Long Crendon, England, United Kingdom
Ownership of all company revenue activity. Function includes Sales, Sales Engineering, Commercial Management, Product and Marketing and Service Delivery. Member of the ALL.SPACE Senior Leadership Team.
Member of the Advisory Board providing quarterly strategic guidance and advice to the leadership team
12 month secondment to ALL.SPACE, a minority shareholding start-up antenna company. Leading the organisation scale-up and operational leadership of HR, IT, Facilities and Transformation Office. Member of the ALL.SPACE Senior Leadership Team. Key achievements • Implementation of 15/5 performance management system. Programme had >80% engagement levels focused on individual pulse check, 1:1s and objective setting • Attainment and retention of ISO27001 and Cyber Essentials and Cyber Essentials Plus • Definition of the company foundational operating model • Recruitment of over 120 new joiners – 60% direct hires with a time to fill of less than 60 days. Increasing the average length of service 30% to 17 months • Build out of company manufacturing facilities and Technical Assistance Centre
First Chief of Staff to the CEO. Role had strategic and operational leadership as part of the SES Senior Leadership group. Operationally responsible for Business Process Management, Customer Experience and Corporate Programme Management Office Key achievements: • Led company wide efficiency programme delivering costs savings of over €40m through synergies, rationalization and waste reduction • Set up and led centralized corporate programme office reducing number of projects in progress from over 300 to less than 50. Increased on time project delivery to over 80% • Gold and Bronze award winners at the International CX awards • Implemented first Customer and Employee Net Promoter score programmes. Increasing Customer NPS 10% year-on-year in consecutive years • Led internal Catalysing Change focused on drive change within the middle management layer. 20 week initial programme achieving multi-million savings / efficiencies and increasing engagement and core change skills by over 20%
Formation and leadership of the Commercial Operations functions for SES Networks, a newly created data unit within SES accounting for > €700m revenue p.a. The function included technical sales engineering, SES Partner Programme, Commercial Management and Commercial Analysis, Member of the SES Networks Senior Leadership Team. Key achievements: • Integration of 4 businesses into 1 market leading business unit including business divestment, organisation design, personnel, processes and tools • Foundation, development and leadership of first partner centric activity – SES Partner Programme. Programme included the set up, operation and maintenance of partner portal, deal registration platform linking to Salesforce CRM, partner training and incentivization including market development funding. Outcome drove reduced channel conflict, increased customer loyalty and multi-million dollar incremental revenue • Set up of Commercial Management function. Defining new sales process, deal approval methodology and process, CRM system, sales deal support and customer pricing strategy • Ownership of business revenue planning reporting and analysis. Development of management reporting pack and leadership of monthly business operations review • Refocusing of sales engineering function and movement from capacity sales to solution led approach. Included organizational change, re-scoping roles and sales development training • Alignment of SES Networks leadership team and driving the strategy execution. Providing dedicated support to the unit CEO as a Chief of Staff
Leadership of the EMEA and APAC commercial management group in US based networking specialist. Functions include Commercial, Contracts, Bid Management and Order Management. Key achievements: • Implemented complete review and change to the Ciena bid process from opportunity qualification to post deal evaluation. The revision ensured enhanced deal qualification and bid decision, governance, risk analysis and mitigation, devolved decision making and effective win/loss analysis. The result is better quality of business and greater bid effectiveness. • Negotiation of several Tier 1 customer wins within existing customer base. Multi-million dollar negotiation of new customer business and new geographies. • Drove growth of business and commercial management into new geographies including Middle East, Russia and APAC. • Implemented automated online bid approval system enabling greater audit compliance, reporting and bid efficiency. • Recruitment and line management of 6 employees in 3 countries.
Commercial Management of Major UK Accounts and Northern EMEA regions taking business from planning and strategy to bid management and response to contract negotiation and execution. Key achievements: • Delivered several significant customer wins from management of customer response to successful negotiation and completion of customer contract. • Developed and delivered first regional reporting scorecard driving sales pipeline and business management. • Drove EMEA commercial strategy through provision of commercial solutions including vendor financing options and equipment buy back programmes. • Delivered annual regional plans and strategies for existing customer and new growth markets. • Member of High Potentials Programme, activity included executive education sessions from Georgetown and London Business School. • Implemented a corporate social responsibility programme through external engagements and internal functional management.
Management and development of O2 Consumer and SME business within the Carphone Warehouse Group (CPW). Key achievements: • Delivered significant year on year growth in Postpay business securing O2 as Number 1 network within CPW. • Launched O2 SME voice, data and Blackberry proposition into new start up venture, CPW Business Solutions. • Negotiated and delivered exclusive propositions and handset offerings into the channel. • Implemented major employee and customer incentive programmes. • Delivered end to end marketing campaigns into Retail, Online and SME channels.