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Commercial Director/Procurement/Contracts Director

Commercial Director/Procurement/Contracts Director

Work Experience

Profile:
A Senior Strategic Commercial Manager with extensive experience of implementing and managing new commercial initiatives, policies, strategies and systems. Integrating them within prestigious 'blue chip' and SME environments, whilst achieving buy-in at all levels. A Solution provider with the ability to sell, deliver and implement new concepts whilst consistently achieving targets in fast moving environments on time.

Career Highlights:
¨ My expertise embraces Commercial & Supply Chain Management, Contract negotiation, Logistics, Operational Change & Bid Support Management, Business Development, Product Marketing, geared to initiating and implementing strategic growth.
¨ Proven ability to reduce costs including major assignments that demanded the ability to work closely with clients at all levels and consistently delivering major projects to market on time as well as formulating and implementing rationalisation/logistics programmes.
¨ Headed team formed to scope and deliver new business initiatives into the DARA Organisation which ultimately formulated the new bid structure for every future Rotary Wing programme strengthening existing customer relationships for the next 10 years.
¨ Agreed first year sales target for Netserve of £600k, actual projections for year-end was scheduled to achieve £1.3m.
¨ Developed a Marketing Strategy, raising the company profile within The City, resulting in the addition of several major accounts with a total value £9.7M.
¨ Led bid teams between 1994 and 1998, requiring in development of Client needs and bespoke systems with values between £5 million and £165 million.
¨ Controlled Marketing, Logistics, Technical, Customer Service and Finance functions increasing credit limits by 200% with key partners.
¨ Managed and Developed key Strategic Business Partnerships leading to acceptance and Inclusion at the highest levels to Accreditation programmes for Major Manufactures e.g: - Cisco, Bay Networks, Cabletron, Hewlett Packard, Shiva and Checkpoint, IBM Microsoft and Lotus.
¨ Created & implemented Purchasing Function turning an initial concept into a Best in Class reality.
¨ Sourced, implemented and Developed key strategic purchase order systems which included Outsourcing to new vendor, EDI, JIT and a fully automated warehouse entry systems incorporating product bar-coding, tracking and automated data entry linked to Finance, Asset Register and Configuration functions on a Pan European Platform, later rolled out Globally.
¨ Established an internal advisory service to technical departments on all commercial/strategic aspects of contract content relating to procurement and bought in services.
¨ Initiated a rationalisation programme to reduce the supplier base, which resulted in actual savings during 1996 of $7.1 million against a set target of $1.54 million.
¨ Conceived, spearheaded and managed the establishment of a centralised purchasing policy, merging the activity of eleven pan European sites with a combined purchasing budget in the excess of £209m.
¨ Defined and actioned policies, quality procedures and controls for BS5750/ISO 9001 assessment, which led to successful accreditation at the first attempt.

CAREER SUMMARY:

Interim Positions
25/06 – pres. ICO Global Communications, Uxbridge Director of Contracts
01/01 – 22/06 DARA, RAF St Athan Bid Support Manager –
Rotary Wing/Travel
09/00 – 01/01 Tesco’s Stores, Cardiff Goods Inwards/
Warehousing &
Logistics Consultant.

Permanent Positions
1998 – 2000 Acorn Taverns, Penmark Senior Partner
1998 Netserve Technologies Ltd, Leigh on Sea Interim
Managing Director
1996 – 1998 GLP Technology Ltd, London Commercial Director
1994 – 1996 American Express Services Ltd, Brighton Head of Technologies
Purchasing (EMEA)
1992 – 1994 Goldman Sachs International, London Head of Technical
Purchasing (Europe)
1990 – 1992 GEC-Marconi Avionics Ltd, Basildon Procurement Manager
1988 – 1990 Hoover Plc, Merthyr Tydfil Chief Buyer
1984 – 1988 GEC – Marconi Ltd, Basildon and Newport Senior Buyer, Sub
Contracts Officer



Appendix 1

Interim Positions

25/06 – pres. ICO Global Communications Uxbridge Interim Director of Contracts

¨ Interim Manager responsible for a Contract Function with an annual budget of £900m.
¨ Revised and Implemented New Corporate Terms and Conditions.
¨ Negotiated with major contractors and vendors new contracts that dealt with emergence of ICO out of Chapter 11 on a Global Platform.
¨ Responsible for the roll out of new Commercial procedures and practices across ICO group of Companies.
¨ Achieved an amicable solution with a key contractor, who had a $30m claim on the company following termination.
¨ Managed and Led bid teams and rationalised tender process for the procurement of services with a combined value of approximately £60m
¨ Rolled out new travel policy that delivered a 30% saving on existing budget of £3m per annum.


01/01 – 22/06 DARA, RAF St Athan St Athan Bid Support Manager – Rotary Wing
Bid Support Manager – Travel Outsourcing Initiative

¨ Part of team formed to scope and deliver new business initiatives into the Organisation.
¨ Formulated bid structure for Rotary Wing to develop existing customer relationships
¨ Provide a specified number of serviceable aircraft to the Operational Commander on the Battlefield within a specified timeframe at significantly lower cost.
¨ To develop a Fleet Management and Logistics Support infrastructure that does not constrain the Operational Commander.
¨ To release service manpower from the off-Battlefield arena.
¨ To recognise the strengths and weaknesses of the current Army Lynx support arrangements - Why change?
¨ To deliver a proposition, which would deliver full Spares Inclusive Capability by May 2001, which would go live in May 2002.
¨ To explore a strategy where the DARA adds value within this proposed approach.
¨ To determine whether to proceed with joint initiative with the customer and how to deliver a validated working model.
¨ Rolled out new travel policy that delivered a 22% saving on existing budget of £5m per annum.



09/00 – 01/01 Tesco’s Stores, Cardiff
Goods Inwards/Warehousing &
Logistics Consultant.

Short term assignment to co-ordinate and restructure goods in procedure across
four stores in and around Cardiff to ensure that stock rotation and quality was
maintained during the build up to Christmas.

Appendix 2

CAREER HISTORY:

1998 – 2000 Acorn Taverns Penmark
Senior Partner/Director

¨ Acquired the leases for, and ran two Public Houses, one in Neath, and one in Penmark with a projected turnover of £850K per year.
¨ At point of take over joint turnover was no more than £650K, during first year trade increased to £748k.
¨ Developed Corporate trade at The Six Bells in Penmark, making it known as an ideal venue for training, product launches and corporate entertainment. Introducing clients like Dow Corning, Cabot Carbons, Bosch and Roche Pharmaceuticals to our client base.
¨ Re-established trade from Cardiff Airport clients/staff and concentrating on relatively untapped corporate entertainment and conference needs from companies needing meeting/entertainment facilities.
¨ Acquired a Marquee to use for larger Parties and Weddings increasing our function room capability from 60 to 120.
¨ Revised Menus ensuring they offered a broader choice, other than just Al a Carte, introducing Bar Snacks and freshly prepared daily specials.
¨ Developed Community activities like, quiz nights, monthly wine tasting, choral evenings, charity fund raisers and established a darts team in the main bar.
¨ Turnover increased by a weekly average of 15% in the first six months of trading.
¨ Costs were reduced by £890 per week, by staff rationalisation and managing the supply chain more efficiently.
¨ At The Royal Exchange in Neath, we introduced a more comprehensive menu, offered weekly Kareoke evenings, sponsored the local pool league, (ensuring all local tournaments were held there, set up a ladies darts team and skittle team. Raising turnover by nearly £750 per week at the end period one and rising to an average of £1100 by the end of the first year.
¨ Employed 43 people across the two units.


1998 Netserve Technologies Ltd Leigh on Sea
Interim Commercial/Marketing Director

¨ Acted as Interim Commercial/Marketing Director for first six months.
¨ Wrote and Formulated Business Concept obtaining investment from Bankers and created the new company division into a trading reality.
¨ Defined, Identified and Developed and delivered a new client base from scratch.
¨ Targeted turnover for 1st year of Operation £600K with Monthly target of £50k new business per month by end of Q 2.
¨ Actual Targets achieved at end of Month 3 with Forward Orders Totalling in excess of £750k until the end of Q 3.
¨ Implemented Sales and Marketing initiatives, developing product ranges and manufacturer partnerships that allowed greater access for the SME Market in E Anglia.
¨ Achieved a consistent 35% GP levels on each Solution provided.
¨ Managed and Developed key Strategic Business Partnerships leading to the acceptance and Inclusion at the entry levels to Accreditation programmes for Major Manufactures e.g: - Cisco, Acer, Cabletron, Hewlett Packard, Shiva, Lucent, Breezecom and Checkpoint.
¨ Achieved Strong lines of credit from Distribution Partners normally reserved for far more established Reseller Partners.
¨ Linked Product portfolio into the parent group of companies core business strategy and focus.
¨ Presented, managed, controlled and delivered Tender responses for Bids with individual values of up to £250,000.
¨ Twenty-five staff directly reporting to myself.







1996 – 1998 GLP Technology Ltd London
Commercial Director: New Business, Marketing and Channel Development

¨ Core Focus on Promoting the Corporate Image within the City and delivering the required levels of Business Development Opportunities.
¨ Conceived, Implemented and Business Development Policy and Structure to increase client base and delivering a 40% growth in turnover during 9 months.
¨ Developed Marketing Strategy, raising the company profile within its chosen field, leading to increased Market share and increased profit levels. These initiatives included - Manufacturer endorsed Seminars, Telemarketing campaigns, mailshots, advertising and Technology Fairs.
¨ Managed and Developed key Strategic Business Partnerships leading to the acceptance and Inclusion at the highest levels to Accreditation programmes for Major Manufactures e.g: - Cisco, Bay Networks, Cabletron, Hewlett Packard, Sun Micro Systems, Shiva and Checkpoint.
¨ Provided regular Commercial Support to Sales and Technical Functions both directly to the client and indirectly via in-house procedures.
¨ Created & implemented a Best in Class Commercial Function turning an initial concept into reality, thus reducing back office costs by 30%.
¨ Presented, managed, controlled and delivered Tender responses for individual Bids with individual values of up to £15 million.
¨ Controlled Marketing, Logistics, Technical, Customer Service and Finance functions increasing credit limits by 200% with certain key partners.
¨ Reduced Costs and Improved Service Levels by the introduction of frame agreements with strategic partners.
¨ Reduced the overall cost of sale by 19%.
¨ Managed and implemented new corporate procedures that met ISO 9000 requirements, gaining accreditation at first attempt.
¨ Introduced new Logistics Procedures that reduced Customer lead times by 50%.
¨ Built Strategic Business relationships with Vendors and Manufactures that were key to the future of GLP and its Customers.
¨ Rationalise Product Base in line with Sales Functions core focus and its forecasts, maintaining budgetary responsibility and performance of the company against its Sales Targets.
¨ Responsible for 80 staff on a daily basis.


1994 – 1996 American Express Services Ltd Brighton
Head of Technologies Purchasing - Europe, Middle East and Africa

¨ Created and Implemented Purchasing Department from concept into reality has been achieved in eight months.
¨ Achieved actual strategic savings of $7.1m for 1996 against an initial Target of $1.54m.
¨ Enrolled EMEA Region into several global pricing agreements such as Microsoft, Lotus, IBM, Hewlett Packard, CISCO, Bay Networks, which will result in a projected 1997 Budget reduction of $19m.
¨ Implemented rollout of Global Purchase Order System across Technologies Group in UK.
¨ Controlled commercial strategy for all new Technologies projects on a Pan European platform.
¨ Established and Strengthened relationships with key vendors so that they could mirror the global goals and objectives of the company.
¨ Created performance incentives to ensure vendor reliability.
¨ Defined and implemented a representative set of Terms and Conditions.
¨ Implemented and Managed Commercial aspects of Distributed Computing Environment tender process with a combined value of $40 million annually, ensuring the smooth transfer of the business to the chosen vendor which resulted in a 23% saving across the EMEA Region.
¨ Resolved specific practical problems relating to implementation and role out of a centralised and strategic technologies procurement across nine countries.
¨ Introduced a tracking report for Telecoms/DCS costs on a Pan - European Basis, which has the capability to monitor performance against Market Rates, ensuring best in class tariff rates.
¨ Created an effective Technologies Purchasing Function in Terms of best in class practices/results.
¨ One Hundred Direct Staff and four hundred indirect staff reporting to me globally.
¨ Implemented Disaster Recovery Plan for the supply of hardware and software, thus reducing the company exposure during the various tender processes.



1992 - 1993 Goldman Sachs International London Head EMEA Purchasing

¨ Implemented new Purchase Order System allowing the electronically transfer Purchase Orders and Bar Codes directly to the supplier.
¨ Restructured and managed the Goods-In System to ensure that all goods were delivered to the users within 24 hours of delivery and fully tracked from initial delivery through to installation.
¨ Created vendor assessment and rating programme linked to Purchase Order System.
¨ Led bid teams and rationalised tender process for the procurement of services with a combined value of approximately £130m, e.g., PC hardware/software, Sun Equipment and UNIX applications, telecommunications, building services, taxis, catering, messenger centres and company cars.
¨ Defined and Implemented Quality Procedures for technical support staff and commercial staff.
¨ Negotiated and agreed Pan-European supply contracts ensuring dedicated stock levels for delivery of equipment within rigid contracted delivery timescales.
¨ Reviewed and rationalised supplier database, resulting in an 18% reduction.
¨ Strengthened relationships with key vendors so that they could mirror the goals and objectives of the company. Created performance incentives to ensure vendor reliability.
¨ Identified and managed logistics problems relating to the co-ordination of requirements from five different divisions of the company’s European business into a centralised materials policy. Both for distribution and supply.
¨ Achieved savings of actual £5.35m in first year against an initial target of £1.5m.
¨ Initiated and agreed one-month projections to ensure suppliers always had dedicated stocking levels.
¨ Five direct reportees and two indirect – London, Seventy five indirect reportees on a Pan European basis


1990-1992 GEC-Marconi Avionics Ltd (Subsidiary of GEC-Marconi Ltd) Basildon
Procurement Manager

¨ Initiated and managed the procurement of all major Sub Contracts, computer software, hardware, technical equipment and contract technical staff nationally and internationally for both defence and commercial programmes.
¨ Deputised for Divisional Commercial Managers in major contract negotiations of MOD and US DOD Terms and Conditions with Prime Customers.
¨ Acted as an advisor on commercial aspects of MOD & DOD contract content and terms relating to bought in services and procurement elements of prime contracts.
¨ Created a company wide ‘e’ mail communications network that shortened response time on contract groundwork.
¨ Implemented and managed the material aspects of the company's corporate business strategy.
¨ Led bid teams in developing and evaluating sub contract requirements with values up to £10m.
¨ Examined standard contracts, redrafted content to fit specific project needs and negotiated terms with sub contractors.
¨ Rationalised the supplier base and saved £3.2m in year one against a target of £1.1m, and £1.7m in year two (target £1m).
¨ Provided commercial advice and support to technical staff during customer negotiations, which included government departments and major multi-nationals.
¨ Defined and implemented procedures and controls for BS5750 assessment and accreditation.
¨ Managed five Purchasing Managers directly and seventy buying and material control staff indirectly.
¨ Negotiated prime contracts for classified defence projects up to £27m in value with the MOD in the UK and in USA with US Department of Defence contractors.
¨ Reviewed and rationalised the supplier database, resulting in a 21% reduction.
¨ Negotiated component pricing agreements and stocking levels with key suppliers to secure continuity of supply at an agreed keen price.
¨ Resolved specific practical problems relating to implementation of the centralisation of procurement from six divisional functions.









1988-1990 Hoover Plc Merthyr Tydfil
Chief Buyer

¨ Organised and managed all aspects of material supply including rubber and plastic components, capital tooling equipment and site services within a fast moving manufacturing environment which supplied the manufacturing and defence electronics industries.
¨ Managed, developed and sustained the motivation of buying teams through a traumatic period of change within the company.
¨ Programmed and implemented the sub contracting of key moulding facilities after centralisation of the plastics/rubber production unit to Merthyr.
¨ Co-ordinated and managed the extensive logistics problems created as a result of “Run down and Start up” programmes over a 3 month period, following the closure of an external manufacturing site and its move in house.
¨ Created 14 week rolling work schedules, providing supplies with company requirements as an interim measure, prior to the introduction of Electronic Data Transfer.
¨ Strengthened relationships with major suppliers, by investigating and identifying shortfalls within both organisations and restructured commercial agreements.
¨ This resulted in 12% cost saving within an operating budget of £78m.
¨ Accelerated the movement towards consignment stocking which enabled the company to achieve JIT manufacturing capabilities.
¨ Directed and led “Corrective Action Team” in assessing the efficiency of material and production flows through MRP11 to procurement via EDI.
¨ Fifteen buying and material control staff reporting to me on a daily basis.
¨ Negotiated 2 year pricing agreements with all major suppliers thus ensuring cost reduction trends would continue.
¨ Rationalised the supplier database, by 26%.


1984 - 1988 GEC Marconi Ltd.
Marconi Underwater Systems Ltd (Ex Plessey Naval Systems) Newport
Senior Buyer

¨ Responsible for the procurement of electronic components, PCB’s, sub contract metal work, plastics, composites, rubber, computer hardware, software and temporary staff.
¨ Controlled a purchasing budget of £29m pa.
¨ Organised weekly training sessions with staff to encourage a more informed and professional approach to meeting site procurement needs. Two buyers subsequently achieved full membership of the IPS.
¨ Defined operating parameters and performance criteria for each buyer within clearly defined commodity groups, leading to the creation of centres of excellence.
¨ Negotiated and managed major sub contracts requiring the flow down of customer terms and conditions up to £7m in value.
¨ Led and chaired liaison meetings with other sites to promote the concept of a group purchasing policy so that smaller sites could benefit from bulk purchase discounts.
¨ Re-organised stock control procedure, reduced stock levels and saved £140k pa.


1984-1986 GEC Sensors Ltd Basildon
(Now GEC-Marconi Avionics Ltd)
1985-1987 Sub Contracts Officer 1984-1985 Graduate Trainee

¨ Negotiated and drafted major sub contracts for large-scale production runs within the UK’s foremost Opto Electronic Defence Contractor.
¨ Monitored, administered and progressed sub contractual aspects of programme both financially and commercially.
¨ Gained broad experience of computerised systems and spread sheets.
¨ Developed an extensive knowledge of MoD and US DOD Terms and Conditions.
¨ Regularly attended progress meetings with customers on behalf of the whole procurement function of the division.
¨ Acquired import/export knowledge by dealing direct with freight forwarding companies on a regular basis.
¨ Successfully completed Graduate Trainee Programme.


Education

EDUCATION & QUALIFICATIONS:

Studying for MBA
National Licensee Certificate.
British Institute of Innkeeping Induction Certificate.
Chartered Institute of Environmental Health Basic Food Hygiene Certificate.
Chartered Institute of Purchasing & Supply.
BA (Hon’s) English & Economics University of Wales.
BEC National Diploma (Business Studies).
8 'O' levels (Mathematics & English inclusive).


Skills

Profile:
A Senior Strategic Commercial Manager with extensive experience of implementing and managing new commercial initiatives, policies, strategies and systems. Integrating them within prestigious 'blue chip' and SME environments, whilst achieving buy-in at all levels. A Solution provider with the ability to sell, deliver and implement new concepts whilst consistently achieving targets in fast moving environments on time.


Languages

English

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