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Sales Manager

Work Experience

PROFILE
An energetic senior manager with 20 very profitable years in IT Sales/Marketing and four years operations management experience in data communications. Specialist expertise includes: new business sales; selling and managing delivery of high value projects; negotiating contracts as buyer and seller; communicating targets to staff and gaining commitment to meet them; setting up new business units. Results oriented, adapts well to change and has the vision to set stretching goals while keeping control of the details.

ACHIEVEMENTS
* over nearly 4 years as Sales Director, consistently met revenue targets and, in final year, had the best profitability in the Group of Companies
* as International Sales Manager, member of “President’s Club” for 4 of 5 years in sales
* sold and then successfully managed a 2 year project (£1.5m revenue) including tough contract re-negotiation
* established a profitable ‘pay per transaction’ business unit in a software house used to carrying out high value, fixed price software development projects

EQUANT, July 1997 – October 2001
EQUANT operates a global data communications network.

Performance Manager, Customer Service Centre May 2000 – October 2001
Drove change to improve performance. Project Manager for consolidation of the Frankfurt and Amsterdam help desks with London during the Global Customer Service Centre build programme. Designed, developed and implemented a website publishing Helpdesk KPIs. Produced regular and ad hoc reports. Developed operational tools, for colleagues to use themselves, for real-time service level monitoring.

Regional Service Delivery Manager February 1999 - May 2000
Ensured ‘best practice’ was followed by Service Delivery teams located throughout the Region. Reported to Senior Management on Service Delivery performance against KPIs. Developed and implemented a database to automate the reporting of service delivery KPIs. Developed and implemented an intranet website publishing regional service delivery data.

UK Service Delivery Manager December 1997 - February 1999
Ensured customers are connected to the network in a timely manner. Spent approx £10m per annum with suppliers. Managed approximately 20 staff and a budget of approx £750k.

Supplier Manager July 1997 - December 1997
Maximised ‘value for money’ SITA/EQUANT received from selected key suppliers. Negotiated and implemented Service Level Agreements (SLAs) with selected suppliers.

Novus Group of Companies, February 1991 - July 1997
Novus was a small software house specialising in bespoke application software development for the worldwide travel and transportation industries.

Business Development Manager, Novus Group January 1997 - July 1997
Identified new sectors in existing markets and new markets where the Novus companies could be successful. Prepared business plans (revenue and P&L forecasting) justifying product acquisition. Identified and negotiated terms for acquisition of third party software products.
* Prepared detailed business plan and completed preliminary negotiations to acquire marketing rights to a hotel reservation system.

Sales Director, Novus Networks May 1993 - January 1997
Revenue target £2.5m. Profit target £500k. Managed small sales team. Provided accurate and timely monthly revenue forecasts. Defined and implemented Quality processes in Sales department leading to ISO9001 accreditation.
* Sold a system to Eurostar U.K. Ltd, generating £1.5m of revenue over two years.
* Sold a hotel reservation system to a regional tourist board
* As Project Director, managed the Eurostar contract to a successful conclusion despite difficult project circumstances requiring very tough contract re-negotiation.
* Consistently met revenue targets and, in 1996, had the best profitability in the Novus Group of Companies.

Sales Manager, Novus Systems Technology February 1991 - May 1993
Sales to travel industry in UK.
* Created new business unit, Transaction Services Group. Included business planning (revenues, costs, P&L), supplier selection and winning business from first customers (Iberia, Air France and Lufthansa).

Libra Logic Ltd, April 1989 - February 1991 Sales and Marketing Director
Libra Logic was a start-up data communications equipment manufacturer. Strategic sales and marketing planning. Secured business from both distributors and end users. Ensured customer satisfaction by managing installation and post-sale support activities.
* Signed distributor agreements with Plessey Telenet (Sprint), ICL and Case Communications.
* Won end user business from Milk Marketing Board and Office of Population Census and Surveys.

John Brown Engineering Ltd, March 1988 - April 1989 Business Unit Manager
John Brown Engineering undertakes major industrial plant construction projects. The Systems Group provided the computerised control systems. Managed a team of more than 20 software engineers working on industrial automation projects in the Systems Group.

MODCOMP, April '80 - March '88 International Sales Manager
Manufacturer of real-time computer systems. Responsible for sales in UK, Scandinavia, Arab countries, Asia and Australia. Managed team of 5 salesmen and 2 sales support engineers.
* Member of ‘Presidents Club’ for 4 out of 5 years in Sales.

Education

Imperial College, London University, B.Sc (Hons) in Physics
Practical Contract Law training course
Total Quality Management training course

Skills

* winning the confidence of customers to secure orders for high value, business critical projects
* persuasive communicator both in writing and verbally (‘killer’ proposals/presentations)
* builds productive long term relationships at all levels
* effectively communicating goals to his team and ensuring their commitment to meet them
* developing and implementing business plans for new business opportunities
* managing complex projects including inviting tenders from third parties for products/services
* negotiating ‘win - win’ contracts both as seller and buyer
* driving change, both internally and externally, to improve performance
* managing real and virtual teams varying in size up to 20 staff

Languages

English

Other

Keen gardener – just completing a water feature comprising three ponds inter-linked by waterfalls. Keep fit in the gym and by running about 10 km every week-end. My son and I are Leeds United supporters.

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