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Marketing Director

Work Experience

2002-Present Interim Manager

1998-2002 SIG BIZ INFO

Sig Biz Info Limited is a provider of global corporate information and news to the financial services sector. It is an E-Commerce business providing information in electronic format.

Managing Director
Achievements :
Developing strategic and business plans for corporate information idea, gained backing for it, and set up company in Switzerland to deliver it.
Profitably delivering a truly global source of the significant business information for financial services with end-users in all parts of the world.
Expanding market coverage at the rate of one new sector per year
Re-locating business successfully from Switzerland to England

1991-1997 NORWICH UNION - GENERAL INSURANCE

Norwich Union is part of CGNU plc, Britain’s largest insurer.
1996–1997 Manager, Future Markets
Promoted and asked to set up a new division-wide function to identify, evaluate and bring to market profit ideas. Secondly, to improve profitability from existing operations. Recruited and developed an inter-disciplinary team consisting of finance, claims, IT, sales & project management skills.
Identified ‘Creative Problem Solving’ program as best method to teach innovation that leads to profitable business ideas and organised for more than 150 to be trained in the discipline.
Created acquisition strategy for the division, identifying and assisting in the evaluation of targets leading to the purchase of several companies
Developed and implemented CRM program for our insurance brokers resulting in an increase in average products per client of 0.4
Designing and gaining agreement to new claims approach giving faster settlement, identified contact points for customers and cheaper administration for the company. Per annum benefit estimated in excess of £3m.

1992–1995 Marketing Manager, Motor

Promoted and asked to form the motor marketing department responsible for directing all aspects of product, pricing, underwriting and strategy. The department consisted of 28. I was simultaneously project director for a major project employing a further 20.
The achievements were:-
Changing product, pricing, target markets, acceptance criteria to successfully return division to profit after major losses in 1991. Profits were £84m in 1994 and £80m in 1995.
Reducing time to market on major product development from 2 years to under 9 months.
Forming and chairing insurance industry committee which set standards and methods for testing vehicle security systems. Represented UK interests in Europe to influence European vehicle manufactures and European Commission standards.
Project Director for team which built and launched the first mass market motor EDI product (EDI=Electronic Data Interchange = No Paper = much lower administration cost)
Developing a culture that welcomed and thrived on change.

1991-1992 Product Development Manager
Recruited to introduce best marketing practice and develop quality but inexperienced team of 14.
Achievements were :
To implement continuous marketing research program
Redesign the customer service quality program
Start to develop a more responsive product development function.
Develop and mentor team. A large number within the team went on to sit marketing qualifications and take important marketing roles within the company.

1986–1991 AVCO TRUST
Avco Trust was an American style ‘moneyshop’, a provider of personal loans using shop premises and possessing a more friendly approach to lending than most other institutions. Avco Trust was part of the Textron conglomerate at the time. It has since been bought and absorbed into Citigroup. The company was losing money and under threat of having its consumer credit licence removed at the time I joined.

Head of Marketing 1987-1991
Department Co-ordinator 1986-1987

I was recruited to review the European Strategy and introduce some elements of marketing to the company. In under a year I had proven the soundness of my recommendations and was promoted to Head of Marketing and asked to build a larger marketing team.
The Achievements were:-
Study of US operation, Creating and gaining buy-in to European strategic and marketing plans
Implementing Marketing aspects of Strategic Plan successfully
Introduction of Direct Marketing (over 25% of repeat business came from this within 3 years)
Management of Direct, Indirect & PR Agencies

1980–1986 STANDARD CHARTERED BANK PLC
Standard Chartered was at the time the 5th largest British Bank. It was formed by a merger of the Standard Bank, mainly concentrated in Africa and the Chartered Bank mainly strong in Asia. The bank operated in 80 countries.

1982-1986 Manager, Marketing Planning & Research - Chartered Trust
Promoted and moved to Chartered Trust, the finance house subsidiary of Standard Chartered. The company was formed from the merger of many smaller ones shortly before, creating a number of problems. It was losing money at the time I joined. The marketing department had just been formed and I was the second appointee, the first made by the General Manager, Marketing.
Achievements: -
Major role in Development of new venture - " Chartered Trust and Savings". A development of my American Moneyshop proposals made whilst at the bank HQ
Introduction of marketing planning, role in the establishment of all other aspects of Marketing within Chartered Trust
Development of direct response advertising for secured loans. Our campaigns became the most successful in the industry (as measured by advances divided by spend)
Review and overhaul of all products the company offered, including rationalising the number on offer.

1980-1982 Strategic Research Officer at Standard Chartered Group HQ
Achievements
Introducing profit focused Marketing Planning to the 80 territories the bank operated in.
Identifying the profit opportunity from the introduction of American style moneyshops within the group. This opportunity led to my transfer to Chartered Trust (see above)

1977–1980 THE JOINT CREDIT CARD COMPANY LIMITED (ACCESS)
Access was the second credit card to be launched in the UK. The Joint Credit Card Company was jointly owned by National Westminster Bank, Midland Bank, Lloyds Bank and The Royal Bank of Scotland.

1977-80 Marketing Research Analyst
Achievements
Developing one of the first true marketing database's within Financial Services in the UK. This allowed management to understand who were the profitable customers. Leading in turn to the development of the ‘Flexible Friend’ advertising campaign in order to encourage frequency of use amongst the most profitable group.
Introducing meaningful analysis of Marketing Promotions and initiatives

Education

D.I.A. Marketing & Marketing Research
B.A. Psychology

Skills

Providing Strategy
Reviewing failing operations, identifying and implementing corrective strategy. Distribution strategy, M&A and joint ventures strategy, leading strategic plan creation. Relocating business to different country.
Introducing Innovation
Identifying global profit opportunities, setting up e-business, introduction of creative problem solving program to major organisation, leading industry-wide standards initiative, developing innovative thinking in others.
Creating & Developing Teams
Establishing new departments, re-energising existing teams, identifying individual development programmes, setting up virtual teams
Delivering the marketing basics
Profitable product development, pricing, CRM, channel management, joint ventures, affinities, outsourcing, marketing planning, direct marketing, marketing research, agency management
Establishing New Ventures
Creating new E-Business company, creating & operating new ventures department for major organisation, setting up new departments, planning major new division
Sector Knowledge
Insurance, E-Commerce, Consumer Finance, International Financial Markets. Worked in UK, Switzerland and United States.

Languages

English Mother tongue, basic German, smattering French

Other

The three areas I have added most profit to organisations are in delivering new ventures and / or new products to market on-time on-budget, in strategic review of failing operations & their returning to profit, and in the development of innovative and profit focused marketing teams.

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