In our latest episode of Sales Leader Secrets, Amanda Downs had the pleasure of speaking with Katey Coleman, Associate Director at Carl Zeiss, and a seasoned commercial leader who has navigated the fast-paced world of FMCG for seventeen years. Now, applying her expertise to the optical industry, Katey's journey offers invaluable lessons in leadership, cross-functional collaboration, and team engagement.
Adapting to New Industry Challenges
Katey's transition from the consumer goods sector to the optical industry was a significant career pivot, demonstrating her adaptability and clear leadership skills. She believes that overseeing a diverse team in areas such as commercial finance, marketing, and global key account management has enhanced her professional growth. Handling an account that constitutes half of her company's turnover in the UK, Katey embraces the responsibility with enthusiasm and a strategic mindset.
Leading Remote and Cross-Functional Teams
Reflecting on her early experiences managing remote field sales teams at the young age of 20, Katey spoke about the importance of creating meaningful team interactions. She emphasised the need to keep remote teams engaged by getting to know individuals personally and avoiding micromanagement, a mistake she quickly learned to rectify. Her successful management approach includes promoting a culture of openness, supporting team members through effective communication and understanding their unique motivations.
Promoting Authenticity and Emotional Intelligence in Leadership
One of the highlights of the conversation was when Katey spoke of her commitment to authenticity and emotional intelligence as a leader. She passionately described the transformative effect of understanding her team's personal and professional lives, which helps build trust and improve team dynamics. Her insights into emotional intelligence emphasise the importance of creating a psychologically safe environment where innovation and collaboration can thrive.
Navigating Stakeholder Management and Strategic Thinking
Katey openly shared her experiences and challenges in stakeholder management, an essential skill in any large organisation. Her advice to aspiring leaders includes mapping out stakeholders to understand their needs and the influence they wield. Additionally, she encourages leaders to move beyond monthly targets and adopt a more strategic outlook, considering the long-term direction of the team and business.
Advice for Emerging Sales Leaders
For those stepping into leadership roles, Katey stresses the importance of delivering through others and not trying to manage every task single-handedly. Developing trust within your team and leveraging their strengths is crucial for success. She believes in the power of understanding team members on a personal level to nurture authentic, motivated, and committed teams.
You can listen to the full episode here: [Link], and stay tuned for more episodes exploring the strategies and stories of remarkable leaders.