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Consultant

Work Experience

1994 to date:

Consulting Company Founding Director

Management Development company specialising in organisational development, people management, sales and communication skills for high growth subsidiaries and divisions of blue chip companies within the technology and finance sectors.

Recent projects Robert has successfully undertaken have included:

RM plc (£200m market leader in providing computer networks, managed services and content software into the UK education market) - 1999 to present.

- Interim Job Share assignment (6 months) with the Director of Sales and Marketing for the software content division to operate and develop the sales function , including assessing, recommending and implementing sales and marketing organisational structure and operations change.

- Designed and delivered major account sales skills development for all the divisions’ field and telephone based sales forces, and sales management (over 200 people) working with the Director of Sales Development.

- Designed and delivered commercial awareness and sales support development for non-sales people throughout the company.

- Designed and delivered of a range of indoor and outdoor team development programmes for marketing, sales, finance and other functions.

- Delivered one to one coaching programme for the head of the content division (who was subsequently promoted to Sales and Marketing Director).

Barclays Stockbrokers Ltd - 1998 to present

- Designed and delivered a development programme for the Client Service function to develop into proactive sales roles

- Designed and delivered a range of management development programmes, including management training, appraisal design and team development programmes

- Designed, managed and delivered the recruitment of 100 front line client service staff, working with the Client Service Director

- Facilitated and consulted with the main board to shape their organisational development

- Designed and delivered company wide values and motivations survey

Nokia (UK) Ltd - 1998 to present.

- Designed and delivered a number of team development events for senior and middle technical and marketing managers, indoor and outdoor

- Recruited senior line and project management

Credit Suisse First Boston

2000 – Present

- Designed and delivered a client service development programme in Equities division

Cabletron Systems Limited - 1989 to 1994

$1000m global market leader in the design, manufacture and support of computer networking systems and services.

Robert was responsible for the UK and Eire sales force and operation. From 1989 to 94 the U.K. and Eire sales increased from £4 million to £45 million.

Robert had responsibility for increasing growth in revenue, margin and market share and development of the appropriate mix of product and service sales across industry sectors. This involved establishing and implementing the sales strategy including both direct and indirect channels, including the recruitment, motivation, training and development of 15 field based direct reports, together with around 50 additional telephone based sales and field and telephone based technical support staff.

Also, Robert played a leading role in developing and resourcing a direct pre and post sales support infrastructure to meet ever changing and expanding business needs, including a U.K. and Eire wide network of sales and support offices. In addition, Robert had direct responsibility for winning a number of high value, strategic targeted end user accounts each worth between £1 million and £12 million, mostly in the global technology and investment banking sectors.

Pirelli Focom Limited Territory Sales Manager
1988 - 1989

Responsible for sales of fibre optic data communications equipment and services to the City of London.

Plessey Communications Systems Ltd Area Sales Manager
1985 to 1988

Responsible for sales of digital PABX systems within London

Plessey Network and Office Systems Ltd Market Research Analyst
1984 to 1985

Initially on Graduate Trainee programme, then part of international market research team.

Education

1980 - 1984 Trent University
BA (Hons) degree in Business Studies

1978-1980 The King\'s School, Chester
1973-1978 Sandbach School, Sandbach
8 O levels
4 A levels
Economics, Mathematics, Physics, General paper

Diploma in Marketing, Royal Institute of Marketing

Skills

Within IT, Telecoms and Finance sectors:

Business Development – 7 years
Management Development – 7 years
Direct Major Account Sales - 14 years
Sales Management - 6 years
Channel Management - 6 years
Sales Training and Development - 7 years
Recruitment – 5 years

Languages

English

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