beschikbaar?

TIP: soortgelijke CVs vinden

Marketing, Sales, Strategy and Change Management

Work Experience

Personal Profile

Chris is an experienced sales & marketing manager, business communicator and creative 'doer'. He has used his marketing skills within the telecommunications, financial services, e- business and retail sectors and been involved with start-up ventures, major growth organisations and multi-national companies.

Chris has global experience of large organisations where he developed and delivered marketing programmes with tight timescales and budgets. Whether working with the board or at operating level, he has the ability to concisely present ideas in a format that the target audience will understand and appreciate.

Believing ideas are worth nothing unless they are implemented, Chris has developed his communication and facilitation skills by part-time lecturing, developing and delivering training programmes and public speaking.



Employment History and Achievements

Interim and Consultancy Assignments

Global Crossing September 2000 - March 2001
Sector marketing manager- Multi national Companies
I was engaged to develop the green field marketing strategies required to enter the UK market for supplying telecommunications services to Multi-National customers. This involved launching the UK operation and liasing with other GC marketing groups around the world.
Key achievements
Definition of target sectors within the MNC market. This work was subsequently accepted as the global standard within GC and formed the basis of the Global Sales & Marketing plan
Defined and agreed sales targeting for the UK
Developed and implemented the UK MNC sales and marketing strategy, subsequently handing responsibility to a subsequently appointed sector development manager.
Developed and supported the market entry strategy into specific target sectors including, insurance, managed call centres, It services and professional services sectors

Internal Communications Manager - Organisational change Programme - Part-time
I defined and managed the European internal communications programme for a major change programme designed to "facilitate positive changes within Global Crossing by communicating with, and developing our people". The programme was terminated when the US parent company decided to downsize all operations, making over 1000 redundancies worldwide (450 UK) and concentrate on core business.
Key achievements:-
Established and maintained a dialogue with key stakeholders, identifying key issues and using facilitation workshops to define solutions and gain their commitment to the proposed solutions.
Initiated and managed a coaching and mentoring programme for key directors and managers.
Provided structured personal development programmes for key managers of the programme team.
Worked with senior managers to define the required behaviours and attitudes for Global Crossing employees and integrated these into communications and training programmes.


The Outsource group March 2000- August 2000

Programme manager - Training
Responsible for the development and delivery of a new salesforces induction programme. Selecting, briefing and coaching non-specialist trainers to deliver comprehensive company specific and technical material. I was called in by the outsource group on the day before the first session was to be delivered to "sort the mess out" which had been created by a team of contractors.
Key achievements
Turning the programme around and achieving a "very good" rating from the delegates and presenters
Reducing costs by developing the content of the course to better meet the needs of the delegates, without a loss of quality ( as perceived by both trainers and delegates)
Developing targeted training material that worked
The training included company systems, process and procedures


Solution-e / WGSN November 1999- February 2000

Business engineering and cultural change - programme manager
Programme Management of a business process re-engineering and change management project to implement business processes within an online news and information service for the fashion, style and interiors industries.
Key achievements
Defined, delivered and implemented the programme within 10 weeks
Trained 80 staff in the process and successfully managed the transition to an IT based system
Defined and developed input template system
Developed the input requirements for an interim Remedy based management system
Provided the business input to the selection of a Content Management System ( the client subsequently opted for Open Market IPS)

Alcatel Telecoms March 1999- November 200

Marketing and business development programmes
Working as an additional resource to the UK business development department I undertook a number of key marketing roles.

Key roles and achievements

Developed an improved marketing strategy for sales the UK retail market based on customer needs and Alcatel product range. Suggesting target customers and potential products of interest.

Development of a sales strategy to catalogue, mail order and internet companies (virtual shopping centre)

Both programmes included the utilisation of the following technologies; e-tailing portals; e-access methods; e-transactions including mondex & bacs; middleware and legacy systems integration strategies; customer contact strategies; fulfilment and dark store development.

Customer care and change management - e-learning - The project was to design and produce an Intranet training programme to induce a consistent level of Customer Care into the organisation. This was designed to support a UK wide change management programme and ensure that all staff understood their role in providing excellent customer service.
Successfully integrated e-learning into the HR and change processes
Selection and management of third party production houses
Managed the relationship between the IT, HR and sales and marketing.
Delivering a bespoke programme focused on Alcatel needs


Blue Broccoli Jan 2000 - November 2000

Entrepreneur
I developed on e-learning concept aimed at soft-skills training within large organisations. Taking the concept from idea to venture capital presentations. ( I withdrew from development of the idea due to family commitments).
Key Achievements
Development of a business model and sound financial case
Presented to Venture capitalists and gained positive interest to proceed
Recruited a Non- executive chairman from a Top ten FTSE company and a hi-calibre team of business managers

Full-time Employment History

Cable & Wireless plc January 1991 - January 1999
Internal Business Consultant - Cable & Wireless Group. November 1997 - January 1999

Global co-ordination of new product development
Working as internal business consultant I had the opportunity to work with many business units around the world. I facilitated the instigation of a single New Product Development process that reduced duplicated programmes and saved the group an estimated £30 million a year.

Key Achievements
Managing the disparate agenda of individual business units to agree to work together
Developed and got agreed a structure for new product selection which included, market and product attractiveness, strategic fit with the group's objectives, implementation feasibility and the expected returns
Defined and delivered an Extranet based Knowledge Management application that allowed multiple business units to share product developments and log the new ideas they wanted to work on. Voted the " Best use of intranet or extranet for marketing purposes" Revolution April 2000
Retaining the highest percentage of budget for any group (90%) during an Activity Value Analysis programme managed by PWC


Global Marketing Manager (Telebusiness) - Cable & Wireless, GM.
March 1995 - November 1997

I was responsible for identifying and developing business opportunities for C&W. This included negotiating supply contracts, developing robust business cases for new ventures and working with other C&W companies around the world.

Key Achievements
Pioneered the development of a regional Call Centre service in Hong Kong, working with software and hardware vendors) to define a technology and service strategy strategy. The service now has a turn over of more than 50m HK$.
Commissioned software development that could intelligently route incoming telephone calls to any active agent in the world. ( Follow the sun with a brain)
Identified, researched and recommended to the main board an acquisition strategy for entering the global managed call centre marketplace. Conducting the search for potential take-over targets, calculating company values and the expected buy price range for each organisation
Negotiated and developed a global supply agreement for intelligent call handling services with Tandem Computers and Alta Vista Systems and delivered a business case with revenues of £44m and an NPV of £10m.
Produced the C&W Outsourcing Best Practise guide for 1997
Provided market entry consultancy for regional call centres and process management centres to CTM (Macau), C&W India and C&W Philippines.
Author of “Dimensions of Customer Care – a Managerial Perspective based on understanding customer needs and meeting them.
Invited to speak at the Cable & Wireless service delivery forum in Bahrain. Presenting the role of customer care in improving profitability and the opportunities that could be exploited in a multi-cultural environment.

As a senior member of the marketing team I had further responsibilities, which included

business case support for other initiatives. I mentored new product development managers during their business case development process.
Designed and delivered Process led sales training. I identified that many of our sales people did not understand their customers processes and as such were missing opportunities. So I sold the idea to the MD and developed the training myself.
Managed the customer facing elements of a global change management programme, in which the ownership of global customers were transferred from a number of regional companies to a centrally controlled body. Overcoming local resistance and ensuring that customers received consistent and positive messages about the change.


Market Development Manager - Finance Sector - Mercury Communications
January 1991 - March 1995

Responsible for the development of targeted product development and subsequent sales to designated City of London based customers. These included, The London Stock Exchange, The Bank of England, Barings Bank, Johnson Matthey, Banque Indosuez and Saturn Global Network.

Key Achievements
Managed the product development and subsequent sale of the first ISDN voice and data VPN network
Managed Global outsourcing bids on behalf of Cable & Wireless for Merrill Lynch, M W Marshall's and Butler Harlow, developing customer specific solutions designed to meet exacting customer needs
Developed and subsequently managed the development of Saturn Global Networks as a major customer and re-seller of services to financial institutions.
Managed the Mercury Communications interface with CREST, the City of London share clearing service and subsequently the responsibility for implementing the SWIFT network service. Bank of England
Achieved annual sales of greater than £6m every year

Marconi Instruments March 1989 - January 1991

Senior Sales Engineer - Major account management of Philips Communications, Cable & Wireless and the Civil Aviation Authority. Consistently exceeding target and a member of the Quota Club.

Hamilton Rentech February 1988 - February 1989

Sales Engineer - Sales electronic test equipment rental within the East Anglia region. Achieving 150% of target from a virgin territory

Gould Electronics November 1986 - January 1988

Internal Sales Engineer - Providing Office support services to a team of external sales engineers based from home.

Royal National Hospital for Rheumatic Diseases September 1984-September 1985

Conducted primary research into non-invasive Monitoring Techniques for Arthritis, supported by a grant from the Arthritis Research Council.

Education

1997-8 Executive MBA, Cranfield School of Management, Cranfield University.
1982-6 BSc Applied Physics, Coventry University.
1975-1982 St George’s (C of E) school, Gravesend, Kent. 3 A Levels and 7 O levels

Skills

Functional Skills



Business case development
Business consulting
Change management (managing change)
IT application development
Market research and analysis
Managing complex projects
Marketing
New Ventures / start-ups
Process design
Process mapping
Project management
Public speaking
Relationship building at all levels of the organisation
Sales Skills
Team development
Technical appreciation of Internet and Intranet technologies
Training - design and delivery
Workshop development and delivery

Other

Professional Memberships:-
Institute of Directors
Chartered Institute of Marketing
Institute of Proffessional Sales

 beschikbaar?