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Interim manager

Interim manager

Work Experience

EXPERIENCE


Netstore plc 2003/9 – to date (Interim Management - Targeted Sales Role)

• New Business Sales
Reporting to the COO tasked with achieving new sales with existing and new business propositions. Propositions include high value, hosted and outsourced business application, managed storage and ICT business continuity. Business intelligence, CRM and internet security services are also included. Focus on all market sectors, with specific focus on Telecom, Government and Finance verticals.

Fujitsu Consulting (ex ICL) 1999/2 – 2003/7 (Targeted Sales Role)

• Sales Manager for Telco Practice - Clients include BT Group, MMO2, Omnitel, Vodafone, TeleDenmark, Hutchison, C&W, France Telecom/ Equant. Key objective of the role was to provide management support and guidance to account teams whilst maintaining CXO client relationships into these accounts. Identified direct sales opportunities, qualified and developed propositions and closed the sales.
o Identified, architected and closed billing system BPO deal, using offshore labour, valued at £6M/yr.
o Identified new business based upon Fujitsu's global propositions, ICT and business strategy, ITIL and infrastructure consultancy, business application integration and managed services.
o Presented white papers and delivered technology seminars to clients.

• Global Client Director for Concert Communications (BT and AT&T Joint Venture)
Personally established, planned and managed a virtual global team and delivered added value propositions to Concert Communications. Maintained the CXO relationships, identified sales opportunities directly and through the team. This was a revenue-targeted role and during year-one achieved sales of $15M.
o Established and managed a global virtual sales team to address new business from Concert Communications. Lead role in identification, structuring and closing deals.
o Provided strong revenue growth for ICL (£11M in year 1). Sales include hosting, application management, multilingual helpdesk/contact centre, OSS/BSS business integration, portals.

• Client Director for BT Group
Maintain relationships at CXO and identified and closed new business opportunities: full OSS/BSS solutions, managed services, QoS/network services and mobile business applications. Targeted sales role during which revenues were raised to £24M. I have an extensive network within BT and across BT’s vendor community.
o Increased services revenues from £15.9M to £23.7M.

MSW plc - 1996/3 - 1999/1 (Targeted Sales Role)

• Head of Consultancy Practice
Started and grew a new Microsoft and network consultancy practice to 60 consultants. Using tele -appointments, identified opportunities, typically selling consultancy services to new clients such as BAT, Reuters, Government, Tibbet & Britten, William Mercer, HSBC, Virgin, CAA and Intel at CIO level.
o Grew Microsoft consultancy practice to 60 staff over 9mths, worth £1.1M, establishing the brand.
o Created transition methodology to support Microsoft upgrade sales of £1M.
o Enabled MSW to IPO and gain a full listing on the LSE

• New Business Venture Management
Successfully introduced a new ERP software solution to market. Managed team of 25 in preparing the ERP product for market, based upon market feedback. Prepared sales proposition and pricing; personally identified clients, structured deals and made the initial sales.
o Successfully developed and introduced a new ERP product to market, in UK and US, making initial sales (each c.£112K ) within 5 months.

1994/3 - 1996/3

Managed my own consultancy business, finding and closing business. Consultancy Assignments included:

• Sales Strategy (NDA signed)
Won a consultancy assignment, to prepare a sales strategy for my client’s National Retail Chain account.
o Short-term wins though mid term business solution sales identified, including IT group restructuring.

• Sales Proposition (NDA signed)
Won and performed an assignment to prepare and present a proposal for the re-engineering of a mortgage lending process, from inception through implementation. Won the £890K contract for my client.
o Prepared the sales strategy and presented sales proposal to the end client.
o Established optimum sales solution given client's in-house technology platform and need to introduce business improvement on a limited budget. Won sale for my client, valued at £890K.

• CACI – Practice Management
Won an assignment to implement enhanced business processes for this US consultancy, covering sales, commercial, project and service management.
o Improved business effectiveness, providing increased revenue generation and associated margin.
o Successfully transitioned an acquired Ingres consulting team. Personally found new business opportunities and closed the sales for this team.
o Introduced a new product to the European market.

• Mercury Communications - Business Transformation Consultant
Won an assignment to improve customer service and delivery management in a fast moving market.
o Following a period of IT budget overspend and late project delivery, prioritised and contained the use of IT resources to qualified business opportunities.
o Established a project office for control and timely delivery of IT services.

• Reuters - Business Transformation Consultant
Won an assignment to align Reuters’ line director's rewards to business performance.
o Gave the client a clear view of its business processes and a 'dash-board' performance monitor.
o Established actions to improve process performance and related rewards systems for SBU directors.

Logica plc 1980/12 -1994/3 (Targeted Sales Role)

• Business Development Consultant - Logica Cambridge (1991-94)
For this advanced technology and entrepreneurial company of 170 staff, reporting to the CEO, provided successful business turnaround from inward investment to revenue generation operation in two years.
o Increased sales focus and delivered a 14% margin improvement. In a period of recession, raised consultancy services margins by 5%.
o Brought advanced software applications (4) to market and managed the sales process.
o Key role in management buyout of a speech technology business.
o Identified opportunity, developed the sales proposition and won an international risk-share consortium bid with 9 collaborating companies from 7 EMEA countries for an advanced technology command and control system. Successfully negotiated the joint proposal, valued at £30M.

• Business Practice Management - Logica Communications (1987-91)
Reporting to the CEO, with annual sales of £42M, managed the operations of the consultancy services business with P&L responsibility for 140 staff. Took a lead role in identifying new sales opportunities, preparing proposals and closing deals across EMEA.
o Awarded three tranches of stock in recognition of performance.
o Identified and won a Central Government IT outsourcing contract, worth £2.25M per year.
o Won a consortium proposal for Eurotunnel worth £27M against very strong competition. Managed the Anglo-French consortium until stabilised; recruited a programme director to completion.
o As the leader of an Anglo-French consortium, bid and won a Eutelsat satellite control system contract, valued at $16M. Retained as project and commercial consultant.
o Identified, developed the sales proposition and won a very large itemised billing project with BT Group, worth in excess of £90M. Undertook project set-up of a joint Logica-BT team and handed-over to a full- time programme director for delivery and roll-out. Retained as consultant.
o Member of a team that won a proposition for a new mobile billing platform for Vodafone.

• Business Practice Manager - Logica Finance (1984-87)
Managed the consultancy and systems integration operations, generating revenues of £26M. Successfully stemmed project losses, and grew a profitable business. Key involvement in new sales.
o Successfully stemmed project losses, and grew a profitable business.
o Won a technology partnership valued at £1.2M/yr.

• Principal Consultant - Logica Corporate (1980-83)
As an internal consultant, instigated and managed process change to address new business opportunities. Reporting at board level, effected cultural and business process change.
o Introduced risk management for sales, bidding, contracting and projects.
o Implemented commercial policies and recruited a new commercial team.
o Established a Quality function and obtained BS EN 9001 accreditation.

Marconi Computer Systems 1975-79

• Solutions Engineer/Quality Manager/Sales Engineer – GEC Computers
For 2 years as computer solutions engineer, managed the quality assurance team for the next 2 years and, for the final year, joined the team selling computer systems to international clients.


Education

 MA Business Management / MBA
 Diploma in Management Studies
 BSc Electrical Engineering
 HND Mechanical Engineering
 Sales Training
 Technology Refresh Training
 Management Training
 Commercial/Legal Training


Skills

PROFILE


 Sales Professional – ‘hunter’ and ‘farmer’, quota selling, account management, business development and marketing, including partners and channel. Specialising in professional/consulting services, products and solutions, applications and SI, managed and TUPE outsourcing sales.

 New Business Focus – focus on identification of new business opportunities, marketing and development of the sales proposition; go-to-market expertise, including new clients, new ventures, market launch, direct and channel to market; use of partners and ‘sell to’, ‘sell-with’ and ‘sell through’ models.

 IT and Telecom Expertise - full range of IT services, fixed and mobile OSS/BSS, network, hosting and eBusiness solutions.

 Business Practice Manager – managed business practices for Logica plc, CACI Ltd and MSW plc - engaged in product development, ICT consultancy, solution design, implementation, delivery and support services with responsibility for P&L, brand building, proposition currency and staff alignment.

 Global Experience (EMEA/Americas/Asia-Pac) – managing direct and virtual sales and delivery teams for implementation and support of solutions to large cross-sector enterprises.


I am a business focused, customer oriented, IT and Telecom professional with solid experience throughout the business cycle and working with partners and channel, who thrives in business environments exhibiting complexity, ambiguity and offering significant challenge.

As a Sales Professional I have a significant record of sales successes to my credit and I excel in taking new products to market, initiating and growing new ventures. As a Global Client Director, managing a virtual sales team, I was responsible for achieving annual sales of £30M.

Business Manager - I have run a business practice in three organisations, the largest of which was at Logica, where a team of 140 professionals delivered revenues of £42M.

For five successful years I ran my own business, providing consulting services to enterprise and SME clients. Focused at the intersection of business and IT strategy, I successfully delivered sales strategy, operational advice, business performance improvement and corporate value generation.


Languages

English
French

Other

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SUMMARY SALES ACHIEVEMENTS

• SALES CAPABILITY & EXPERIENCE SUMMARY

 New business selling – professional services, solutions, applications and managed services, out-tasking and outsourcing,
 Account management – major enterprises - quota targets
 Proposition development and bid and proposal management
 Product and software application marketing and product launch strategy
 Sales strategy and management
 Partners and channel – relationship development and management.
 Methodologies include: Miller Heiman ‘Strategic Selling’ and ‘Large Account Management Process’ (LAMP), SPIN and TAS.

• RECENT SALES TARGETS & OUTCOMES


Year Target Outcome Comment

02/03 100% 69% SS0s and Qualified Sales Funnel
01/02 £29M £30M Target includes revenue and margin
00/01 £25M £23M Target includes revenue and margin
99/00 £16M £19M Target includes revenue and margin
97/98 £225K £1.1M New venture
96/97 £0 £770K New venture, no targets set

• SALES ACHIEVEMENTS: SIGNIFICANT SALES WINS

TELECOM / COMMUNICATIONS

• Business Process Outsource Sale
Client: BT Group
Value: £6M/yr
Achievement: As account director, identified, architected and closed BPO deal for 24x7x365 services, with support desk and using on and offshore labour.

• Account Management Sales
Client: BT Group
Value: £7.8M sales increase in 1 year
Achievement: As account director and working with proposition teams, increased sales revenues from £15.9M to £23.7M for BT account. My role was to identify, structured and close deals. Sales included enterprise applications, consultancy, managed services, network services, system upgrades.

• Development & Roll-Out Sales Win
Client: BT Group
Value £90M +
Achievement: Operating with my CEO, identified, built proposition and won a very large contract with BT to design, develop and role-out, to 9 data centre locations, a new itemised billing project.

• New Account Sales
Client: Concert Communications (and its clients)
Value: $15M in year 1
Achievement: Personally established a virtual global team to win and deliver solutions to Concert Communications; 'sell to', 'sell with' and 'sell through' sales models applied. 'Sell with' and 'sell-through' included: AMEX, TYCO, Barclays, Credit Swiss FB, and Toyota. My role was to lead the virtual sales team, selling and operating locally. For global offerings worked with client CEO team, identified business, coordinated proposition development and headed the sales team during negotiating and closure of the sale.


• Satellite Control System Sales Win
Client: Eutelsat
Value: $16M
Achievement; As the leader of an Anglo-French consortium, managed the bid team, acted as the consortium sales lead and won a satellite control system development contract, against international competition.

GOVERNMENT

• New Solution Sale
Client: Ministry of Defence
Value: c. £112K
Achievement: Personally took a new ERP product to market, identifying prospective customers and making the initial sales within 5 months.

• IT Services Outsourcing Win
Client: Government (Customs & Excise)
Value £2.25M in year one
Achievement: Responding to an open tender, developed the proposal with a bid team and personally closed an IT outsourcing contract for IT services - first ever IT outsourcing deal for Central Government.

• Government Sales Win
European Government Consortium
Value: Euro 48M
Achievement: Responding to an open tender, orchestrated the tender response and negotiated the deal and contract for an international consortium (with 9 collaborating companies from 7 countries) to develop an advanced technology command and control system.

TRANSPORT

• System Integration Sales Win
Client: Eurotunnel
Value: Euro 43M
Achievement: Member of an Anglo-French sales team that responded to an open tender. Sales lead for the UK team that won the contract, against fierce competition, for train and traffic management IT solution and services.

FINANCE

• Building Society Sales Win
Client: Regional Building Society
Value: £890K
Achievement: Through personal marketing and working through partners, identified and closed a sales opportunity to prepare and present a proposal for the re-engineering of a mortgage lending process, from inception through implementation. With the support of business partners won the contract against strong competition.

• Technology Partnership Sales Win
Client: Global Asset management (GAM)
Value: £1.2M/yr
Achievement: This was a referral lead, for which I managed the bid team and constructed a deal, subsequently winning a contract to be the IT partner for this financial services company.

• Microsoft Consultancy Sales
Clients: Various, including Reuters, British American Tobacco, William M Mercer, Midland Bank, Virgin, CAA, Intel, Government
Value: £1.1M (over 9 months)

Achievement: Started a new consultancy business, getting 55 staff on chargeable work within 9 months. Working with tele-appointment support, met with prospective clients, identified each opportunity and closed deals. Resourced the assignments to meet the contract needs.



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