights from Shaun Smith, General Manager at Birds Eye UK and Ireland. Hosted by Amanda Downs, we're getting into the essence of mastering sales and leadership basics, the necessity of relentless improvement, and the unrivalled value of passion and authenticity in your professional journey. Shaun shares his 20+ years of expertise, stories of significant career milestones, and his heartfelt advice on leadership, customer relations, and creating a lasting positive legacy.
Here are the Highlights:
05:53 Understanding business end-to-end on tight margins.
11:57 Competitors and change drive innovation and adaptability.
14:46 Coaches and mentors significantly influenced Shaun's leadership.
18:29 Authenticity improves success in larger organisations.
22:32 How Shaun's grandfather's advice influenced him.
24:56 Master the basics and take true accountability.
27:12 Sell passionately, work hard, lead purposefully, and inspire growth.
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner. She also leads Uspire's commercial leadership proposition.
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His time at the Caffè Nero Group has been spent leading teams through periods of growth and great challenge, including the financial downturn of 2008 and COVID. Throughout these ups and downs, Matt has placed great stock on supplier relationships, looking for mutually beneficial outcomes and building trust.
Connect with Matt: https://www.linkedin.com/in/mattspencergb/
About Amanda Downs
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner.
She produces the popular Sales Growth Expert blog and is currently writing her first sales leadership book.
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand experience of the commercial challenges you face. We develop leadership skills and commercial capabilities; delivering profitable growth and a sustainable legacy of change.
Tom is the Managing Director of the Big Bus Company, steering the world's largest open-top sightseeing bus tour operator towards continued success. His leadership, rooted in a strong sales background, drives excellence across all departments while fostering a spirit of adventure that resonates with millions of tourists annually. Tom's expertise spans crucial areas such as recruitment, training, and operational management, underpinned by his keen eye for analysing KPIs and setting ambitious targets. Beyond the boardroom, his passion for community engagement shines through his role as Chairman of a youth football club, showcasing a commitment to nurturing talent both in business and on the field.
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner.
She produces the popular Sales Growth Expert blog and is currently writing her first sales leadership book.
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand experience of the commercial challenges you face. We develop leadership skills and commercial capabilities; delivering profitable growth and a sustainable legacy of change.
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand experience of the commercial challenges you face. We develop leadership skills and commercial capabilities; delivering profitable growth and a sustainable legacy of change.
Cara Williams, Sales Director at Hobart Equipment UK&I. A seasoned sales leader, who puts relationships and understanding the needs of people at the centre of her professional DNA. Her sales career started off in car rental, before spending most of it working for large blue chip FMCG food and drinks manufacturers, most recently moving in the world of commercial kitchen equipment. Cara’s sales approach focuses on finding the right solution for her customers that works for both businesses through collaborative ways of working. E,D&I, supporting, and creating opportunities for others is a core value that Cara is deeply passionate about...
About Amanda Downs
Amanda Downs is Uspire's Director of Commercial Leadership and a commercial training and coaching expert. She has worked extensively in Europe, EMEA, the US, and Asia and is an accredited Insights Discovery practitioner.
She produces the popular Sales Growth Expert blog and is currently writing her first sales leadership book.
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand experience of the commercial challenges you face. We develop leadership skills and commercial capabilities; delivering profitable growth and a sustainable legacy of change.
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand experience of the commercial challenges you face. We develop leadership skills and commercial capabilities; delivering profitable growth and a sustainable legacy of change.
Clare is a high-impact leadership consultant, passionate about accelerating performance, organisational productivity, growth and profit through people, culture and talent development.
Having worked as a senior executive in the Grocery FMCG industry all her corporate career, Clare is now a commercial capability expert, executive coach and NED. She supports Aston University Business School, is a fractional CCO for small enterprises and as Chair of Women in Wholesale, is a champion for industry diversity.
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand experience of the commercial challenges you face. We develop leadership skills and commercial capabilities; delivering profitable growth and a sustainable legacy of change.
Sue is a purpose-led growth leader with a passion for unlocking the potential in both people and ideas. She has worked in a range of commercial, marketing and general management leadership roles for leading UK businesses including United Biscuits, Coca Cola, Pepsico, Vodafone & Kerry Foods. Latterly Sue was the MD for Pilgrim’s UK branded business, leading a £250m portfolio of well-known brands including Richmond and Fridge Raiders in addition to a portfolio of SME businesses - Rollover and Oakhouse Foods. Most recently Sue has taken up the role of Group MD for The Ignite Group, a portfolio of performance marketing agencies that help clients expand their customer base to drive sales.
She produces the popular Sales Growth Expert blog and is currently writing her first sales leadership book.
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand experience of the commercial challenges you face. We develop leadership skills and commercial capabilities; delivering profitable growth and a sustainable legacy of change.
James joined NESI in 2022, bringing over 17 years of extensive experience in FMCG. With a background in commercial and marketing roles across retail, online, food service, and horeca channels, he has a profound understanding of consumer dynamics.
Focused on consumer-centric strategies, James is dedicated to leading and developing high-performing teams. He is passionate about fostering engagement throughout the organisation to drive optimal outcomes for NESI, our customer partners, and our teams.
He holds an MBA from Alliance Business School, further...
She produces the popular Sales Growth Expert blog and is currently writing her first sales leadership book.
Uspire challenge, energise and upskill leaders to set the stage for business transformation and commercial success. Members of the Uspire team are all industry professionals and have first-hand experience of the commercial challenges you face. We develop leadership skills and commercial capabilities; delivering profitable growth and a sustainable legacy of change.
Shaun has over 20 years of FMCG experience having worked in numerous commercial roles on some of the UK & Ire’s most loved and recognisable brands including Waburtons, Lurpak, Cravendale, Aunt Bessies and more recently Birdseye and Goodfella’s Pizzas.
Today he leads the Birdseye UK & Ire commercial business as their General Manager. He is a people-centric leader who relishes leading teams to realise their potential by working collaboratively and cross-functionally with customers to grow both for categories and brands.
