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INTERIM MANAGER for SALES, CONTRACTS & KEY ACCOUNTS

INTERIM MANAGER for SALES, CONTRACTS & KEY ACCOUNTS

Work Experience

INDEPENDENT INTERIM MANAGER
1-month Consultant under contract to Group Cytek Ltd
Investigated and documented their Clients’ sales process to enable the implementation of an automated CRM system

3-months Project Manager under contract to Teleproducts Ltd
Devised and implemented business processes to comply with the EU directive for the restriction of hazardous substances (RoHS) in electrical and electronic equipment

18-months Interim Sales & Marketing Manager under contract to SR Controls Ltd
Set up formal marketing, sales & proposal functions and secured new customers including National Grid Transco & BP. Assisted ISO9001 quality system implementation and accreditation

1-month Confidential Global Technology Study
Prepared the requirements specification and investigated data telemetry technologies for a mechanical services company. Identified potential suppliers/partners

3-months Proposals Manager under contract to ESI Ltd
Co-ordinated international partners (IBM Business Consulting & PA Consulting), tendered and secured a World Bank funded contract to provide technical software & services to study the seasonal capacity of the national gas pipeline systems in Pakistan

12-months Campaign Manager under contract to ESI Ltd
Devised, launched and managed technology marketing campaigns; responded to technical and commercial enquiries, pre-qualified, quoted and negotiated supply/consultancy contracts

3-months Pan-European Study under contract to ESI Ltd
Investigated new business opportunities created by the EU Liberalisation Directive and gas sector business re-structuring and regulation. Led the sales bidding and negotiation of their first contract outside the USA to supply a gas demand forecasting system

4-months Interim Sales & Marketing Manager under contract to Trinity House
Business review, market analysis, re-packaging and re-launch of a coastal asset-management outsourcing service provider

6-months Interim Sales Manager under contract to Ask Reception Ltd
Defined and documented the tactical plan for a B2C Internet portal. Carried out all product definition, documentation and pricing

6-months Interim New Business Manager under contract to March Intranet Ltd
Investigated new business opportunities across diverse sectors for an Intranet product

2-months Interim Commercial Manager under contract to Unasys Ltd
Established product licensing & pricing strategy for a web-enabled project management tool targeted at engineering, procurement, construction & management (EPCM) projects

PERMANENT PROFESSIONAL & EXECUTIVE CAREER
October 2000 to March 2001 LICENERGY Ltd
European Business Development Manager
Client relationship management and sales responsibility for the supply and integration of oil, gas & water pipeline management and operational decision-support systems

July 1999 to September 2000 LICENERGY Ltd
Vice President - Asia-Pacific (based Perth, Western Australia)
Strategic business development role to prospect, win & develop new customers and accelerate company successes in the region

May 1998 to June 1999 LICENERGY Ltd
Strategy Manager
A post-IPO global team assignment to establish the group business expansion plan through acquisitions, mergers, strategic alliances and increasing market-share

November 1993 to April 1998 LICENERGY Ltd
Sales & Marketing Director
Initially, sole responsibility and ownership of all UK sales, leading to the recruiting, training and management of an international sales group covering South & SE Asia, the Middle East and Europe

1992 to 1993 Serck Controls Ltd
Sales Manager
Responsible for the management and motivation of Sales Engineers and overseas Agents in the positioning, pre-qualification, bidding, negotiation and winning of automation system contracts totalling £1.5m

1987 to 1992 Spectra-Tek UK Ltd
Sales Engineer
Client requirements capture, pre-qualification, costing, tendering and negotiation of measurement & control system contracts

1985 to 1987 Tunstall Telecom Ltd
Product Manager
Managed the transfer from new product development to commercial manufacture and lean engineering, using value improvement processes, of an elderly persons emergency communication warden-call system

1978 to 1985 Transmitton Ltd
Project Leader
Management of engineering teams through all aspects of system design, manufacture, installation and commissioning


Education

UK Higher National Diploma in Electrical & Electronic Engineering

Skills

RELATIONSHIP MANAGER - Proactively identified, researched and led the development of profitable strategic opportunities, including a government company - to scope, plan and budget for a multi-million £ Business Process Re-engineering project

SALES MANAGER - With vision and perception recruited, managed and developed a team that increased sales by 250% to £5 million over a 3-year period by winning new business in the UK, the Middle East and South Asia

COMMERCIAL MANAGER - With a good eye for detail, steered numerous complex negotiations to successful outcomes. Managed clients, 3rd parties and in-house teams to maintain business focus and protect commercial interests

STRATEGIC BUSINESS DEVELOPER - Experienced in new product marketing and sales including evangelising new products/services into unproven markets. Conducted new market reviews and identified opportunities, researched and analysed target clients/partners and developed successful market offerings

PERSUADER - Tenaciously converted 7 out of 8 competing contractors and persuaded the end customer to select my company as principal sub-contractor

PROPOSALS MANAGER - Managed and motivated teams to scope, pre-qualify, quote, negotiate and profitably deliver B2B sales across a variety of industry sectors

BUSINESS MANAGER - Managed the information gathering, planning, justification, budgeting, launch and establishment of branch offices for a UK company in India, Dubai and Australia. Set-up and managed the branch office in Australia

MARKETING MANAGER - Prepared marketing plans, selected sales Agents, organised exhibitions, road shows & training events. Championed best practice in the preparation of proposals & presentations, created copy, selected & managed external designers to produce marketing collateral and trade press material

CHANGE MANAGER - Led organisational change merging two sales departments, secured staff commitment to work with new systems, motivated & trained direct reports and provided board-level reporting of integration activity

KEY ACCOUNT MANAGER - Consulted and advised on decision-support tools required by an Indonesian company. Formulated proposals communicating project vision, objectives & benefits to the client Senior Management Team

ANALYST - Studied gas sector business process transformation due to European Directive on liberalisation, validated information, performed requirements gathering, documented market conditions & relationships between players

CHANGE DRIVER - Investigated strengths and weaknesses of an under-performing business unit. Developed a 3-month plan, achieved organisational buy-in and implemented work that successfully re-positioned and re-launched the unit

Languages

English - native

Other

A self-starting, adaptable and customer focussed sales, marketing and business development manager having demonstrable experience leading the profitable B2B sales growth of complex systems, software, engineering services and consultancy with blue chip and government organisations in the UK and abroad.

Accomplished at both developing strategy and leading the tactical implementation of board-level growth plans for young companies, regional subsidiaries and listed companies.

Increased of sales by 250% over a 3-year period for a niche technology company and successfully managed sales & marketing departments through periods of significant change including organic growth, setting-up branch offices, stock market floatation, company acquisitions and mergers.

Considerable experience of managing and motivating teams to prospect, qualify new business opportunities, project pursuit, track competitors, develop compelling propositions & tenders, negotiate and win profitable contracts with industries such as oil, gas, mining, marine, petrochemical and utilities.

Internationally experienced at evangelising new products & services into unproven territories & sectors, devising & delivering proactive initiatives and multi-level, consultative & relationship based selling. Conducted new market investigations, identified issues & opportunities, researched & analysed target clients and developed successful business relationships.

Solid interpersonal, communication and key account management skills support his ability to develop and manage senior level relationships, work effectively at different levels inside client organisations and to articulate complex solutions into customer-specific benefits and advantages.

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