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Sales Director

Work Experience

Principle Achievements
Attracted over £265m in new revenue
Generated £74m in new loan drawdowns
Attracted £84m in deposit funds from the Not for Profit Sector/Charity Sector
Achieved £23.4m in lending and £4m in deposits across the Healthcare sector making us the no 1 preferred supplier
Helped create FX pro active calling system and added 27% to the profitability of the business
Increased our Employee Satisfaction Score from 54 to 78
Created and maintained mitigation plans for all risks and issues
Managed “Steering the Customer” Project budget of £2.8m alongside my role as Head of Worldwide Service
Designed and implemented the National Charity/Not for Profit campaign in Commercial Banking


Career history
October 2011 - Present
Interim Business Development Director

Review the business and create a new strategic business model to include regulatory requirements
Target and market new channels to increase productivity
Use bespoke CRM software to forecast financial performance and review business strategy to meet targets
Responsible for managing for high net worth accounts


LloydsTSB: November 2009 – September 2011
Head of World Wide Service – International Wealth Expatriate Banking

Looked after 13,000 High Net Worth Global customers from our offices in London and Guernsey who have over £500m in deposits they demand and require the highest level of customer service. 45FTE were split across a number of areas, Relationship Management, Risk and Compliance, Support Staff, Branch Sales and our Off-shore Investment team. Focused on CRM (Goldmine) in order to align our customers to the correct product’s and exceed our financial targets. Responsible for customer engagement, regulatory compliance, complaint handling including PPI. Targeting and strategic business planning were key to the role.
Attracted over £265m in new revenue
Achieved 125% of our International Account Target
Achieved 202% for our Premier International Account
277% against target on our IBSA (On-shore Investment products) sales
Offshore invested increased to £142m
Helped create a dedicated PPI resolution team
Exceeded our objectives and increased our cross sales penetration from 1.4 to 3.1 per customer
Created and developed a customer retention plan to maintain our Fixed Term Deposit book – circa £650m
Scoped out a Private Banking support team for our Business Development Managers and increased productivity by 64%
Increased our Employee Satisfaction Score from 54 to 78


LloydsTSB: November 2010 – September 2011
Project Manager – International Wealth Private Banking

Responsible for running and delivering the new “Steering the Customer” Project.

Managed Customer Project with budget of £2.8million and delivered on time
Constantly reviewed current situation and agreed key measures for success
Liaise and maintain relationships with global business teams to ensure effective planning and execution
Harmonised processes between company and 3rd parties providing a consistent approach to every project
Project successfully delivered on time and had a direct positive impact on customer engagement scores
Peer review and governance of third party work output



LloydsTSB: July 2007 – November 2009
Area Director Business Development- Corporate Banking

Led a team of 17 Business Development Manager’s and a support team. Worked closely with colleagues in Credit and Risk in order to develop sector specific products. Managed colleagues in Branch Network, Large Corporate and the Financial Markets teams in order to maintain consistency when launching new business initiatives. Specialist’s in sectors such as Property, Healthcare, Care Homes and Not for Profit with turnover from £3m - £50m. Number 1 provider for the SME market place for Lending in Care Homes, Property and Healthcare which RBS had help previously.
Generated £74m in new lending with £84m in deposit monies from he Not for Profit Sector
Delivered over £4.5m in new income during 2008 the highest every achieved since BD was formed.
90% of BDM’s achieved or exceeded their targets 3 years running
Achieved £23.4m in lending and £4m in deposits across the Healthcare sector
£28.6M in new monies in our Charities, Societies and Club sector
Obtained a strong 3* audit having only been in the role for a short time




Barclays Bank: July 2004 – July 2007
Area Manager Business Development – Commercial Banking

Led a team of Business Development Managers. Responsible for new strategy, product development and achievement of business objectives. Specialists in Property, Media, Retail, Manufacturing, Business Services with turnover from £1m - £25m. Using EPM software (VAPM) to plan and forecast financial performance against targets.
Generated £2.4m of new income during year 1 against target of £2.1m across various Industry Sectors
Helped create FX pro active calling system and added 27% to the bottom line
Work with other group companies to exhibit at local and national exhibitions and seminars
Agreed regional expenditure to set up BDM Academy for succession planning (circa £250k)
Responsible for the Performance Management of 23 industry focused BDM’s.



Loans .co: 2003 – June 2004
Sales Manager

Responsible for achieving income targets by managing a team of 25 sales managers . Working closely with 11 mortgage and loan providers in order to achieve the companies growth targets. Implement new processes in order to reduce our inefficiencies and create a new customer experience. Significant increases in our payment protection, our average commission and customer satisfaction which had a massive impact on the overall profitability of the business.
Increased Payment Protection by 4% in the first 3 months which resulted in £167k of new income in Q1
Average ticket value increased which added £1.45m to our profit line
Increase our average commission from £2.3k to £3.7k per deal
Developed and introduced a new working directive in order to maximize client conversion by changing working pattern and calling strategy, resulted in a 33% increase in customer contact
Increased productivity by reducing the number of declined deals from 38% to 23%.
Developed a strategy to increase our Payment Protection penetration which resulted in an uplift from 79& to 83%



JB Debt Recovery: 2001- 2003
Key Account Manager

Responsible for maintaining profitability from client portfolio as well as acquiring new customers across Financial and Utilities sectors.
Increased portfolio revenue by 23% by winning a 3 year contract with Black Horse Financial
Responsible for client reporting and payment from collections within SLA

I was a Professional Golfer for 15 years responsible for the Golf Club Management, Profit & Loss, point of contact for key accounts within the Industry such as Titleist, Taylor Made and Mizuno. Duties also included the day to day operations including staff rotas at East Sussex National Golf and Country Club to my last role at Kings Hill Golf Club. I also had a very successful teaching career as well as still holding a number of course records (Pyecombe Golf Club 2012)

Education Interests

Foundation Degree in Professional Golf Team Principle for KF Racing 2001 -2005
Diploma in Financial Based Solutions Golf
Microsoft Certified Engineer Senior Level in Martial Arts
Prince 2 Run for Grove House Hospice & The Willow foundation
Member of the Institute of Sales & Marketing Management
Competent in EPM and CRM software (Goldmine & VAPM

Education

Secondary School
Post Diploma
Degree from PGA

Languages

English

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