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Experienced Business Manager

Work Experience

COLT Telecom Group plc February 2001 – February 2002
Strategic Partnership Manager

Responsible for the development of Colt’s partnership with Hewlett-Packard on managed Windows 2000 hosted services, resulting in incremental sales of £2.8m in the year and a strong sales pipeline.

Systems Union Limited October 1999 – November 2000
European Marketing Programmes Manager

· Ensured implementation and effectiveness of organisational change, increasing internal profile of marketing function
· Audited and improved external and internal communication
· Managed team of 8 and budget of >£2m
· Led thought and teamwork to focus on customer satisfaction
· Established KPIs for marketing function

Development Account Manager

Developed incremental sales channels business, including OEM & ASP models, leading to projected new software/services revenues of £1.5m for 2001 and £2m for 2002 through new retail, mobile technology and ASP partners.

Self-employed Consultant 1997 – 1999

Clients included:

· Microsoft Ltd
· Enterprise marketing. Managed Enterprise customer meetings (John Connors)
· Eicon Technology, Benelux sales team
· Enabled 3 person team to exceed budget by 35%
· Logility
· Increased alliances revenues 100% and developed an issues-led corporate PR campaign raising profile in a highly competitive market.
· SAS Institute, European HQ, Heidelberg, Germany
· Improved sales productivity 20% via training and mentoring programme
· Lucent Technologies, Hilversum, Netherlands
· Sales forecasting accuracy improved by 80%, via training and one-to-one sales coaching programme
· Object Design International (ODI)
· Best ever annual results for new direct sales team, sales forecasting accuracy improved 26% via training programme

Sterling Software 1996 – 1997
Corporate Sales Manager, Northern Europe Division

· 58% and 35% revenue growth, at Sterling Commerce and Sterling Software respectively
· –Increased number of customers in top 100 companies in each market served from 55% in 1994 to 90%

Compuware 1995 - 1996
European Marketing Programmes Manager

· Increased revenue from strategic alliances by 55% in 1996.
· Developed European corporate PR campaign resulting in 36% increase in brand-name awareness
· Overcame resistance of mixed corporate culture post-merger
· Managed 'Executive Forum'

Retix 1992 - 1995
Sales Consultant, Direct Marketing Manager

· Increased UK/northern European revenues from $10.5 million to $22 million within two years
· Achieved highest volume shipments of Internetworking hardware products in Western Europe (IDC figures)

Telemarketing Link Limited 1991 - 1992
Business Development Executive

Teledata Limited 1990 - 1991
Sales Executive

Prudential Property Services 1983 - 1990
Negotiator

Education

Kingston University 1991 - 1993
Institute of Direct Marketing, Diploma in Direct Marketing

Chiltern Edge School, Sonning Common, Reading 1975 - 1980
8 GCE O levels

Skills

Heimann Strategic Selling
Holden Corporation Powerbase Selling
Solution Selling Certified Coach
EDC Cultural Workshop

Languages

French

Other

Travel, sport, flying, music, current affairs.

Work with charities includes Thames Valley and Chilterns Air Ambulance (TVAA), and participation in ‘Byte Nyte’, a well-established annual fund-raising event receiving substantial support, mostly from the IT/telecom business sector. The event raised a record £350,000 for National Children’s Homes in 2000.

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