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 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 decided to join a tech start-up disrupting this space. In March 2018 I joined 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’ve brought on over 150 clients, grown the team to over 100 people, developed a robust go-to-market account-based strategy and won lots of awards along the way.
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.
Zencargo, Business Development Manager
March 2018 - Present
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.
Demonstrate the value of Zencargo 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 MEDDICC sales methodology to find new logos and forecast accurately.
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. I was responsible for finding new clients and matching the right candidates to their job vacancies.
A valuable first step in my career, my main takeaways were increased business confidence, ability to work towards targets in a high-pressure environment, and building strong relationships both inside and outside the business.
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