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Interim Sales/General Manager

Work Experience

PERSONAL PROFILE
I am a Senior Manager with 20 years experience of sales and business development of software and services into the IT and Telecom sectors. With a successful history of high-ticket ($1m+), complex technical solution sales across the UK and Nordic to Tier1 telecom operators, banks and insurance companies, I bring the added advantage of a multi-lingual, multi-cultural management style gained by living and working in Europe and have a proven track record of company turn-around and expansion in adverse conditions.


May 1999 – to date Freelance Consultant Mikkom Ltd., Windsor, United Kingdom
I have undertaken a number of different Business Development assignments during the last 4 years. These are summarised as follows:
Business Development Consultant, Wapman Oy, Finland: (SMS marketing services)
· Helped Wapman Oy, a Finnish company specialising in SMS marketing products and services, establish their UK operation acting as UK General Manager. Secured their first UK customers in the Charity and Retail environments within 3 months of starting operations.
Regional Account Director (UK/Nordics), Infitel BV, Holland: (Intellgent Networks and 3G solutions)
· Opened up UK/Nordics market for new IN and 3G (OSA/Parlay) solutions to the Tier1/Tier2 telecom operators. Provided Infitel with qualified opportunities in excess of €3m (expect to close majority in Q3/Q4 2003). The role has expanded to include in-country channel partner management (notably Siemens and HP).
Market Research, Keithley Instruments Ltd., UK (High Accuracy Test & Measurement Equipment):
· Produced an MRMI report and a qualified shortlist of potential prospects in 5 industry sectors across 3 countries in 30 days for Keithley Instruments. This necessitated learning the key points of 3 new industry sectors in 2 days in order to be able to converse (at a high level) with technical staff about subjects as diverse as float zone silicon wafer production and low frequency satellite switching. First new orders confirmed by new customers within time scope of the assignment.
Strategy Consultant, Instem Ltd., U.K. (Strategic Change Management):
· Produced a Change Management report that formed the backbone of the business plan to the Instem Board. A key part of this was to provide a number of world-wide contacts to allow Instem to choose the most suitable product partner with whom to attack the UK/European telecom market.
Easyphone (Altitude Software) Ltd., U.K. (Call/Contact Centre Sales):
· Two main roles for Easyphone during the 18-month assignment.
Ø Channel Manager Nordic Region: Actively managed the day-to-day relationship with Alcatel and Cisco, accounting for increased sales (approx. $750k) revenues through these channels.
Ø Sales Executive UK/Nordic Region: Closed 3 deals directly for Easyphone totalling over $1m and provided key help in closing their first UK deal for a major travel company. In one of the above deals I beat Ericsson and Cisco in Sweden at one of their major customers to secure USD 250k call centre deal.
Marketing Consultant, Eyretel PLC, UK (Call/Contact Centre):
· Provided a market Swedish/Norwegian market profile ahead of launching direct sales campaigns into these territories.
Marketing Consultant, Abacus Oy, Finland (Telecom Value Added Services):
· Produced a market survey on the requirements of the UK mobile market for Value Added Service (VAS) products for Abacus Solutions, a subsidiary of Sonera (formerly Telecom Finland).

May 1997 – April 1999 Managing Director, Vicorp Nordics Vicorp UK Ltd., SLOUGH, United Kingdom
Recruited into Vicorp to take over and expand the Vicorp Sweden office based in Stockholm, reporting to the Vicorp COO for Europe. Role included full fiscal responsibility for Vicorp Sweden as Verkstallande Direkor (Managing Director).

Key achievements included
§ Fulfilling SEK 6m (USD 900k) target for 1997
§ Posting the first ever, positive result for Vicorp Sweden
§ Repositioning company as major player in the supply Call Centre and Enhanced Services Platform to the banking and finance communities
§ Expanding the customer base, while retaining existing major blue chip customers, including Merita Bank (Nordea), Skandia Insurance Group, Pohjola Insurance and Central Clearing Bank of Norway.

In December 1997 I took over as Managing Director for the Vicorp Nordic group (Sweden, Finland and Denmark). While here, key achievements included:
§ Meeting each quarterly target for the group according to plan - over-achieved end-of-year target of SEK 25m (USD 3.5m) by year-end with team of only 7 people.
§ Personally closed $1.2m order from Danish telecom operator in 3 months
§ Further expanded Vicorp customer base across Nordic area to include Tier 1 telecom operators Telia, Sonera and Teledenmark.
§ Became a strategic business partner for the Sonera subsidiary specialising in VAS (Abacus Oy).
§ Established partner relationships in both Telecom and Finance industry sectors

I returned to UK as Sales Director of Vicorp UK, with responsibility for Vicorp sales in most areas of the EMEA region. I remained in this position until Vicorp was taken over by KPN Qwest and when I decided to start my own company.

November 1994 - April 1997 Sales & Marketing Manager Telecommunications Premium Services Ltd., SLOUGH, United Kingdom
Although initially headhunted into this VC start-up (5th person in the UK organisation), my first assignment at TPS was to manage the Product Development team of 20 people, based in the US, where the manager’s position was vacant. While in this position I:
§ Quickly succeeded in organising and motivating the development team and established common-sense working practices
§ Properly scheduled development work to maintain the product release deadlines for our first major UK customer (BT-Cellnet), ensuring contractual obligations and avoiding contract penalties.
§ Helped to recruit the new VP Product Development

Within the UK Product Marketing role, I
§ Developed the initial sales strategy for attacking the European PTO market
§ Defined product management issues for feedback into US development organisation
§ Designed the original marketing collateral for TPS and authored and standardised technical sales documentation.
§ Organised and implemented the TPS Telecom ’95 Geneva exhibitions stand in 6 months (most companies spend 4 years doing this)
§ Managed press and publicity contacts
§ Dealt with the DTI (event sponsors) and all the international logistics involved in the exercise.

I took control of the emerging European and Far East Sales Support organisation and became the technical sales contact for the company. A major achievement during this time was helping HP, our main channel partner, to win the Panafon (now Vodafone Greece) bid, worth approximately $1.5m. In addition to HP, I was also responsible for liaison with new partners for product development (switches, signalling, speech recognition, hardware platforms etc.)

October 1992 - November 1994 Sales Manager, Scandinavia - Country Manager - Datapoint Sweden, StockholmDatapoint Corporation, Paris
While at Datapoint Sweden I established the in-country Telebusiness Unit and made Datapoint Sweden a major Call Centre player in the region, targeting the banking and finance industry. This involved educating DP Sweden technical staff in Call Centre concepts and recruiting and training a sales team to handle Scandinavia.

Significant achievements include:
§ Defined the sales and marketing strategy for Call Centre products in the region
§ Signed a $300k contract with Norwegian Telecom (Telenor) for a major Call Centre implementation within 8 weeks from initial contact to contract signing, after dissuading them from a committed course of action with a competitive vendor.
§ Sold the first predictive dialler (USD 250k+) in the Nordic region to GE Capital in Stockholm
§ Initiated contacts with major companies such as Skandia and Trygg Hansa Insurance, SE Bank and other financial and commercial institutions. These contacts still exist even today.

“Poached” from Sweden to join the Datapoint HQ in Paris, I established in Holland and Italy the practises initially set up for Sweden. Taking a ‘hands-on’ sales role in these countries, I assisted in sales calls, technical discussions and developed (and spoke at) various corporate organised seminars aimed at establishing Datapoint as a major European Call Centre player. Datapoint Italy and Sweden today remain major players in the Call Centre markets in their respective regions.

1982-1990Various § Credit Card Software, Dublin, Ireland§ Eurocontrol (European Air Navigation Institute), Luxembourg§ SPL Limited, Vasterås, Sweden§ Systime Limited, Leeds, United Kingdom
After leaving University I held several technical positions, namely in the R&D department of Systime Limited, developing Gas and Valve pipeline process-control software for ABB in Sweden and developing ATC simulators at Eurocontrol in Luxembourg. I then changed my career path and joined Credit Card Software in Ireland, selling private label credit card systems to major banks and retail organisation.

Education

Higher Education (1979-1982): BSc Computer Science (Honours), University of East Anglia, U.K.

Skills

· Spoken at various European seminars on call centre techniques
· Broadcast on BBC radio regarding advances in 3G telecommunications VAS
· Attended a variety of management, solution sales and marketing courses (UK and Sweden)
· Excellent keyboard skills in a variety of office automation and presentation packages

Languages

· Fluent (spoken) and good (written) Swedish
· Good (spoken) business French

Other

INTERESTS
· Squash, Skiing, Reading, Cricket

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