London, England, United Kingdom
I am a commercially astute and internationally experienced operations executive, creating sustainable and scaled capabilities to enable organisations to grow. My particular strengths include: • Bringing clarity, structure and rigour in business-to-business commercial environments • Applying process, technology and data to improve commercial performance • Enabling cross-functional teams to cooperate to define and execute strategy I have managed planning and execution, and led global and regional marketing and commercial operations teams in emerging and developed markets, including in Singapore, Hong Kong, Sydney, Amsterdam and London. I have developed a broad set of commercial competencies and applied them in sales and marketing environments at large multi-national companies (Thomson Reuters, Iron Mountain), and at high growth, scaling SaaS organisations. I recently became a mentor at the UCL Innovation and Enterprise network. My key motivation at this point in my career is to use my experience to help organisations and their people to succeed through clarity, developing organisational capability, and coaching.
Independent consulting engagements to a global business media group, an innovative financial inclusion institution, a global supplier of records management services, a fast growing provider of foreign exchange transactions solutions and India’s leading commodity spot and futures exchange. Example projects for these organisations include: • Designing and planning the implementation of a new commercial operating model • Converging fragmented B2B sales processes to create a single view of the customer • Facilitating leadership team business planning and performance management • Designing and implementing new sales performance management frameworks • Quantifying market opportunity by territory and segment • Optimising resource allocation in sales and relationship teams • Creating an account planning process for global accounts • Designing a training curriculum for sales roles • Building a sales and marketing campaign process • Writing a sales automation platform strategy
Mentoring a startup business within the UCL Hatchery Mentor Programme at UCL Innovation and Enterprise.
Led the Revenue Operations team to create and embed sustainable and scaled Sales, Customer Success and Marketing capabilities in order to enable this small, fast growing SaaS information services provider to mature and grow. Achievements include: • Building and operating core commercial capabilities including market segmentation, territory design, role clarity, resource allocation, pricing and packaging, and sales and retention performance management, to enable us to plan and manage commercial performance • Designing, communicating and implementing commission and bonus schemes • Creating and applying sales enablement capability to improve sales and account management competence • Creating and improving key business processes • Creating and developing the Revenue Operations team, and coaching other commercial managers
Led the Revenue Operations team to create and embed sustainable and scaled Sales, Customer Success and Marketing capabilities in order to enable this small, fast growing SaaS information services provider to mature and grow. Achievements include: • Building and operating core commercial capabilities including market segmentation, territory design, role clarity, resource allocation, pricing and packaging, and sales and retention performance management, to enable us to plan and manage commercial performance • Designing, communicating and implementing commission and bonus schemes • Creating and applying sales enablement capability to improve sales and account management competence • Creating and improving key business processes • Creating and developing the Revenue Operations team, and coaching other commercial managers
Lead Sales Operations for Western Europe, and Sales Performance Management for North America and Western Europe. Building and operating capabilities that help us to clarify roles, segment markets, allocate sales resources, manage sales performance, and design and operate sales incentive.
Led a team of eight managers and their sub-teams (c40 staff) to create and embed global sales and service processes and tools. Accountable for capabilities used for sales and account management, performance management, segmentation, retention and campaigns. Consolidated diverse sales processes and tools during the integration of Thomson and Reuters. Sales management used common, core capabilities to manage USD7bn annual revenue and the performance of 2400 sales and service staff. Contributed to initiatives to improve customer data governance and quality, developing practical experience in managing complex customer data and insight. Developed deep understanding of the use and implementation of systems, including Salesforce.com, Siebel CRM and SAP Business Objects.
Built the global Tactical Marketing function (five managers, 20 staff). Created and applied capability to translate market strategy to sales and service execution. Member of the global executive team.
Designed and implemented a new commercial operating model that simplified and clarified sales and service roles and the way they work. Created a repeatable method to connect market and product strategy to sales and service execution that identified strategic priorities, allocated resources from sales and service teams, managed performance to target and linked performance to commission and bonus scheme rewards. I designed and co-led with the Head of Sales the creation of the new operating model, and then operated the strategy to execution (campaign) process within the Asia executive team. I led a team of six direct staff and coordinated Asia’s marketing supplier sections to support sales and service priorities. This clarity, simplicity and transparency significantly improved sales performance and employee engagement. Roles in this period included Head of Tactical Marketing, Asia (2004 - 2006), Head of Commercial Policy and Marketing, Asia (2002 - 2004) and Business Development Manager, Asia (2000 - 2002).