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Business Development Interim

Work Experience

An Interim Business Development Director in services and engineered products, working mainly business-to-business and with government agencies especially in aerospace/defence, achieving success in team-working environments by identification and development of new business opportunities.

Career History

Faneuil Management Limited, Aldbourne, Wilts, SN8 2DE


Feb 00 to date Interim Manager/Consultant
Project Manager at Defence Aviation Repair Agency for development and implementation of innovative processes in repair and overhaul of aircraft equipment: creation of a >£250M p.a. web-enabled B2B joint venture (JV).

Claverham Limited, Claverham, BS49 4NF (was Fairey Hydraulics) (Turnover £37M)

Aug 98 - Feb 00 Director of Business Development, SCM Division
Won 10 yr/£60M contract for outsourcing RAF Tornado support management, then added MoD Lynx. Harrier and Jaguar 10 yr/£30M follow-on in pipeline.
Secured DM1.5M Luftwaffe funding to help formation of German JV for support of Tornado and EuroFighter. Initiated other JVs: in UK with US partner, and in US and France with major primes. Introduced Italian JV to outsourced support management.

Aug 96 - Aug 98 Business Development Manager, Customer Support Group
Head of sales and marketing for Customer Support, 2/3 of company revenue and a higher proportion of EBIT. Developed and introduced Claverham’s ‘SCM’ concept.
Landed 2 yr/£11M contract introducing support management outsourcing on Tornado.

Nov 89 - Aug 96 Business Development Manager
Identified targets and led diversification into renewable energy, offshore oil & gas, and railways, later to become Claverham’s Industrial Actuation Division.
Managed development of business planning and forecasting database application.
Headed sales and marketing to US and European primes for new combat aircraft equipment, fixed wing and rotorcraft , plus all repair and overhaul. Instigated collaborative proposals.

Apr 84 - Nov 89 Marketing Manager, Systems
Acquisition integration of Boston (USA) subsidiary, with several months US-based.
Contracts for special-to-type test equipment (£10M) and ammunition handling systems (UK and US).


Ferranti Computer Systems Limited, Western Road, Bracknell, Berks

Feb 81 to Apr 84 Project Manager, Power Systems Development Group
Established project management of design, development and initial production of electronic power supply modules.
Set up extramural sales: nearing £1M p.a. orders, standard and custom product mix.

Symot Limited, Reading Road, Henley-on-Thames, Oxon

Sep 79 to Feb 81 Product Manager, Control Drive & Data Division/Technical Manager
Led three man team selling £750k p.a. of US/European/Japanese control products.
Assumed technical responsibility for all company's products, and supervision of sales.

Data Device Corporation (UK), High Street, Hungerford, Berks

Dec 77 to Sep 79 Sales Engineer
Founded UK (later European) sales office for US hybrid electronics house.

Ferranti Computer Systems Limited, Western Road, Bracknell, Berks

Jan 72 to Dec 77 Design Eng'r, Power Systems/Sect. Leader, Post Design Services
Seven staff plus project teams, enhancing naval computer systems, budget £1.5M.
Earlier responsible for specification/procurement of motor/generators and associated equipment, plus d&d of electronic power supplies and sub-systems, 20W - 2kW.

Marconi Radar Systems, Control Engineering Department, New Parks, Leicester

Jan 68 to Jan 72 Student & Graduate Apprentice/Design Engineer, Converter Group
Focus on static converters and motor drives/controllers 500W to 140 kVA.

Education

St Catherine's College, Oxford: B.A. (Hons) Engineering Science
Reading College of Technology: H.N.C. Business Studies

Skills

Core skills in aviation support management/logistics, bid management, change management, international commerce, joint ventures/partnering, new product development, outsourcing, strategic planning, and application of project management to such processes. Underpinned by presentation/communication skills and pc proficiency (MS Access, Excel, Outlook, Powerpoint, Project, Word and Corel Paradox, Presentations, Quattro Pro, Timeline, WordPerfect).

Languages

French (elementary)

Other

Chartered Engineer, Member of Institution of Electrical Engineers
Member of the Institute of Management
Fellow of the Institute of Sales and Marketing Management

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