Sep 30

Department Profile: European Business Development

How long have you worked for B2BGateway?

Desmond:  “I have been with B2BGateway for just over 1.5 years now.  The time has gone extremely quick which is always a good sign“.

Explain your role as European Business Development Manager with B2BGateway?

Desmond: “I work as the European Sales Manager, covering all EMEA. In essence my role involves talking to prospective customers who are looking for an EDI solution to implement in their business. This would include discovery calls, webinars, online demos, in house presentations and much more.  What is vitally important is to understand the client’s needs.  Each client is different and the beauty of our solution is that we can tailor it to suit those needs for it to work as efficiently as possible”.  

My role also includes Channel Management.  This involves partnering with companies with similar client bases in order to offer clients a one stop shop.  It also involves analyzing prospective partners, including them on our partnership program if applicable and then managing these partners across the EMEA.  Our Sales department currently covers the US, EMEA and APAC.  We also have a marketing department who all work very closely with us“.

QB-ConnectWhat do you enjoy about your position?

Desmond:  “I have always been involved in Sales.  I have over 10 years of experience within Sales based roles and I absolutely love it.  What I really enjoy about my role at B2BGateway is speaking to our clients.  I am a people person and I love to learn about our client’s businesses and how they started.  I also like figuring out what their headaches are and then how our EDI solution is able to fix that headache for them and help them to grow.  I love to meet new people and with my role I travel quite a bit to the likes of trade shows, conferences, client visits etc..  As European Sales Manager, every day is different and helping to grow our company out here in Europe is very rewarding”.

What is your ideal EDI prospect and why should they use B2BGateway’s EDI solutions?

Desmond:  “My prospects differ from small one person owned startups to multinational corporations.  I must say my favorite prospects are the start ups.  I really enjoy hearing about their story, their future vision and just the passion that you can hear from them about their company.  Our solution allows these start ups to connect to larger retailers/3pls, so for them to use our solution, it really makes a difference to these companies.  And then watching them grow is also a great feeling”.

Do any projects or clients stand out to you as being your favorite?

Desmond:  “Again, similar to above I really enjoy working with start ups.   I enjoy being able to offer them a solution that is affordable for their business needs.   Some people are led to believe that EDI is crazy expensive, but our solution is priced to work for your business needs.  I love to see those really young business start receiving hundreds of orders a year after signing with us and implementing EDI.  The kinds of companies that were receiving 1 or 2 orders per month from retailers and then a year on they are expanding their workforce.   It’s great to see those successes“.


What are your interests and hobbies outside of work?

Desmond:   “Well I love sports.   I am a better watcher than player unfortunately.  But I do play a lot of golf and as frustrating as it can be, it’s a great way to get out and enjoy yourself.  I also have an 18 month old, Tom,  so he keeps me very busy outside of work, which I love”.

B2BGateway’s sales staff listens to your business needs first and makes sure our solution fits those needs.  Just like Des and the rest of the B2BGateway staff, we’re always working above and beyond to ensure that your business is running effectively, offering insight and experience to develop solutions that are the right fit for you.

Thanks Des, for giving us insight on your role at B2BGateway and thank you for all your hard work.

Chad Hoyle

Business Development Representative

Phone: +1 (401) 646-0123 (office)

Zackariah Ajaj

Director of Integrations

Jacqueline Mercurio

Business Development Representative, APAC

Phone: +61 2 8003 7584

Desmond Frawley

Director of Sales & Strategic Partnerships, EMEA

Phone: +0345 643 6600 (office)

Kevin Hoyle

Previous CEO / Managing Director


Mark Morrone

Business Development Representative

Phone: +1 (401) 321-2384

Melissa Foulke

Business Development Representative

Phone: (401) (401) 343-0018 (office)

Vincenzo Cordone

Vice President & General Manager - B2BGateway

Phone: (401) 379-3157