What I offer
Commercial Excellence & Transformation
I excel in building and restructuring commercial teams to deliver superior performance. Focus areas include market mapping & new business targeting, organisational structure, creating high performing teams, optimising sales force productivity and delivering with operational excellence.
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Driving Business Growth
With over 25 years of experience across diverse sectors, I have a proven track record in driving revenue and market share growth. Focus areas of success include new business development, pricing, contract & customer profitability, account management and salesforce effectiveness.
Business Acquisition & Integration
As Managing Director of Linde Material Handling UK I acquired and integrated 3 businesses, adding £100million turnover and 700 people to the existing organisation. Careful focus on integrating and keeping employees and customers prior to process improvement to increase return on sales & efficiency.
Best Practice - What Great Looks Like
I have worked for some of the world's best companies such as Ford, General Electric and companies owned by top private equity companies KKR and Brookfield. This provides me with best practice experience to share including business growth & efficiency and building the best performing teams.
Experiences
Business Turnaround
Transformed a private equity owned UK business to drive performance from a £24million EBIT loss to a £22million EBIT profit. Focus areas included team restructuring & motivation, sales & service effectiveness, contract profitability, pricing, new business development and working capital efficiency.
Sales Force Effectiveness
General Electric (GE) project to benchmark the best sales companies in Europe, distill key findings and recommend key actions to turn GE companies into the most efficient sales companies.
Successfully applied these learnings to drive top line growth and develop long term commercial excellence.
New Business Development
Top line growth always involves getting new business development right. My experience doing this always starts with mapping the market, understanding where we can win and then ensuring the right dedicated resource is in place to deliver. This must be supported by a clear value proposition.
Product Development with Voice of the Customer
At Linde (KION Group) I set up a customer panel with 8 business customers from different industries & geographies. This panel helped determine competitive gaps and where we must develop new products for their future needs. This led directly to introducing 3 new products to market.
Keeping Active
I like to keep active and, now my rugby & triathlon days are behind me, my favourite sport is open water swimming (my local swimming lake picture above ). I also enjoy going the gym, running and more recently I have started Pilates to ensure I help look after my ageing back !
