James Sena

James often becomes involved at the early stages of a development project helping the client diagnose needs and working with them to shape effective and pragmatic solutions (considering constraints such as: budgetary, operational capacity, etc.). His delivery style balances the need to engage participants interest with the need to give them space to think and learn for themselves. His style and experience allows James to work with senior and experienced participants.

James works with major corporate clients, often global, in many sectors helping them design and implement large–scale development solutions.

Additionally, many mid-size and growing companies have benefited from James’s ability to work with them from exploring their business need to helping scope a range of solutions; including people and process development even organisational changes.

Career background

James joined MaST in 1996 from Prudential Assurance where, in addition to his responsibilities as a Sales Manager, he worked on national projects to improve the quality of sales management.

Before Prudential, James was the Manager Training Services for a British Airways subsidiary. He was responsible for leading the training and sales teams to identify, sell and deliver training solutions that added value to the airline’s business partners.

James joined British Airways as a management trainee and enjoyed a broad career in Purchasing, Customer Services (world–wide for 4 years) and as an Account Manager, before moving to the subsidiary, initially as their Sales and Marketing Manager.

Other qualifications and experience

• MBA (focussed on global, service organisations)
• Worked across the world in sales and customer service management

Specialist field – Relationship Management

Through a variety of solutions often given labels such as: Consultancy Selling, Strategic Influencing, Negotiating and Account Development, James works with teams to build their ability to develop and manage relationships with their clients and partners (both internal and external).

His continuing, hands–on experience in this field, as a senior member of the MaST sales and client management team, provides continuing real–life learning to enrich his training workshops.

Example projects

• Developing and implementing a global programme for Operations managers in an investment bank to increase their ability to lead a step up in customer focus.
• Building sales skills and processes for the new business and account management teams for a media information company.
• Developing the ability of marketing mangers in a well–known company to influence and manage their sales management colleagues.
• Delivery in London and Europe of a high–level influencing strategies course for a major bank.
• Working with technology consultants (pre–sales and delivery) to develop their client–facing skills from mainly technical to include commercial abilities.