In our latest episode of Sales Leader's Secrets, Amanda Downs was joined by special guest James Guy, Group Commercial Director for New England Seafood. James’s journey into sales was anything but conventional. With a degree in archaeology, his path to becoming a sales leader was paved more by chance than by design. His story serves as inspiration for all of us, especially those just starting out or considering a career change.
The First Leap: From Manager to Leader
James’s pivotal move came when he joined GlaxoSmithKline (GSK). Tasked with managing the iconic Horlicks brand, he quickly realised the complexities of multi-functional roles. The shift from traditional account management to a broader strategic outlook was both eye-opening and challenging for him. It was during this period that James made some of his first significant mistakes in prioritising objectives. Instead of aligning organisational, customer, and team goals, he initially focused more on the directives from his line manager. This led to some crucial learnings about the importance of a cohesive strategy that considers all stakeholders.
Mastering Agility at Mueller
Transitioning to Mueller Milk presented an even bigger challenge. With the task of managing the diverse agendas of a major brand like Mueller, James had to adapt quickly. He learned the importance of governance, process, and structure in managing large teams and complex projects. His ability to create an effective governance model enabled him and his team to align multiple agendas and drive organisational success.
Leading through Crisis at New England Seafood
James’s time at New England Seafood has been marked by unexpected challenges, particularly the Russia-Ukraine crisis, which drastically impacted their supply chain. Within weeks of joining, James had to navigate tenders that encompassed 80% of their business. Faced with enormous pressure, he turned potential risks into growth opportunities by fostering a collaborative team environment and maintaining a positive outlook. His ability to see beyond immediate crises and focus on long-term growth has been instrumental in steering New England Seafood through turbulent times.
Building a Growth-Focused Team
Creating a thriving commercial team has been at the heart of James's success. His passion for seeing his team grow and develop is palpable. He collaborated with the Uspire Group to develop a Commercial Academy to provide the tools and skills necessary for continuous improvement. This initiative has not only equipped his team with essential skills but also fostered a culture of trust, transparency, and mutual growth.
Personal Leadership Development
James’s reflections on personal growth are incredibly insightful. He emphasised the importance of self-awareness and consistency, sharing how he strives to stay balanced regardless of external pressures. His advice to fellow leaders is to maintain a growth mindset, seek learning in every experience, and be open to vulnerability.
Looking to the Future
So what's next for James Guy? While he remains open to new opportunities and challenges, his primary focus continues to be on leading New England Seafood towards more success. With the seafood industry ripe with opportunities due to shifting consumer trends towards healthier and sustainable eating, he is strategically positioned to make a significant impact.
James’sSales Leader Secret
James’s "Sales Leader Secret" is: "Know yourself." Understanding your strengths, weaknesses, and motivations is essential. It's about being honest with yourself and dreaming big, but also being grounded enough to guide those around you. It’s clear that James’s success lies in his ability to balance strategic thinking with genuine care for his team’s growth. His journey teaches us that sales leadership isn’t just about hitting targets; it’s about nurturing talent, fostering teamwork, and adapting to change with resilience.