Rearrange

CLIENT #29449

PROPERTY & CONSTRUCTION
Sales Director
NORTH WEST, UNITED KINGDOM

SUMMARY


Sales Leader with international experience and proven strengths in high value selling, customer transformation, marketing and business development. I thrive in leading and developing sales teams, that create and nurture high value customer relationships driving growth, increasing margin, improving cash flow and increasing win rates.

SECTOR EXPERTISE


  • Advertising, Marketing & PR
  • Building and Maintenance
  • Biotech, Life Sciences & Pharmaceutical
  • Distribution/Logistics
  • Engineering
  • FMCG
  • Food
  • Manufacturing & Industrial
  • Software
  • Technology, Telco & Internet
  • Transport, Automotive & Aviation
  • Business Transformation
  • Professional Business Services
  • Utilities, Oil & Gas

JOB DISCIPLINE


  • Managing Director
  • Sales Director
  • Non-Executive Director/Chairman
  • Vice President
  • Managing Partner

COMPANY SIZE


  • Start up
  • Early stage
  • Up to £5m t/o
  • £5m - £15m t/o
  • £15m - £50m t/o
  • £50m t/o +

CAREER HISTORY


Head of Business Development Balfour Beatty plc February 2015 - Ongoing

Balfour Beatty plc is a multinational infrastructure group with capabilities in construction services, support services and infrastructure investments. The group had revenues of £8.4b in 2014.
I head up the business development and the winning business teams (circ 400) for Balfour Beatty group and I am responsible at a group level for the following areas;

► Order Intake and Booking Performance
► Sales Process and control
► Strategic pursuits
► Key Account Management
► Customer Satisfaction
► Balfour Beatty Sales Academy
► Bids and Proposal Management
► Estimating

I measure the above initiatives by an improvement in margins, win rates, cash flow whilst delivering year on year sales margin growth.

Business Development Director QinetiQ March 2011 - March 2015

Balfour Beatty plc is a multinational infrastructure group with capabilities in construction services, support services and infrastructure investments. The group had revenues of £8.4b in 2014.
I head up the business development and the winning business teams (circ 400) for Balfour Beatty group and I am responsible at a group level for the following areas;

► Order Intake and Booking Performance
► Sales Process and control
► Strategic pursuits
► Key Account Management
► Customer Satisfaction
► Balfour Beatty Sales Academy
► Bids and Proposal Management
► Estimating

I measure the above initiatives by an improvement in margins, win rates, cash flow whilst delivering year on year sales margin growth.

Director, Business Development LinkedIn March 2010 - March 2011

Engaged by LinkedIn to establish the LinkedIn Training program in the UK. The problem was that a great deal of people had a LinkedIn Profile and didn't know what to do with it.

So the sole purpose for LinkedIn Live was to train people in the usage and best practices around the LinkedIn platform.

Some achievements;
►Won and delivered LinkedIn Live for major clients such as Panasonic, Waitrose, CERN, QinetiQ, Webrecruit, Association of MBAs and the East London Business Alliance.
► Delivered over 50 LinkedIn Live public workshops
► Introduced Webrecruit to LinkedIn and now Webrecruit is one of LinkedIn UK's biggest clients.

We implemented and used SalesForce.com (CRM) tool to track leads and opportunities.

Director of Customer Transformation for the G4S SAP Transformation programme. Atos Origin July 2009 - March 2010

I provided the critical knowledge and skill set in Cash Management that enabled Atos Origin to win and deliver a £20m SAP project to the global secure outsourcing group G4S.

Responsible for all aspects of the G4S SAP cash management engagement in both pre and post sales.

Group Director, Enterprise Software DeLaRue plc July 2005 - July 2009

Group Director for the Enterprise Software business at a the global bank note producer and cash management company DeLaRue plc

Responsible for total P&L for the Enterprise Software business unit including (Marketing, Sales, Delivery, Support & Development).
I tripled the business in a 3 year period by focusing on new sales, the existing customer base, and delivering low cost, high return solutions that allowed our customers to out perform there competition.
I became a trusted advisor to many of the existing customers, this gave me the opportunity to sell and implement a solution that delivered real benefits to our customer base, but also allowed me to extend my reach by referrals from the existing customer base to gain net new customers.
The Software is very niche and is used by banks to track Cash in from ATMs to Bank Branch and onto regional sorting centres.

I also created the Enterprise Cash Management solution to remotely monitor machine performance and defects, this proactive approach increased customer satisfaction from 57% to 98% in a two-year period and created £30m of additional sales revenue for the business.

Global Consulting Direictor SSA Global June 2004 - July 2005

Business Niche; Sales and Implementation Leadership for a SSA Global a Tier 1 Software Solution provider to FTSE and Fortune 500 companies.

In July 2004 Marcam was acquired by SSA Global, SSA offered me the role of Consulting Director in the Global accounts group, reporting to the Vice President, Global accounts.
The responsibilities of this role are;
• The positioning of Implementation Services and Solutions to the global account customer and prospect group, which tend to be Tier 1 fortune, 500 customers.
• The preparation summary and detailed sales proposals, which address the business requirements of the customer/prospect with the solution that is fit for purpose.
These requires detailed knowledge of Industry best Practice and software set capabilities in order to deliver a “Best in Class” Solution, which matches the customer requirement.
• Project oversight on Global account customers, which are engaged in the implementation cycle, I also get involved in Trouble shooting and project re-alignment when necessary.
• I led improvement and solution implementation at atthe following accounts;Paccar ICI, Novartis, CIBA, ICI and Heinz

Director and Head of Practice for Business Consulting Marcam January 2000 - June 2004

Leadership of a ERP/SCM Software business for Pharma, Chemical and F&B Customers.

Responsible for the Leadership of 45 people in 10 Countries that are utilised in the implementation and Servicing of our product range at our customers sites.
•Responsible the for Practice Management Group, which defines and implements the Best practices for for the Industry and Product verticals in the Process Manufacturing sector.
• Implemented the 1 Minute Manger strategies, which helped prioritize and manage goals, which are designed to aide better working Practices, and that Drive value that constantly works towards improving our and our Customers bottom lines.Over all 30-35% Improvement in work related performance
• Responsible for $4 Million Revenue Contribution
• Instigated a 24% Revenue Improvement over 2003, whilst keeping the Cost the same, thus improving Resource Productivity.

Principal Consultant Marcam January 1995 - January 2000

Business Niche; Consulting for a ERP/SCM Software business for Pharma, Chemical and F&B Customers.

• Implemented both the PRISM and Protean ERP Product lines, at the following Customers; Sun Chemical, Laporte, RMC, Rexam, Carlsberg Tetley, Drambuie and KVK Pigments
• Industry Experience implementing the Marcam Product Line, in the Chemical, F&B and Pharma Business Sectors. •
In depth Knowledge of Protean Product Line from an Application and Technical Standpoint, as well as a detailed understanding of the Protean Database Architecture & Structure.
• Performed the following Customer engagement Roles; Business Analysis, Implementation Manager, Project Manager and Product Consultant, earning a vast degree of general business experience. Tasks have also included Customer Training and Pre-sales Product Demonstrations.
• Chairman of the Customer Order Management Rollout Team, a team size of 20 consultants, from a cross European base. The Brief was to offer direction and strategy, for the Protean COM Module European Wide.
• Direct involvement in the Future Development of the Protean Product.

EDUCATION


Executive Education Harvard Business School January 2012Leadership Best Practice The Corporate Leader Leading Change and Organisational Renewal Business to Business Marketing Strategy 4 courses from 2007 to 2012
Executive Education Harvard Business School January 2012Leadership Best Practice The Corporate Leader Leading Change and Organisational Renewal Business to Business Marketing Strategy 4 courses from 2007 to 2012

PRESS COVERAGE



http://synergyinformatics.co.in/news/Using_IT_Systems_to_make_better_business_decisions.pdf
Using IT Systems to do better Business N/AOctober 2007Secure printing and cash management company De La Rue, for example, uses portal based BI software from QlikView to enable its customers to monitor the performance of banknote sorting machines in their cash centres in real time. According to Jon Ryley, responsible for the project, maintenance costs on the sorting machines - which cost between £400,000 and £1m each - has halved, and in-service uptime has improved considerably. The data has enabled De La Rue to cut its operational costs, and its customers can make better use of their expensive equipment.

QUALIFICATIONS


MSc Project Management,focused on organisational transformation.