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MR

Work Experience

Formally trained and experienced sales and marketing professional with 20 years in the IT industry which includes spending 2 years as the sales and marketing director and then managing director within the Everlogic Group of companies, responsible for formulating and delivering the company strategy for this organisation.
I have a proven record in exceeding sales targets, a broad business understanding and have the ability not only to devise and gain support for strategies at senior and boardroom level, but also to influence decision makers at all levels within organisations.
I have demonstrated my ability to adapt with the rapidly changing market place and have always kept up to date with my customers changing business requirements.
I have an excellent record in people management, both direct and indirect by way of building teams to win and deliver large projects.
During my career within IT I have worked in engineering, marketing, product and services sales, new business, account and operational management.
During my career, I have always been involved in training, predominantly for sales people. In 2001, I formed my own company to deliver sales, management and customer services training.


Career History

Sept 2001 to present Perspective Change Limited

Role: Managing Director and Trainer

Having been heaviliy involved in training throughout my career, I decided to form my own company.
I work mainly with training organisations in a sub-contract role, delivering sales training including soft skills, value selling, account management and selling products and services. I have also developed and deliver my own programs either directly or through third party organisations.
Clients include, ntl, Siemens, Dicota, Complete Learning and Sapient. I also operate in interim sales and sales management roles for a number of organisations.

June 2000 to Aug 2001 Vistorm (formally ESOFT Global)

Role: Client Manager/Business Development Manager

Vistorm are one of the leading players in the Managed Internet Services market
place, offering security and ASP. My main responsibilities are to develop Vistorm’s
ability to manage global accounts and to help develop the managed services
outsourcing business.

Achievements include:

· 3 major outsourcing contracts worth in excess of £2 million over the contract period and requiring in excess of 400 consult days to implement globally:- software and services.

· The introduction of a formal account planning process and training sales and management team

· The introduction of a large bid process to the sales force, taking major opportunities through the complete sales and implementation cycle through to support and account planning. I also trained the sales force and management team on this process.


May 98 to May 2000 - The Everlogic Group, Everlogic Limited and
W3 Electronic Media Limited
Role:- Sales Director and MD

On joining Everlogic my main tasks were to formulate a sales and marketing plan that included defining the product and service offerings, their route to market and building a sales team capable of delivering the model. They were moving from a pure networking organisation to one capable of delivering “business solutions” and had just purchased a web design company, W3 Electronic Media Limited.

Achievements include:

· Restructuring the sales force to give a greater emphasis on winning direct new business, previously 80% of the revenue came through the indirect channel. This involved bringing the right calibre sales capable of selling solutions as opposed to product.

· Built a pre sales team to support sales, which allowed more, focused selling time.

· Consolidated the product and services portfolio to one that could be delivered effectively and set up formal partner relationships and accreditations.

· Developed a 3-year strategic sales and marketing plan detailing, where the company should focus and how the company should move forward including a restructuring model.

· Introduced and delivered formal sales training, which developed our people and helped us retain the right staff.

· Introduced improved business reporting and forecasting models and a new commission plan, which rewarded over performance.

· Grew turnover and profit after the previously flat year.

W3 Electronic Media

In April 1999 I was appointed as Managing Director of W3 electronic Media limited, the Groups web design company. This was part of the 3-year plan and included migrating the “business solutions” from Everlogic to W3. This restructure positioned Everlogic as the network Integration Company and W3 as the Internet and Web Solutions Company. Our portfolio was based around software and services for web technologies including, web design, web to host, B2B, e-commerce, intranet/extranet design, web-enabling data bases, thin client and security.

During this year W3 delivered a profit for the first time in it’s trading history. This was achieved organically without any external funding.

Reason for leaving was I became increasingly frustrated at the group boards unwillingness to seek external funding to stimulate growth.


Nov 87 - Apr 98 Digital Equipment - Sales representative, Corporate Account Executive

After completing a 6-month training programme, I joined the Services Sales Unit responsible for selling services and product into the installed base.
I then became responsible for managing selected accounts, primarily manufacturing, within the North East geography. With the influx of Japanese companies into the Northeast I was targeted with a new business role within this sector. I was responsible for establishing Nissan, Nissan Yamato, Fujitsu and Komatsu as Digital accounts.
With Digital’s move towards industry alignment, I joined the UK Utilities team as account manager for British Gas Transco. This account became the major contributor to the UK Utilities Branch in terms of revenue for several years.
In January 1996 I was asked to take up a business development role with general utilities and power generators in the North and Midlands where I generated new business in excess of £3 million in the first year.

MAJOR ACHIEVEMENTS WITHIN DIGITAL

Exceeded target 9 out of 10 years and won two Decathlon awards (Top 10% Club). Targets ranged from £2.5 million to £9 million per annum.

Major downsizing project at British Gas with an initial project value of £3.9 million which included consultancy services, project management, hardware and software. This resulted in additional revenues in excess of £20 million over the next 5 years
I built a virtual team that included our Sales Director in Japan, industry consultants and the Northern Development Council to target Japanese companies in the North East. Working at board level I won substantial new business in Nissan, Fujitsu, Komatsu and Nissan Yamato.

Other wins included: -

· Successful implementation of an Image/Workflow project at Yorkshire Water, value £1.9 million to solve customer services issues.

· SI project to supply and integrate systems to enable Shipper access to Transco’s core system, annual value £1.2 million.

· Electricity Pool Trading System to Powergen for spot market trading, value £400k


I was a member of Digital’s Sales Graduate training program for 5 years, acting both as an assessor and formal mentor to the graduates during their initial 6-month training and assessment period.
Reason for leaving was purely career progression.

Jan 81 - Oct 87 Hewlett Packard - Customer Engineer, Product Manager

I joined Hewlett Packard as a customer engineer responsible for commercial customers based in the Northeast. In 1984 I moved to the Bristol manufacturing division, my main responsibilities were to manage the introduction and support for selected products. This included developing the field-training program, delivering the training within Europe and the U.S. and setting up the supply logistics on a worldwide basis. I also introduced support and training for a PC-LAN software product and managed the transfer of the support to a U.S. division. Other responsibilities included managing customer problems once they had been escalated to country level.


Hobbies I enjoy competitive sailing, in particular racing, both in-shore and offshore and have competed in the Fastnet race. I am a qualified skipper and have organised team building weekends for previous companies. I play golf where I enjoy participating in club competitions. I am a keen guitarist and enjoy walking with my family and friends.

Qualifications Diploma in Business Excellence, Diploma in Performance Coaching (Business), ONC and HNC Electrical & Electronic Engineering, HNC Business Studies

Education

HNC Electornics, business studies
Diploma in Business Excellence

Skills

Business development, sales management, organisational and process in sales area, training.

Languages

English

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