James F King,

 

Managing Partner

James joined Digital Equipment Corporation in Ireland under their graduate sales trainee programme and worked for six years as an ‘on-the-road’ sales executive before transferring to the UK where he took up senior sales, Major Account and P/L management positions across many geographies.

 

He subsequently worked with Oracle, CSC Computer Sciences and TIBCO Software in senior Sales Management and Business Development roles in the UK and overseas. 

 

The diversity of these companies, both from a product/service offering and cultures perspective, offered James a unique view of the sales processes, skills and techniques necessary to be successful in their respective markets.

 

It was with this experience that he founded James F King & Partners (JFK&P) in 2007.  A firm believer in the motto, ‘People buy from People’, James very much believes that sales people can be coached in a professional way to achieve breakthrough performance,

 

James King graduated from Dublin University (TCD) with a Master’s degree and has attended the INSEAD Executive Training Programme.

 

 

Peter MacNaughtan,

Managing Partner

Peter’s selling career started in Digital Equipment Corporation (DEC) where he joined as a territory salesperson.  He had several senior management positions in sales covering Major Account Management, Major projects, Outsourcing, and Public and Private sector markets.

 

He joined Oracle Corporation as Sales Director for Communications and Media industry in the UK, selling Software and Services. He was appointed Business Development Director for EMEA for the Telecommunications industry where he launched a new suite of software products aimed specifically at that market. He was also responsible for a key part of the Oracle sales and sales management training programme.

 

Since leaving Oracle, Peter has run many sales and sales management development programmes.  He has worked with Templeton College Oxford on the facilitation of a major client programme.

 

Peter MacNaughtan graduated with a BSc (Hons) from Edinburgh University and attended the INSEAD Executive Education Programme.

 

Sue Crofts,

Partner

Sue has experience in territory-based roles selling into medium-sized companies, public sector and FT Top 250 corporate customers.  She built experience in product, IT hardware, software and solution-based sales.

Sue joined Toshiba Information Systems (UK) Ltd building experience as a UK channel account manager, with responsibility for creating demand for product, managing marketing funding, events and generating customer sales with reseller sales managers and their teams.  

 

Successful campaigns included;

 

• Deloitte & Touche
• The Post Office
• British Gas
• BBC
• Astra Zeneca
• BP

 

Sue now specialises in providing training, coaching, sales process consultancy and skills analysis and development, predominantly for organisations in a sales, customer or consumer-focused environment.  

                

Training programmes have mainly been focused on relationship-based selling, opportunity reviews, business development, performance management, presentation and sales skills workshops.  

              

Sue Crofts graduated with a BA (Hons) in French and English.

 

John Gray,

Partner

John is experienced in selling, sales management and director roles with large multinational IT Suppliers, Systems Integrators, Specialist Hardware Designers, and Software Service companies.

 

John was Country Sales Manager for Digital Equipment Corporation and Group Sales Director at Mentec International where he was responsible for the group's activities across multiple product areas, from commercial software solutions to the design of specialist processors. He was a founder director of Linux specialist SecureLinx.

 

John graduated from Trinity College Dublin with a Bachelor's degree in Engineering and also holds a Master’s degree in Computer Science from Trinity.