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Sales and Marketing Director

Sales and Marketing Director

Work Experience

1999-2001 CITY TECHNOLOGY Plc – T/o 23m
Electrochemical gas sensor supplier – Subsidiary of First Technology Plc.

Sales and Marketing Director
Headhunted to the Plc Board to retain market share and diversify for growth.
Introduced new generation infra-red gas sensor to market, to contribute £1m first year sales.
Acquired new semi-conductor technology for high volume manufacture of CO sensors, estimated to add £2m to sales.
Set up a marketing department with New Product Development procedures- 20 staff.
Maintained 70% market share at the end of 20 yrs patent protection
Defined acquisitions, Next Generation Product Development and Channels to Market strategies and achieved board commitment.
Customer satisfaction improved by 50%.
Introduced E-commerce business to customer website
Premature product launches reduced to minimum.
Process and product improvement halved returns under warranty.
Implemented contact management system to improve customer communication.
Introduced over 10 new products, sales of combustible sensors improved by £750k.
£10m profit achieved on £23m sales.

1992-1999 GRASEBY Plc
Quality control measurement products - Thermo Sentron Inc acquired the T/o £25m division from Smiths Industries in 1998.

1998-99 Sales Director – Product Monitoring
Appointed to rebuild sales force and motivate distributors after sale to Smiths – 17 staff.
Regained a major T/o £1.5m distributor, previously lost to competition.
Changed organisation to reduce staff turnover.
Recruited new team and achieved sales of £15m.
Led sales team through uncertain period of acquisition by Thermo Sentron Inc.
Streamlined product offerings through the direct sales force and reduced costs by 20%.

1995-98 Managing Director - Germany
Promoted to build the German company with full P & L responsibility - 15 staff.
Introduced 3 new product ranges adding T/o DM2.5m.
Moved business from Stuttgart to Frankfurt successfully.
Identified and started up Inspection Business adding DM500k in first year.
Achieved sales growth by substantial gain of new major accounts and OEMs.
Recommended and managed sale of French business for FF1.5m.
Achieved growth of 30% and 10% profit on sales of DM4.7m.



GRASEBY Plc continued

1992-95 International Sales Manager – Product Monitoring
Chosen to develop sales, rationalise distribution and open new markets following acquisition of Best Inspection.
Increased export sales of checkweighers by 30% in first year.
Achieved sales of £500K in France with new a distributor.
Penetrated the world's largest aerosol factor in China.
Established distribution in Hong Kong, Taiwan and Korea.
Resolved conflicts and motivated distributors in Finland, France and S. Africa adding T/o £250k.

1990-1992 PADLOCKER Ltd – Now a division of ITW
European Sales Manager
Selected to develop new and existing business selling inkjet printers and packaging machinery and open a European subsidiary.
Successfully implemented a distributor management programme, growing “Top-A” distributors from 3 to 10 in number.
Achieved sales of £1m in 1990 and £1.2m in 1991.
Increased the number of active distributors by 20%.

1985-1990 BELL & HOWELL Ltd
1988-90 European Marketing Manager
Promoted to reposition the company’s largest product line.
Achieved sales growth of 30% on repositioned product line to bridge through to launch of next generation of equipment.

1985-88 International Sales Executive
Invited to build distributor sales.
Opened new distributors in Middle East and Europe and managed German and Spanish speaking distribution.
Exceeded expected growth for above territories by 120% building to £2.3m.

1984–1985 INFORMATION TECHNOLOGY Ltd
Marketing Executive
Selected from many applicants for the Graduate Recruit Programme
Identified work groups in large companies who would use advanced “one per desk” products from ITL and found Bell & Howell.



Education

QUALIFICATIONS: Postgraduate Diploma in Marketing Management, University of West of England
BA (Hons) Modern Languages and Economics, University of Northumbria


Skills

Business Development, Managing Director for for business turnround, Sales and Marketing Director.

Languages

LANGUAGES: Fluent Business German, French and Spanish

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