Oulu Business School, University of Oulu

University of Oulu

National University of Singapore

Sales Director at BDO Finland

As a Sales Excellence Lead at KPMG, I am responsible for developing and optimizing our sales operations. I focus on developing sales processes and strategies to ensure our sales operations are efficient and support KPMG's business objectives. 

Key Responsibilities:
- Implement sales strategies that support KPMG's growth and profitability.
- Lead the Sales Excellence personnel and ensure they have the necessary resources and skills.
- Optimize sales processes and ensure their efficiency.
- Select and implement sales technologies that enhance the performance of sales.
- Train and develop sales to personnel according to principles of continuous learning and improvement.
- Analyze sales data and produce reports that support decision-making.
- Collaborate with business units to ensure sales support KPMG's overall business goals.
- Lead sales change initiatives and development projects that improve organizational capability and competitiveness.

I am an experienced sales leader and I have strong expertise in leveraging sales technologies and coaching teams to achieve top results. I focus on developing sales processes and strategies to ensure our sales operations are efficient and support KPMG's business objectives. My goal is always to enhance the organization's capability and competitiveness.

KPMG Finland

Director, Sales Excellence Lead

Helping clients on their digitalization journey. As a Chief Sales Officer / Head of Sales I was a part of Loihde Factor's Executive team and lead a team of five extra ordinary sales professionals and one strategic consult located in Helsinki & Oulu. As a team we created and implemented a client strategy and provided excellent service to existing clients. With new starters we built a new business strategy and sales process and managed to get some really promising opening to new prospects. Clients included major Finnish companies from sectors such as banking and finance, energy, and industry. 

Loihde Factor provides consultation for clients on many levels. Solutions, services, applications, UI & UX, APIs, integrations, etc. are in core business. As a team we managed to win several interesting projects, team deliveries and provided consults in various client needs. Results in a nutshell:

- Turnover growth +10% pa.
- EBITDA 7% -> 12%
- 2 succesful sales recruitments and onboardings

As Head of Sales I represented Loihde Factor for various stakeholders in Loihde Group and participated to group CRM project.

Loihde Factor

Head Of Sales | Member of executive team

As a Sales Director at BDO, my primary responsibility was to lead sales to achieve BDO's sales objectives and revenue targets. Key points of this task were:

1. Sales Strategy and planning together with company CEO and executive team
2. Business development with different stakeholders through organization
3. Building sales forecasting and reporting
4. Sales process optimization
5. Relationship management
6. Sales coaching and development for consults
7. Sales target achievement

My role at BDO involved professionalizing sales operations. Growth was pursued through new initiatives, particularly targeting SMEs and listed companies segments. My responsibilities included developing and implementing the entire company's sales strategy, as well as designing and implementing segment-specific sales processes. I directly reported my work to the company's CEO and actively participated in the executive team's work. Additionally, I participated in the company's most significant sales processes, requiring professional salesmanship. Furthermore, I led a CRM project, identifying the most suitable options for the company in the market.

In sales, the results were positive, and we succeeded in winning several new and significant clients. I also led BDO's markets organization, which includes separate marketing and proposal teams and serves as a support function for BDO's various business units. Through my work, I also built significant relationships with BDO's international network. We had several successful sales processes, including collaborations with our Swedish colleagues.

Results in a nutshell:

- Won +5 significant clients / year
- Turnover growth + 12% / year

BDO Finland

Sales Director

Leading regional hybrid sales team of 10 sales experts in multiple locations in Finland. My team members describe me as encouraging leader with great expertise in sales leadership and caring of individuals. In addition to sales management, I was involved in several steering groups that planned the KPMG:s business. Furthermore, I was responsible for coaching and developing the sales skills of several experts.

Results in a nutshell:

- Won about 5-10 new clients / month
- Significant growth in turnover (+ 2.000.000€/year)

Senior Sales Manager, Clients and Markets

My task was to act as a regional sales manager for KPMG Finland. Duties include:
- Determining and implementing regional sales strategy.
- Establishing sales objectives and developing annual sales quotas for regions
- Implementing regional sales programs by developing field sales action plans.
- Completing regional sales operational requirements by scheduling and assigning employees, following up on their work results.
- Maintaining regional sales by recruiting, selecting, orienting, and coaching of sales professionals.
- Contributing to team effort by accomplishing related results as needed.
- Acting as an account manager for KPMG Finland Familybusiness key-clients

Sales Manager, Clients and Markets

Deltagon is Finland’s leading solution provider in confidential electronic communication and electronic service protection (SaaS).

My work included contacting prospects, taking part in demanding ICT projects and negotiating with CxO -level professionals. Position provided me practical knowledge from solution- and service sales and understanding of information security as a whole.

Deltagon Group Oy

Sales Manager

My task was to manage B2C sales nationwide in Finland. In addition I organized and executed several internal sales coachings, analyzed sales results and participated to regional sales meetings as a consultant. From my personality and my coaching methods I got positive feedback from all stakeholders. Due to my contribution life insurance sales grew significantly in Fennia group.

Fennia Life

Sales manager

B2B sales and managing key account clients in western Lapland. My portfolio consisted nearly 200 companies varying from entrepreneurs to large companies. From this position I got strong knowledge from indemnity insurances, personnel insurances and pension insurances. During this 2 year period I managed to keep all the major clients and managed to get some well known clients aswell.

Key account manager

Sales Representative in Tapiola Group during my active studies in Oulu. From this position I got good knowledge from B2C insurances.

Jani-Pekka Hietala