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Marketing and Business Management

Work Experience

CAREER HISTORYInterim Management Positions
Mar ’03 – May ‘04 RM plcMarket-leading IT Supplier to UK Education marketBusiness Manager, RM Direct / PC Division
Interim Manager, initially hired to manage recovery of RM Direct (third-party hardware) business and later asked to manage restructuring and change of PC division.· Delivered 113% of plan (£17m) at year end from 78% YTD at commencement· Developed and embedded product pricing and marketing strategy and processes · Developed and implemented formal new product investment and introduction processes· Recruited and trained new team including own permanent replacement· Managed key vendor relationships e.g. Sony, Intel, Epson, Brother
June ’02 – Jan ‘03 T-Mobile UKUK’s fastest-growing mobile networkManager Assisted Select Development
Interim Management of the channel marketing team supporting T-Mobile’s indirect sales channel – Specialist Retail, Dealers and Stockists. Budget £39m· Rebuilt motivation, skills and numbers within first three months in a previously depleted and demoralised team (seven members)· Developed portfolio of channel promotions which led to record customer acquisitions and contributed to T-Mobile leapfrogging O2 in market share· Successfully completed channel re-branding programme
CAREER HISTORYPermanent Roles
’00 – ‘01 Symbol TechnologiesLeaders in Mobile Computing, Auto-ID and Wireless NetworkingEMEA Channel Programmes Manager
Developed, launched and implemented EMEA channel programme· Defined simple rules and processes for pricing, accreditation, co-operative marketing, sales-out reporting and training· Drove understanding and adoption over 15 countries and 500 business partners· Incorporated best practice methods and practices· Harmonised with existing corporate programmes and European law.Resulting in:· Minimised channel conflict and a business growth for value-added partners
’97 – 00 Genicom CorporationInnovative Printer and Software vendor that purchased Digital’s Printer BusinessInternational Marketing Director
Lead the International marketing team (EMEA, Asia/Pac) through the integration of Digital and Genicom printer businesses and as a key member of the change team, restructured sales, marketing, channels and operations. $2.5m marketing and co-op budget.· Built a highly efficient culturally and geographically diverse team covering:Product marketing, marketing communications, channels and services.· Centralising elements of the marketing function to improve ROI· Re-launched and re-branded Genicom printers, software, supplies and services brand across EMEA.· Built pan-European PR network from scratch and integrated this into the team, achieving 250 news stories and 35 product reviews in first nine months.· Developed and delivered annual marketing plans on time and on-budget supporting a $150m business· Improved profitability by rationalising 42-product portfolio down to a 17 core packages thus reducing inventory and time-to-market.
’91 – ‘97 Digital Equipment Corporation (DEC)European Marketing Manager, Printer Systems Business
Maintained momentum for the Digital printer business during a challenging time when it was up for sale. Genicom acquired the Digital Printer and Supplies in August 1997. $1.9m budget ; $110m business· Developed marketing plan of co-ordinated demand creation (pull) and channel incentive (push) programmes to leverage brand loyalty· Managed the four-strong marketing team based across Europe.· Introduced co-branded catalogues (5 languages; 40 partners; 14 countries; 70K copies) to leverage relationships.
Marketing Manager Components and Peripherals Business
Took responsibility for Business Development for Digital’s $120m Terminals, Printers and Supplies business, encompassing demand creation, channel-to-market identification, recruitment, engagement and business development· Digital LSR2000 Colour Laser– MacUser Printer of the year.· Digital Multia Desktop– PC User Gold Star Award.· Highly successful upgrade programme; $500K revenue from a $5K investment.
Channel Marketing Manager, Finance
Secured incremental revenue stream of £50m by implementing a marketing/business development plan developed hand-in-hand with the Sales Director and his team, aggressively targeting key finance market software and services partners to adopt Alpha AXP technology.· 30 new Finance market applications on Alpha AXP in first 6 months of program.· Joint demand creation programmes with key business partners.· Developed marketing training and consultancy service for business partners.· Incorporated a management consultants program.
Product Marketing Manager UNIX & Storage - Digital SME
Digital in-house distributor targeted at SME sector.· Over-achieved £6m business plan for the product portfolio.· Re-packaged UNIX solutions to make them easier for VARs to buy.
’90 – ‘91 Mannesmann Kienzle - A VAR to the Solicitors and manufacturing markets.Office Automation Products SpecialistUNIX Technical Support Engineer
Managed in-house migration from Office Power to UniplexIntroduced WordPerfect on Novell NetWare into the product portfolio
TIS LtdInstallation Technician - Implemented turnkey UNIX computer systems
‘87 – ‘89’85 – ‘87’81 – ‘84 Datazone Ltd - UNIX Customer SupportSelf-employed – Sales & marketing projects including publishing and exhibitionsReckitt & Colman - Merchandiser, Sales Representative.

Education

New Zealand educated - A level equivalent

Skills

Marketing – Channels, Product Marketing, Product Management, Marketing Communications, Press Relations, Brand Management and ImplementationBusiness Development - Channel Identification, Recruitment and Development. Programme Design and Management.General Management – Organising and motivating directly managed and virtual teams across national and cultural boundaries. Influencing corporate business direction.Communications - Press-trained; experienced as a spokesman.

Languages

English

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