Jamaica Promotions Corporation (JAMPRO) - Business Development Executive of the Year

Company: Jamaica Promotions Corporation (JAMPRO)
Entry Submitted By: ValueSelling Associates, Rancho Santa Fe, CA
Company Description: ValueSelling Associates equips B2B sales professionals to compete on value, not price, using a time-tested methodology with proven results. Our expert Associates create custom sales improvement training delivered globally in over 17 languages. With ValueSelling, sales professionals get the tools, skills and processes to effectively qualify, advance and close more sales with higher margins.
Nomination Category: Business Development Awards Categories
Nomination Sub Category: Business Development Executive of the Year

Nomination Title: JAMPRO: Diane Edwards, President

JAMPRO (The Jamaica Promotions Corporation) is the ambassador of the Jamaican brand, promoting investment and export opportunities to grow the country’s economy and enhance the life of its citizens.

Since joining in 2013, Diane Edwards, President of JAMPRO, has positively impacted her team, the organization and the country of Jamaica. A dynamic leader, Diane is well-respected across the government, the private sector and among global stakeholders. When strategic bodies critical to the development of the Jamaican economy and its people – such as Export Growth Council, Food Security and Agriculture Council, and Linkages Council – Diane Edwards is there.

Over the past 18 months, Diane has led JAMPRO in honing its value proposition and positioning the country on the global stage as an attractive place for doing business. She was the executive sponsor of the ValueSelling Framework sales training and managers coaching, which increased the team’s sales skills and morale. Diane uses the ValueSelling Framework sales methodology with clients and other executives and members of the team to engage them in strategic initiatives.

Given pandemic, Diane was instrumental in increasing JAMPRO’s digital presence – social media, website, client relationship management platform – to reach clients and investors.

By adopting a sales methodology, JAMPRO has transformed the way it conducts sales and specifically how team members engage clients, identify prospects, and form long-standing partnerships.

Pre-COVID, Diane and her team:
-Developed four-year strategic plan that established a sales and promotions division
-Created agribusiness five-year strategy and food security and agribusiness council
-Engaged with the Urban Development Corporation to cross-promote services
-Developed the economic diplomacy program that leverages diplomatic assets across the globe to promote opportunities locally
-Piloted a manufacturing strategy, now government-approved
-Created capacity building programs so Jamaican SMEs can better export internationally

After pandemic was declared, Diane demonstrated her forward-thinking by:
-Implementing a work-from-home policy to safeguard the welfare of the staff
-Defining protocols to ensure business continuity and engagement with clients
-Obtaining the prime minister’s approval of the national brand strategy
-Guiding a short-term plan to minimize negative economic repercussions and maintain Jamaica’s competitiveness
-Engaging with local and international experts in an economic recovery team to determine the emerging trends and ways to reposition Jamaica after pandemic

-Identifying and establishing cross-cutting, growth initiatives:
Digital economy
Supply chain
Blue economy
Intellectual property
Key markers for achievement include:
Capital Investments (Capex) – Achieved 100% of targets
Job creation – Achieved 128% of targets
Export sales – Achieved 88% of targets (amazing feat considering a fallout of operations in the box siding/aluminum industry, a major exporting segment)

Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):

Her achievements are notable because of the unique use of a sales methodology by a public sector agency to promote the economic viability of and investment in a country to benefit its citizenry.

Diane has infused ValueSelling and a sales culture into the DNA of JAMPRO, transforming it from a promotions agency into a sales organization.

She continues to reinforce sales training by supporting weekly role play exercises and monthly webinars to refresh the sales and marketing teams on key ValueSelling concepts.

A dynamic leader, Diane Edwards is well-respected across the government, the private sector and among global stakeholders. In fact, she is one of eight chosen leaders to participate on the government’s economic recovery team.

Under her leadership, JAMPRO has played a major role in:
Government established National Export Growth Team
Established PR Partnership with FORBES Magazine
Inked strategic alliance with UDC
JAMPRO and Foreign Ministry activated Economic Diplomacy Programme
JAMPRO client exported 100,000 unit of hand sanitizer to USA
OPM approved Nation Brand Strategy
Cabinet approved Amendments to Casino Gaming Act
Launched the National Business Portal
Coffee and Yam Strategies being developed
Secured distribution contracts for local fresh producers during initial phase of the pandemic

She has broadened the organization’s skills, morale and culture. Diane Edwards is extremely worthy of winning this award based on her achievements, impact and the embodiment of JAMPRO’s values: integrity, respect innovation, and excellence.

Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):

JAMPRO website: https: //dobusiness.gov.jm/
Diane Edwards LinkedIn: https: //www.linkedin.com/in/diane-m-edwards-mba-a1a9501/

Press releases:
Expands overseas offices to New York City:https: //www.thebusinessyear.com/jamaica-2019/together-as-one/interview
Launches National Business Portal (NBP) to facilitate business-to-government transactions:http: //www.jamaicaobserver.com/latestnews/JAMPRO_launches_platform_to_make_it_easier_?profile=1228
Spearheads Food Security initiative: http: //jamaica-gleaner.com/article/business/20200619/pandemic-reprioritises-jampro-fdi-strategy-agriculture-moves-front-burner
Partners with the Urban Development Corporation (UDC) to collaborate on sales and marketing: https://www.jamaicaobserver.com/latestnews/UDC,_JAMPRO_to_collaborate_on_key?profile=1024
Engages Ministry of Foreign Affairs and Foreign Trade in Economic Diplomacy Programme to promote Jamaica for investment and trade opportunities: https://www.jamaicaobserver.com/latestnews/Jamaica_to_enhance_trade_and_investment_opportunities_under_EDP?profile=1228
Promotes Buy Local Campaign to Offset Pandemic Impacts: https: //www.forbes.com/sites/daphneewingchow/2020/04/30/jamaica-responds-to-covid-19-by-ramping-up-healthy-food-consumption/?sh=3aba1dc42ab5
Advances Local Agribusiness Sector: http: //www.jamaicaobserver.com/latestnews/JAMPRO_encourages_farmers_to_take_advantage_of_Productive_Input_Relief?profile=1228">
Upskills Jamaican workforce for digital economy: http: //jamaica-gleaner.com/article/news/20190903/growth-jobs-jampro-reposition-country-be-more-competitive-edwards">
Promotes performance-based agriculture: http: //www.jamaicaobserver.com/business-observer/take-advantage-of-untapped-markets-jampro-president-indian-products-masquerading-as-jamaican_194454?profile=1442
Signing Madrid protocol to protect Jamaica’s intellectual property rights: http: //www.jamaicaobserver.com/sunday-finance/more-steps-being-taken-to-protect-brand-jamaica-jampro-says-jamaica-is-at-the-cusp-of-signing-the-madrid-protocol_196568?profile=1442
Jamaica expands exports of popular Scotch Bonnet hot sauce: https: //www.forbes.com/sites/daphneewingchow/2020/11/26/caribbean-scotch-bonnet-is-s0-hot-that-suppliers-are-struggling-to-meet-demand/?sh=2632f0e72961