BESMA 2018 Judges

Head Judge

Kerry Nutley

Vice President Digital GS – Sales BT

It is with great pleasure that the ISM can announce the appointment of Kerry Nutley, Vice President Digital Sales at BT as our Head Judge for the British Excellence in Sales Management Awards 2018. Kerry will be responsible for leading and supporting the wider panel of industry experts who will judge all finalists for this year’s awards. Read more about her appointment here

Adam Clarke

Senior Sales Director -

Adam is a two-time winner of BESMA awards, leading his team to the 'Sales team of the Year - Under 50 Employees' in 2015 and 'Sales Manager of the Year 2016'. He is passionate about coaching, training and development people as well bringing an expertise in the psychology and process behind building winning mindsets and embracing change.

Andrew Carr

Director - Acet People Development Ltd

Andrew Carr is a highly experienced and award-winning learning professional, with over 30 years’ experience in recruitment, sales and sales management.

Andy Gray

Business Development - Ground Control

Andy has been involved with sales for over 30 years with a broad spectrum of experience including both indirect and direct sales in C2C and B2B, Sales and Divisional management, Sales leadership and more latterly sales training & development

Anna Britnor Guest

Sales Growth Principal - Leading Edge Coaching

Anna has 30 years in sales and sales capability development. A strong track-record in supporting sales organisations to adapt and grow in fast changing, complex and technical B2B sectors. An advocate of using clear frameworks and methods to deliver measurable sales growth.  A Companion of the ISM committed to supporting ethical and professional sales development.

Astrid Ennis

People Development - STARR Works

After spending 20 years in Sales, Management and Learning & Development in fast paced large organisations, her purpose is to inspire and enable people to achieve personal growth and success by empowering them to think differently and grow.

She brings her consultancy skills, coaching, mental wellbeing and learning and development expertise together in her role as a people development consultant. Over the last decade, she has helped thousands of people improve their personal and business performance and has implemented strategic sales, management & leadership and communication skills programs, demonstrating measurable bottom line results.

Colin Woodfinden

Sales Training Manager -


Colin Woodfinden has almost twenty years’ experience in sales and sales management in a variety of roles across retail, B2C and B2B. He has spent the last twelve years specialising in sales and management development training.

Corinne Lleti

Director of Consulting, Europe - Experian

Corinne has nearly thirty years experience of using consulting as a demonstrable sales accelerator in a complex B2B world.  She is passionate about high performance and creating an environment where people can be their best.

Darren Bayley

Vice President, Marketing - Dentsply Sirona

Currently working within a strategic marketing role within Dentsply Sirona’s Endodontic Business Unit for the past year, located in Switzerland. Formerly Commercial Director at Dentsply Sirona for four years, responsible for the Middle East & North Africa based in Dubai. Holder of Masters Degree’s in both Sales Management and Marketing from the University of Portsmouth. Fellow of the Institute of Sales Management (ISM) and a Chartered Fellow of the Chartered Management Institute (CMI) and Chartered Institute of Marketing (CIM). Liveryman of the Worshipful Company of Marketors. Highly passionate about sales, Winner of Sales Director of the Year at BESMA 2017.

Donna Warrener

Group Head of Learning - Lloyds Register

Over 25 years of L&D experience and Fellow of the CIPD, I am the Global Head of Learning at Lloyds Register. Responsible for creating and sustaining a rich and vibrant learning environment globally for all our 8000 colleagues and for providing a range of learning and development opportunities.

My responsibility includes the LR Sales Academy, where we identify the needs of all our sales colleagues and provide them with a compelling learning curriculum to meet their needs. The aim of the sales academy is to professionalise our sales force, improve their capability and drive business growth.

Hugh Stafford Smith

Sales Skills - Audit Ltd

Hugh is the principal of SABA (7) Consulting. During his career, he has successfully led and managed businesses in both the small independent sector and for large, publicly listed organisations, primarily in the complex IT and Software industry. He began his working life as a salesman and has always seen sales as a vital force in any business.  Hugh is a member of the Mercers Livery Company and sits on the Church and Communities committee. Hugh is also Governor and chair of the audit committee at Richard Collyer’s Sixth Form College, Horsham.

Iain Rose

Executive, Business & Sales Coach

Iain Rose, a Champion of the Institute of Sales Management (CISM) and current Chair of the Scottish Regional group.

Based in Glasgow, Iain has over 35 years’ experience in Corporate Sales and General Management both in UK and abroad. By profession Iain studied BSc Electrical & Electronic Engineering and originally worked in Broadcasting before moving into a Technical Sales and Management career.

James Park

Commercial Director - Kent Blaxill

James Park has been Commercial Director at Kent Blaxill since June 2017. James is responsible for the commercial team, for commercial due diligence on pricing and for regular reporting to Board level. James joined Kent Blaxill in April 2007 as Branch Manager. He has over 15 years commercial experience within the merchants industry.

Jon Turner

Head of New Business Sales - Siemens Managed Services

Jon has been with Siemens since May 2011. Prior to that, Jon sat on the board of Bglobal PLC – a independent smart metering business based in the North West – as Sales and Marketing Director. On leaving Leeds Business School with a BA (Hons) in Business Management, much of Jon’s early career was spent with British Gas before joining Bglobal, where he fulfilled multiple sales roles, including establishing the UK Energy Field Salesforce as Head of UK Sales.

Liz Emmott

General Manager UK - Amadeus

Liz joined Amadeus in 2016 and as General Manager, leads the technology company’s business strategies in the UK. Based at the company’s Gatwick offices, she is responsible for enabling travel companies across the Business and Leisure sectors to succeed by deploying technology that drives productivity gains as well as growing revenues by adopting best practice travel retailing. Prior to joining Amadeus, Liz has held senior VP positions at American Express Europe across the payments, financial services, and corporate business travel sectors.

Lorna Leck

Managing Director - The Sales Activator Ltd

Lorna has worked in Sales and Service, Sales Leadership, Training and Coaching for over 22 years with experience spanning numerous Plc’s where she ran pan-European and global sales teams. Her work has taken her all over the world including launching and managing teams in North America and Asia.

Currently Managing Director with The Sales Activator Ltd, suppliers of a holistic coaching solution that guarantees a permanent improvement in sales results. Lorna is responsible for the strategic direction of the company and driving growth through direct channels and a global distribution network.

Louise Lamb

Technical Sales Manager - Microsoft

I am passionate people leader, and I have had the privilege to lead both Services Delivery and Technical Sales teams at Microsoft.  I love nurturing, developing and building high performing teams who can lead and navigate our customers through the change challenges of the digital world and help their businesses be successful.

Martin Hutchins

Managing Director - Professional Academy

A high-performing, versatile Managing Director, combining a strong sales, marketing and engineering background with a demonstrable record of achievement in growing companies and as a Managing Consultant role, advising larger organisations across a wide range of sectors on major strategy re-design and implementation programmes.

Mike Hallam

Director - Indirect Sales, Virgin Media Business

Mike Joined Virgin Media Business in July 2015 to look at the strategy of the Wholesale Business Partner go to market approach for the channel. Post the findings Mike joined the business with a remit to implement and execute the strategic approach.

Prior to Joining VMB Mike had his own Business incorporated in 2006 Which was a company offering B2B solutions in telecommunications ranging from Mobile, fixed and converged telephony in 2013 it was sold to Olive Communications for an undisclosed amount, he then continued to work for the combined business for a period of 18 months ensuring  a smooth transition.

From 1996 – 2005 He worked for Lloyds TSB & GE in various leadership roles including Managing Director of a GE Business unit  with £100m of revenues and 300 Employees.

Mike Wilkinson

Managing Director - Advanced Selling Skills Academy

Mike ​has been MD of Advance, Qualification and Pipeline Management Experts, for over 15 years. He is passionate about bringing a standard and level of professionalism to Sales, leading Advance’s sales training journey to deliver courses and qualifications relevant to the roles of today’s salespeople and managers.

Prior to Advance Mike had significant corporate experience within Marks & Spencer and Xerox; where he was part of the Senior Management Team responsible for Sales and Channel development, and a top performing Systems Manager over a five-year period, managing a team of Sales Specialists, Account Managers and Consultants.

Responsibilities Mike has had include Product Divisions, Key Accounts, Central & Local Government and chairing the Bids and Tenders Group.

Neil Pickersgill

Group Sales Transformation Director - Lloyds Register

Over 30 years sales leadership experience, across B2B, B2C, Telco, Health, Retail, Media and Professional Services organisations. My passion is building or leading a team to deliver to their greatest potential with drive and integrity. My role at Lloyds Register is to lead a sales transformation programme incorporating behavioural and technical change whilst focusing on the customer cross functionally. Building our sales organisation into a high performing “Best in Class” team who embrace change and are capable of sustained delivery with optimised processes and measurement.

Niraj Kapur

Author Amazon bestseller, Everybody Works in Sales. Expert Sales Coach and Trainer.

After 23 years working in sales in corporate London – from SMEs to The Guardian to FTSE100 businesses, Niraj’s book, Everybody Works in Sales became an Amazon bestseller. Due to this success, Niraj has set up an expert sales coaching practise, Everybody Works in Sales Ltd where he helps businesses and entrepreneurs increase revenue by teaching sales techniques and strategies that are not forceful or lacking integrity. He works with clients like Barclays, University of Buckingham, Barclays and FSB. In his free time, Niraj support charities like Action Aid, Milton Keynes Community Foundation, The Samaritans and grows a ridiculous moustache every year for Movember.

Richard Hilton

Managing Director EMEA - Miller Heiman Group

Richard Hilton has a track record of proven success that drives meaningful growth in the sales performance industry. He has a wealth of rich, complex sales and sales leadership experience running people-oriented businesses within the professional services area.

Sarah Croxford

Senior Enterprise Channel Lead - Microsoft

Sarah Croxford has over 20 years senior sales & marketing experience within the IT & Software markets for a variety of companies including Siemens Communications, TechData, Ingram Micro and ZyXEL.

Sridhar Iyengar

Head of European Operations - Zoho Corporation


Sridhar Iyengar is the head of Zoho Europe. Prior to his current role, he held leadership positions in Product Management, Pre-sales, Marketing and Engineering at Zoho, building solutions for SMB, service providers and enterprise customers for two decades. Having been with Zoho since its inception, he has throughly enjoyed the journey from a bootstrapped startup to a global software provider.

Stella Round

Sales Excellence Manager - NFU Mutual

Stella Round, a previous BESMA award winner, has been in the Sales Industry for over 20 years.  For the past 12 years within the highly regulated and constantly changing environment of insurance.  

With a variety of roles including Business Development Manager, Sales Manager and more recently Sales Excellence Manager, she is a real sales specialist.

A mentor and coach she has a passion for bringing out the best in people.  Utilising the ISM learning and incorporating it into her approach to sales development she is driving a Sales Excellence movement to improve the reputation of sales.

Steve Corfield

Managing Director UK & Ireland - James Walker UK Ltd

Steve has over 30 years sales and leadership experience working for a variety of B2B manufacturers supplying multiple industries around the world. He started his career as a sales engineer before progressing through Business Development, Sales & Marketing Manager and Sales Director roles. Three years ago Steve became the Managing Director of James Walker UK Ltd who manufacture high performance seals for critical applications.

Steve Lindsey

National Sales Conference - Lincoln West

A self-confessed event geek & purist for more than 15 years. In 2014, Steve had a key role in launching the National Sales Conference (NSC) which is now firmly established as the UK’s largest and most important personal development event for the sales profession, achieving CPD accreditation in 2018. Having recently completed a full IRONMAN, Steve is ready to step-up for his next challenge…’The BESMA Judging Day’

Sue Preston

Director - Solution Sales, Enterprise – Intelligent Cloud Unit, Microsoft

Over 28 years’ experience in IT delivering key industry insights and helping organisations accelerate ROI and Digital Transformation.

Experienced Leader with a solid 12 year track record of leading high performing teams. Focused on results driven teams, talent retention, development and career progression.

Sue Reed

Talent Development Director - R & S Reed Consultants Ltd

As a professional Learning Development Talent Director I am a strategic, enthusiastic and highly experienced in providing the full career path development life-cycle from Resource Planning, Assessment Centres, 2-3 Year Talent Career Path Mapping, Designed and delivered Accredited National Development Programmes via Apprenticeship, Institute of Sales & Marketing, Builders Merchant Federation and Institute of Mechanical Engineering plus Institute of Management.

Tonia Tyler

Sales Director - Redrow Homes Ltd

Tonia has worked in sales for over 21 years, 16 of those have been in the house building industry, 13 at Redrow Homes. Her defined role as Sales Director is to oversee all sales activities within the South Midlands division. Her expertise is in developing and implementing sales strategies to create increased revenue streams at every possible opportunity, including  analysing market trends to ensure Redrow retain and improve their market share.

Will Matthews

Head of Sales Transformation - BAE Systems Applied Intelligence

Will’s career is a combination of engineering, training, sales and coaching roles, with him joining BAE Systems Applied Intelligence as the Head of Sales Capability Development 3 years ago. He now has the full Sales Transformation programme as his responsibility.

In this key leadership role, he is responsible for guiding the development, coaching and information systems required to ensure the sales teams across AI globally have the knowledge and skills to bring the latest Cyber and Financial Crime capabilities to their customers.