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Business Development Director

Work Experience

Hill-Rom UK Ltd


Background: Hill-Rom UK is one of the leading medical equipment suppliers in the UK. UK revenues £30m, 250 employees. It is a subsidiary of Hillenbrand Inc., an NYSE quoted business – turnover $2billion.

Within the UK market Hill-Rom has been instrumental at introducing both new products and new financing and service packages into the NHS market. Typical of these packages are Total Bed Management (TBM) and Assuris. TBM transformed the market for hospital beds from outright purchase into a market whose clients required a package that included equipment, servicing and finance. In certain cases this package also included outcome based risk sharing. Hill-Rom could then use TBM to introduce other products from its range.

TBM doubled the size, in value terms, of the UK hospital bed market and took Hill-Rom’s market share from 5% to over 50% in five years.

Assuris is a programme designed to change the piped medical gas product from an undifferentiated market with low margins to a package of equipment and installation, services and finance.

Date
Position Responsibilities
1999 – 2000 Business Development Director Lead two strategic start ups – piped medical gases and architectural products. This period included integrating an acquisition – sales forces, products and systems. Full P&L responsibility.

Background; Turnover £7m, sales team of seven, contracting team of 80 plus temps, design and management team of 12.

Key achievements:
Built order book to its highest ever level - £5m,
Developed and introduced Assuris concept to the UK market
Launched innovative architectural product range – first sales outside US
Managed difficult and political integration – Medaes Ltd.

1996 – 1999 Sales Director Lead the UK sales and clinical team for speciality bed and surfaces

Background: Turnover £15m, sales & clinical team of 40. The speciality (medical) surface and bed market in the UK is a fast growing part of the UK medical devices market.

Key achievements:
Helped develop and launch the Total Bed Management (TBM) concept – personally negotiated the first two wins
Gained 10% points market share
Key account wins – focused on the teaching hospital trusts, the jewels in the NHS crown
Started switch to sole supplier strategy

Hill-Rom UK Ltd (Cont’d)

Date
Position Responsibilities
1994 – 1996 Divisional Director (South) Lead sales, clinical and field technical teams, with P&L responsibility. Area covered was the West Midlands, Wales and south.

Background: Turnover £6m, sales & clinical team of 12, field technical team of 35. The teams suffered from poor morale, high staff turnover and lack of coordination. Services were offered 24 hours per day, 365 days p.a., and average response time was 6 hours.

Key achievements:
Grew business from £3m to £6m
Re-vamped supervisory and management teams
Introduced on-site technical support resulting in major account wins and lower cost of servicing
Opened up two new areas – Wales and West Midlands

1991 – 1994 Customer Services Director Lead head office support functions – finance, admin & customer services and field technical team

Background: Turnover £6m, head office team of 18, field technical team of 60 working from 12 service centres. Services were offered 24 hours per day, 365 days p.a., and average response time was 6 hours.

Key achievements:
While volumes grew 125%, costs were held to a 55% increase
Restructured and professionalized field technical team – introduced career structure, training programme, shifts etc.
Centralised and fully revamped decontamination systems to industry best
Centralised customer team and systems

Hill-Rom Europe

1989-1991 Financial Controller Europe Responsible for central fiscal and management reporting, budgeting and cash controls

Background: Turnover $40m, subsidiaries in UK, Germany, France, Italy, Holland.

Key achievements:
Standardised, simplified and automated monthly reporting
Revamped budgeting process
Implemented leasing framework to minimise tax liabilities

Education

B. Comm. University College Dublin 1981
ACA Institute of Chartered Accountants in Ireland 1984
MBA Open University 1994
Various work specific courses – sales training and management, kaizen training etc.

Skills

My career to date combines sales and financial experience, more recently with a healthcare supplier, underpinned by formal training – principally as a Chartered Accountant and continued with an MBA. My main motivation is in “making it happen” – achieving results through analysis, implementation and effective leadership.
I believe there are two keys to “making it happen” – firstly, working with team who want to work with you and secondly being able to work at all levels, strategic and operational.
These are the main drivers of my success to date.
In each of my management roles I have seen the critical need for a supplier to satisfy all a client’s need – be they for equipment, service and finance. Indeed the service and financial parts of any package are increasing becoming the key to winning accounts. Examples include - Total Bed Management, Assuris and Total Mattress Management - see above for details

Languages

English

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