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MD, Sales/Commercial/Marketing Director

Work Experience

A MANAGING DIRECTOR with a proven track record in general management, manufacturing, sales, marketing and distribution, with significant achievements in corporate development, increasing sales and profits, managing change and business expansion through acquisition and organic growth. Strong team building and people management skills aligned with good planning and financial ability. Experienced in transactions and MBO fundraising. Graduate and MBA.


(2005) Commercial Director - interim assignments (2)

Developed commercial strategies for 2 businesses and fulfilled the role of Interim Commercial Director. Following administration both companies, a tier1 automotive supplier and a service provider to the UK marine leisure industry, required commercial rationalisation and restructuring. Delivered sound commercial strategies and detailed business forecasts for future development of both companies.

(2005) Managing Director – CONCEPT CYCLING GROUP LTD - £32m t/o

Headhunted to join Concept Cycling Ltd, the largest and most profitable UK cycle manufacturer as Sales Director. Promoted to MD in 2001 and established Concept Cycling Group Ltd through the acquisition/start-up of separate Retail, Cycle Accessories and Leisure Products Divisions. Led the group businesses through a four-year period of substantial expansion in sales, profit and market share in a complex environment.

• Raised t/o from £13.2m to £32.3m through organic growth of the cycle division to 480,000 bicycles pa and the addition of three new businesses – Accessories £5.7m, Retail (3) £2.3m and leisure £1.0m
• Doubled share of UK bike market from 8% to 17% by exploiting £13.0m sales opportunities with corporates – Asda Walmart, Aldi, Safeway, Motorworld, Bid-Up TV, Co-op and Toys–R-Us
• Increased gross profit from £2.6m to £6.4m
• Grew PBIT from £0.6m to £1.1m
• Recruited management team and completed £12.0m MBO of group in 2003
• Reversed the MBO transaction following market collapse in 2005.

(to 1999) Managing Director – PADDY HOPKIRK LTD - £5m t/o

Replaced interim MD following administration of Paddy Hopkirk Ltd and consolidated turnaround of business back to profitability. Market leader in supplying UK aftermarket with vehicle roof bars, cycle carriers and touring accessories.

• Grew PBIT from breakeven to £230k
• Developed new and upgraded product ranges
• Added new touring accessories department
• Successfully installed ISO9001 systems and achieved full accreditation

(to 1996) Commercial Director – TOWNSEND CYCLES LTD - £24m t/o

Promoted within Casket plc. to head the largest subsidiary of the group following a merger with Tandem plc. The position of Commercial Director reported to the Group Managing Director and had responsibility for all Corporate and Dealer business in the UK and abroad.

• Developed corporate strategy, business plans and budgets to sell a record 400,000 bicycles.
• Rationalised overheads and recruited new field sales force.
• Negotiated increased contract business with Halfords, Makro, Sainsburys, Aldi, Argos, Toys R Us and the big four mail order companies (GUS, Littlewoods, Freemans, Grattans)
• Achieved improved margins from 15% to 21% gross.
• Increased PBIT by 40% to over £1m.

(to 1995) Managing Director – BRITISH EAGLE LTD - £7m t/o

Joined Casket plc as Managing Director of British Eagle Ltd., an importer and manufacturer of Coventry Eagle, British Eagle and LotusSport bicycles, selling 80,000 units pa.

• Grew sales volume by 50%
• Reorganised and reduced labour force from 93 to 83 replacing all senior positions.
• Increased production output by 50% versus prior year with reduced direct labour force.
• Developed and launched new product range from samples through to volume production.
• Expanded domestic dealer network through innovative ‘Premier Dealer’ campaign.

(to 1993) Sales & Marketing Director SEAT UK Ltd - £80m t/o

Responsible for Dealer Operations, Franchise Development, Marketing, Sales Planning and PR.
• Formed Franchising and Business Management Departments, recruited an additional 60 dealers and developed representation policy, corporate standards and introduced dealer financial monitoring.
• Recruited, trained and motivated field staff and dealer network. Introduced sales control system.
• Created fleet sales department, developed fleet strategy and increased fleet sales by 300%.
• Launched new model range – increasing UK market share from 0.50% to 0.72%.

(Concurrently with above position) Director – SCT (Chartered Trust/SEAT joint finance company)

• Member of operations management team, set policy for dealer stock funding and dealers “in care”.
• Developed individual dealership recovery and closure programmes.

(to 1991) European Motor Industry Analyst – ROBERT FLEMING SECURITIES LTD

• Analysed European motor stocks and advised European and UK brokers on dealing strategy.

(to 1990) Manager – WESTERN MOTOR HOLDINGS PLC - £300m t/o

• Developed sales and stock control for 22 franchised dealerships.
• Negotiated with Chrysler for sole UK vehicle franchising, distribution and importing rights.
• Set up sales planning department, installed system to enable group control of sales operations.

(1978 to 1986) FORD MOTOR COMPANY

• Sales Planning and Analysis Manager – UK
• General Field Manager – SW Britain
• Regional Franchising Manager & Regional Marketing Manager – SW Britain
• Sales Planning Supervisor – Ford of Europe/Ford of Britain
• Area Sales Manager – Northern Ireland

Education

MBA - London Business School (Msc11)
- New York Business School (International Management Programme)
B Eng (2:1) Hons – Liverpool University (Civil Engineering)
1 ‘S’ Level – Maths (2)
4 ‘A’ Levels – Maths (A), Further Maths (B), Physics (A), General Studies (B)

Skills

Strategy, Planning, Marketing, Sales, Profit & Sales growth, Turnaround, Acquisitions, Expansion, Reorganisation, Finance, Team building, Delivering change

Languages

English

Other

MBO fundraising experience

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