Rexam
Services
Marketing Strategy, Marketing Communications, Business Development & Key Account Management.
Business Development Director and main board member managing a team consisting of Commercial Manager, Key Account Manager and Business Development Managers. Appointed at a time of intense market change specifically due to our marketing strategy, sales management, business development and key account management experience with no specific industry (plastic packaging) experience. With the business close to closure after a 5-year sales decline, and as part of the senior management team, we re-organised the sales and commercial functions reducing overall annual expenditure by 50% whilst increasing revenue by 65% over a 3-year period. Delivering a revised strategy through integrated marketing communications and segmentation, targeting and positioning. Including global Key Account Management of major customers Pfizer, GSK, Merck, BASF and Avon Cosmetics and pan European new business wins up to £8 million contract value.
Barclays consolidation of London estate and relocation to Canary Wharf
Services
“Big Ticket” Business Development.
Operating as Group Business Development Manager for the business relocation specialist Harrow Green, 18-month procurement process from full PQQ, (Pre-qualification Questionnaire, twice!), tender proposal, short list presentation and negotiation of the relocation of their London offices into their new Canary Wharf HQ at 1 Churchill Place. Co-ordinating the marketing team, technical sales management and Director support as “bid leader” beating in-house incumbent facilities management contractor to gain relocation project. Seven figure contract value.
Pickford Business Moving
Services
Business Development, Operational Excellence, Key Account Management & Sales Management.
Regional Commercial Manager of 23 branches in South West & Midlands region. P & L responsibility for Business Moving revenue stream, Sales Management of 4 Technical Sales Managers. Business Development, Key Account Management and Operational Management of large contracts for Nokia, Dyson, Hampshire County Council, Environment Agency and JP Morgan. Introduced lead capture processes and internal marketplace for sharing resource and profit allocation leading to 40% revenue increase in first year. Ensured experience and expertise of Technical Sales Manager matched contract size and opportunity whilst developing team.
TNT Express
Services
Business Development, Key Account Management, Sales Management.
Sales and Area Management of UK Express services across Home Counties, Dorset, Hampshire and IOW. Staff mentoring, development and “benchmarked” as the template for a successful Area Sales Manager. Responsible for retention and development of existing accounts and gaining of new customers through strategic area and key account management. Developed reputation as an experienced “trouble shooter” returning or in some cases creating profit for the first time of poor performing territories. Sales Management of team of 16 field sales executives and in-door sales executives at TNT Express’s largest UK revenue depot returning to budget after loss of major client.
DPD Local
Services:
Business Development, Operational Excellence
Regional Management of 9 depots across Hampshire, Surrey, IOW, Dorset, Wiltshire and Somerset. Responsible for all aspects of Sales, Standards and Service, Commercially and Operationally. Achieving top UK Operational region with first time, within a one-hour time window, on time delivery annual performance of 99.84%. Evaluation, analysis and improvement of all trunking and delivery performance, annual “360 degrees” depot reviews and “peak planning” for Black Friday and Christmas including creation and management of additional regional and local “pop up” depot network.
Savills
Services
Business Development, Key Account Management.
National Key Account Management of Savills commercial property portfolio for M & E consultants, Watkins Payne. Through Savills Manchester and London main offices, working closely with their national Facilities Management team through relationship marketing. Initially starting with a small London portfolio to expand to national partnership increasing revenue, introducing new services and pro-active planning to share cost saving.
Harrow Green
Services
“Big Ticket” Business Development.
Group Business Development Manager, focussed exclusively on “big ticket” large commercial relocations and porterage contracts in London and the Home Counties. Major wins included Barclays relocation to Canary Wharf, Bank of America, MOD, Motorola, City Islington College, SG and British Airways. New business wins turned 15% annual revenue reduction into 15% growth and through commission payments, based on revenue performance, resulted in annual salary higher than most board members.
The MTM Agency
Services
Marketing Strategy, Marketing Communications & Business Development
Head of Business Development for leading integrated and digital marketing agency, ranked as the South Coast No 1 marketing agency and shortlisted for B2B Agency in 2023. Major wins for Nautilus International, NHBC, ExxonMobil, International Chamber of Shipping, OneWeb, Equity, TSSA, Trimble, BDP, ABP and Ocean Infinity. Identification and successful implementation of MemberWise marketing accreditation leading to expansion into highly profitable membership sector through additional new business wins. Agency has grown from 16 staff to now over 75+ and 700% in turnover since 2016 and is recognised as one of the UK’s leading full services integrated marketing agencies.
University Of Portsmouth
Services
Marketing Strategy, Marketing Communications, Business Development, Key Account Management.
Part time Lecturer at University of Portsmouth Business School over an 9-year period teaching on a range of Sales & Marketing courses including Strategic Marketing, Practice & Principles of Marketing, Professional Selling, Key Account Management, International Marketing, Services Marketing and New Product Development.
Currently Member of Marketing Subject Industry Advisor Board
Bringing professional knowledge and skill to inform, guide and support the Marketing Subject Group on its strategic objectives and future development.
• Independent advice on the Group’s strategic objectives and attainment.
• Fresh perspective to assist teaching staff in development of the curriculum.
• Enhance the reputation of its courses, and its links and relevance to the business world.
• Serve as a “critical friend” to make recommendations and provide key intelligence.
Steadberry
Services
Marketing Strategy, Marketing Communications, Business Development
Head of Business Development under previous guise as Verry FM & Verry Special Projects, part of the Verry Construction Group. Business development and implementation of integrated marketing plan, focussed on contracts wins £500,000 to £3 million for London Borough’s and City based refurbishment and FM contracts. Created complete set of marketing assets, included detailed and comprehensive case study library and high quality prequalification and tender response packs to increase conversion rates. Developed third party accreditations including Construction Line and Safe Contractor and shifting market strategy to a balance between public and private sector clients. Structured growth and revenue increase from £11 million to £18 million per annum over 3-year period.
University of Southampton
Services
Marketing Strategy, Business Development
Invited to be a guest practitioner on the University of Southampton MSc Marketing Management Building Customer Insight module. Sharing The MTM Agency’s successful segmentation, targeting and positioning strategy which has positioned them as one of the UK’s leading global marine marketing agencies. Structured webinar recorded for 80 post graduate students. Key topics and techniques discussed, market research, understanding existing clients and route to market, advantages of an integrated agency across omni-channel campaigns, differentiation in a saturated market, building trust, 3rd party referral, SPIN, Ansoffs Matrix, importance of marketing assets to support business development and account management, detailed capability documents, loyalty ladder, group buying behaviour, digital presence and profile.
Nautilus International
Services
Marketing Strategy, Marketing Communications & Business Development
Nautilus International is an international trade union and professional association representing seafarers and allied workers, which is based in the United Kingdom, the Netherlands and Switzerland. Gaining of global website re-build project for the The MTM Agency, at the time their largest single new business win from a new client. Identified as part of segmentation, targeting and positioning exercise of major London based maritime clients. Developed pre-tender working relationship with Web Manager, including creating bespoke capability document and gaining full understanding of Nautilus marketing strategy and communication challenges. Liaised with Nautilus appointed 3rd party consultant and key member of bid team. Post win maintained relationship with 3rd party consultant resulting in additional tender opportunities and major new business wins.
NHBC
Services
Marketing Strategy, Marketing Communications & Business Development
NHBC are the UK’s leading independent provider of warranty and insurance for new homes. Gaining of national enterprise website re-build project from incumbent London agency for The MTM Agency, mid-way through build phase and during the first national COVID lockdown. Maintained on-going relationship and communication with Senior Marketing Manager to identify key issues and challenges and co-ordinated introduction to MTM’s Digital Strategist and Directors to offer alternative solution that delivered an on time and on budget new website and creating the foundation for a long term successful partnership.