Calvern James

Wildcard
DISC Type : csi

Managing Director - Hospitality EMEA at StepStone

Greater London, England, United Kingdom

Overview

As Managing Director for Hospitality EMEA at StepStone, Calvern James leverages over 20 years of industry experience to shape vision and culture for sustainable growth. He is an expert in business and sales strategy, focusing on talent acquisition and building enduring partnerships. He attended Richmond High School.

Outside of his corporate role, Calvern co-owned a premium gift and homeware business until early 2023, showcasing his entrepreneurial spirit and interest in retail. He also follows current events through major news outlets like BBC News and CNN.

He champions the idea that looking after people is not only good for business but also for the wellbeing of the entire hospitality sector.

Personality Overview

Friendly But Slow

ROI Driven

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

Hospitality Recruitment
Frequently provides expert advice on navigating staffing shortages, streamlining hiring processes, and securing top talent in a competitive market.
Talent Development
Advocates for investing in staff through robust training, development, and succession planning to boost confidence, satisfaction, and long-term retention.
Untapped Talent Pools
Encourages looking beyond traditional hiring sources, specifically mentioning the valuable and resilient skill sets that military veterans and refugees can bring to the industry.

Media Appearances

Calvern has no verified media appearances

Work History

1-2023
Managing Director - Hospitality EMEA at StepStone
2-2018 - 12-2022
Sales Director - Hospitality Markets at StepStone
2-2018 - 1-2023
Co-Owner at Edit Fashion & Homeware Ltd
1-2016 - 1-2018
London Sales Manager - (Corporate & Recruitment Consultancy teams) at StepStone
12-2014 - 12-2015
Sales Manager (Restaurant, Pub & Bar, Hotel teams) at StepStone

Education

1988 - 1994
English from Richmond High School

More Information

Social Presence :

Prographics :

Exp : 26 Location : Greater London, England, United Kingdom Job Level : Mid-senior Designation : Managing Director - Hospitality EMEA at StepStone
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Insights For Selling To Calvern

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Do not sound overly eager, modulate your energy levels especially if you are generally enthusiastic
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Calvern is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Calvern

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Calvern move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Calvern take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Calvern

Personality Compatibility


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