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Industry Marketing Specialist

Work Experience

Career History

09/01 to date Consultant

Freelance consultant advising young companies how to take their products to market, identify and segment markets, establish routes to market. Examples of companies currently working with are Inceptio, e-people, push and Conseq. Also working with previous employer on identifying market opportunities in the banking and insurance sectors for a new eCRM product.

12/00 to 07/01 Firepond Inc
Global Financial Services Marketing Manager

Firepond is a global eCRM software company in Boston, USA providing solutions that optimises customer interaction with guided selling and online customer service. Product sales ranged from £300k to £4 million.

Reporting to the senior vice president, responsible for developing a strategic marketing and business development programme within the financial services sector throughout Europe, Asia Pacific and USA. Identify markets, strategy and positioning, partner programmes, implement marketing plans, both strategic and tactical. Work with sales team develop value propositions, attend client presentations. Member of the company’s Global Leadership Team.

Main Achievements

Delivered a global strategic marketing and business development plan for the Firepond product range into the financial services market place, identifying market priorities and segments with detailed plans for action.

Set up a direct marketing programme covering email campaigns and telemarketing supported by events, with PR and advertising used for brand awareness.

Established strong relationships with key UK & European editorial staff ensuring good coverage in major financial services publications.

10/97 to 11/00 Princeton Financial Systems Inc.
International Marketing Manager

Princeton is a leading provider of business critical front-middle-back office systems for institutional investment managers. The product was available by traditional licence (£250k - £5million) or via an ASP solution. Headquarters in NJ, USA, with operations throughout Europe and Asia Pacific.

Reporting to the international group president, responsible for establishing global brand awareness in the institutional market place. Identifying new markets, establishing product positioning and implementing communication and direct marketing programmes, working closely with international MD’s and their sales teams in client facing presentations.

Main Achievements

In my three year period the International Group grew from 4 to 55 staff and achieved record sales levels generating over 35% of the company’s’ revenue. I played a major role in business growth including setting up offices across Europe, Australia and Singapore.

Implemented a series of communication and lead generation programmes via advertising, trade shows, sponsorship, seminars, mail campaigns and global web site (www.pfs.com). Also ran the annual European User Group Conference.

Managed press relationships and PR campaigns with key members of the trade press achieving regular, high profile coverage in significant publications in Europe and Australia.


5/94 to 10/97 Self Employed
Consultant

Consultant in the financial services sector. During this period I worked on three contracts ranging from a start up to a large foreign bank.

Bank Slaski, Poland – Largest privatised bank in Poland. I set up and ran a project management support office for a new multi-million pound technology project to implement a retail banking package into the bank’s head office and branch network.

The Corporate Management Services Group – A new company providing strategic support and advice to the SME business community. Services provided ranged from restructuring the funding of companies to developing sales & marketing strategies and build new sales teams.

Crown Financial Management – Life and Pensions company. Successfully managed the implementation of a new product and commission disclosure regime into the company. I then managed the marketing function, which covered management of their investment product portfolio, associated literature, technical support, market research and general sales support.





1991 to 1994 Guardian Financial Services
Manager, Sales Promotion

Part of the GRE group (FTSE 100), sold and managed life, investment and pensions business in the UK via three main channels, IFA’s, Tied Agents and Direct Sales. Now part of the Axa Group.

Reporting to the general manager, responsible for providing marketing support for three distribution channels. Managed four departments: Sales Support (literature, product & technical support), Lead Generation (segmentation, targeted mailings, database management), Incentives & Promotions (conferences, incentive travel), Retail Technology (POS and quotation software). I managed a budget of £5m and 50 staff.

Main Achievements

Set up a new centralised sales promotion function in Lytham from four disparate units around the country, overall head count reduced from 75 to 50 and the budget from £7m to £5m.

Established a new lead generation unit with targeted direct marketing campaigns based on event and lifestyle management. Managed national conferences and road shows, launched and implemented a range of incentive programmes.

Implemented a new point of sale financial planning system for the direct sales force that was unique for the industry and gave the team a distinct market edge at the time.


1975 to 1991 HFC Bank plc
Programme Support Manager
Senior Internal Auditor

HFC are a retail banking operation based in Winkfield, Berkshire, they are part of the US based Household International group. Main products were consumer lending, mortgages, insurance and banking. They are now UK’s sixth largest retail bank.

Main Achievements

Set up a team of project management specialists to support the company’s implementation of a major change programme throughout the organisation.

Managed a team of internal auditors carrying out operational reviews across the branch network, all head office functions and European subsidiaries.

Education

School (1975): Charters, Sunningdale, Berkshire 6 O Levels

Qualifications: ACIB - Chartered Institute of Bankers
MAAT - Association of Accounting Technicians

Memberships: MInstSMM - Institute of Sales and Marketing
Management

Skills

A commercially aware business professional with over twenty years international experience in financial services gained from working within the industry and related software vendors. Extensive knowledge of the banking, insurance and investment sectors. A successful track record of developing and implementing B2B and B2C strategic and tactical market development programmes in an eCommerce environment throughout Europe, Asia Pacific and USA.

Recent assignments have included carrying out an extensive market evaluation of the European financial services industry covering regulatory changes, distribution trends, use of technology and CRM issues involved within the sector.

Specific operational experience with: market and customer segmentation, online and offline lead generation programmes, product development and management, corporate identity & communications, brand development, press management, advertising and PR agencies, events and sponsorship, developing value propositions, client facing presentations, collateral and website development, partner programmes, budgets from £100k up to £5 million, project and programme management

Languages

English

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