Hi I'm Tom Tracey
A data-driven sales professional with a passion for high-growth technology businesses, disrupting the supply chain space.
I found a passion for supply chain when I began moving things around the world when I joined world-renowned Clarksons Platou HQ in London as a shipbroker. I quickly learned about the complexities of global trade. It became clear that there were tonnes of inefficient, archaic and paper-heavy processes in the industry. This was a problem area I was very interested in and I’ve worked at 2 start ups since then that have disrupted this space. At Zencargo we were a team of 15 people and I was the second person to join the sales team. I worked closely with the founders to grow revenue for the business. Over the years, we have grown from 1 million to 25 million ARR, we brought on over 150 clients, grown the team to over 200 people, developed a robust go-to-market account-based strategy and won lots of awards along the way. I currently report into Dmitri, the co-founder at Beacon. I’m responsible for growing revenue of our supply chain software solution. I’m product champion and represent sales in the product meetings to help bridge the gap between what we hear from our customer and what we need to build. Notable achievements include closing the first software only deal at the business and building a book of business worth over £500,000 per month.
Get To Know Me
I was born and raised in Stockholm but I have lived in London for 20 years now and I’m probably the most English sounding Swedish person you will meet! In my spare time, I enjoy playing golf, reading, cooking and watching movies. I’m a big Reading football club supporter and generally love sports of all kinds. I spent a part of 2016 travelling Latin America, south-east Asia and skiing in the Austrian mountains.
Beacon, Business Development Manager
May 2021 - Present
I’m responsible for Identifying customer challenges and ideal outcomes. Then using one or a combination of our 3 products to solve for these. Including supply chain finance, digital freight and supply chain platform (SaaS).
I work with account management, operations, data & analytics and product team to implement solutions for our customers.
Demonstrate the value of Beacon through creating proposals, responding to tenders & RFPs, conducting F2F sales presentations, account management, expansion, hosting supply chain workshops and attending industry events. All underpinned by the MEDDPICC sales methodology to find new logos and forecast accurately.
Key Accomplishments: 12 new clients. Built a book of business of £578,000 monthly. 116% to quota for year one across all 3 products. Acquired first paying software customer after launch of the SaaS product. Managed a pipeline of £2.8 million. Implemented new demo process and feedback loop in my role as product champion.
Oceaneering, EMEA Sales Manager
January 2021 - May 2021
Tasked with launching the go-to-market strategy for Ocean Smart products across EMEA. Developed outbound sales strategy for Vetting, Terminal, Analytics, and Location products. Selling into ideal customer profiles in the oil & energy sector.
Key Accomplishments: In a short space of time I brought on 2 new clients and built new outbound sales process.
Zencargo, Business Development Manager
March 2018 - January 2021
Responsible for growing the revenue of Zencargo through new customer acquisition and expanding the existing book of business.
Identifying value in my prospects & clients' supply chains. Using Zencargo technology & supply chain solutions to create a business case for change. Working closely with customer success, key accounts & operations team to implement new operating procedures for clients.
Managing commercial squad. As BDMs we are responsible for the client relationship and revenue number. We have access to operations, procurement, supply chain solutions, product, data analysts, customer success, key accounts, and SDRs. Working together we’re able to achieve our mission and make our customer supply chains their competitive advantage.
Key Accomplishments: 28 new clients. Built a book of business of £450,000 monthly. Managed a pipeline of £2 million. Ribble BIFFA supply chain management award. Helped scale team from 2 to 20. Developed a go-to-market strategy and moved the deal win rate from 7 to 11%.
Clarksons Platou, Specialised Products, Trainee Shipbroker
June - December 2017
Working closely with CPP/DPP, chemicals, projects, veg oils, and operations teams. Here I gained a solid understanding of shipping & global trade. I built relationships with shipowners and charterers to arrange voyages globally. Clients included Ineos, Vynova, Inovyn, Shell, BP & Dow Corning. I worked on the operations of different cargos and vessels, anywhere from a 1,000 dwt river barge to a highly advanced, multi-grade 45,000 dwt stainless steel carrier.
Responsibilities included creating position lists, daily ETA sheets, CPP market snapshots, reviewing charter party contracts, laytime & demurrage calculations. Using operations related documents such as bills of lading, freight invoices, ullage reports, fixture recaps and bunker prices to input data onto Clarkson's online fixture tracking system ‘Gateway’. So much paper!
IC Resources - International Recruitment Consultant
August 2015-March 2016
A recruitment company focused on the global technology community. Full 360 ownership of deals from finding the right business through to placing candidates.
Cardiff University, International Business Management BSc
Modules Included; Cross Cultural Management, International Human Resources, Marketing & Strategy, Entrepreneurship, International Business, Finance & Accounting and Economics.
Overall Degree Mark: 2:1 (68%)
A level: Business (A), Geography (B), Product Design (B)
Hubspot, Slack, Notion, Trello, Periscope, Miro
MEDDICC Sales Methodolgy
Full clean driving license UK
G-suite & Office