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Sales & Marketing Director

Sales & Marketing Director

Work Experience

Proven experienced commercial business developer:
·Developed business/sales strategies to give direction and company focus (Actis, Decan, Candle, Shell).
·Revenue increased from negative monthly balance to £190,000 plus – loss to profit! (Actis).
·Revenue increased by 15% ($50,000 per employee) in a 10-month period (Candle Service).
·Revenue increased in year following implementation of business initiatives (Customer Relationship Management software and changed processes) in the European businesses by 10% ($1.1m per employee) (Cyanamid Europe).
·Revenue increased by 10%+ each year when I was Sales Manager in a static mkt. place (Shell).
·Introduced Account Planning process to focus sales effort on key accounts (Actis, Decan, Candle, Shell).
·Introduced database/PC based sales forecasting (pipeline) processes (Shell, Cyan, Candle).
·In conjunction with sales team and marketing introduced focus groups (Shell, Cyanamid).
·Business start-up for a business solutions consultancy (strategy, sales, marketing) (Decan)

Marketing:
·Creation of product specific marketing plans/campaigns inc. media and PR spends (Actis, Decan, Shell).
·Worked closely with design agencies and printers on artwork, literature creation (Actis, Decan, Shell).
·Managed advertising/media budgets - $1m annual budget or 1.5% of revenue (Actis, Decan, Shell).
·Launched 3 products and managed to market leader positions ($6m annual revenue) (Shell).
·Managed direct mail, focus group meetings in order to provide good sales leads (Actis, Decan, Shell).

Negotiation skills including client deals, contracts and partnership alliances:
·Negotiated client deals on providing business solutions and man-resources for projects (Decan)
·Negotiated with Sumitomo Chemical Co for active/product access for UK markets (Shell).
·Negotiated with “Key National “ clients (Dalgety, Profarma, Brown Butlin) for UK sales (Shell).
·Agreed alliance partnership deals and contracts (Actis, Decan, Candle).
·Contractual agreement with Baan Co for the supply of CRM software and services (Cyanamid).
·Maintenance contracts negotiated with clients (Actis, Shell, Cyanamid, Candle).

Man management (including recruitment and re-structuring):
·Recruited and developed individual training plans for new employees (Actis, Candle, Cyanamid, Shell).
·Quarterly review policy to assess performance/track target achievement (Decan, Candle, Cyan, Shell).
·Re-structured sales team in order to strengthen and reduce costs (Actis, Shell, Candle).
·Daily contact with sales team and client visits to motivate, develop staff (Actis, Decan, Shell, Candle).

Training programmes developed:
·Designed training programmes (modular style) for new business initiatives PC based software (Customer Relationship Management) introduced to European businesses (Cyanamid).
·User training on CRM tools and databases for new software (Essex Social Services).
·Reviewed company employee training needs and developed proposals (Shell, Cyan, Candle).

Managing Director responsibility:
·Responsibility for full P&L (annual revenue $10m) for the Nordic operations (Candle).
·Accountable for 25 direct reportees (sales, marketing, consultants, admins) (Candle).
·Restructuring of company, staff replacement and recruitment undertaken (Candle).
·Business strategy developed and senior European director support obtained (Candle).
·General manager responsibility for 27 staff (field and office based) (Actis)


Education

Project Management training, negotiation skills training, marketing management, change management, professional recruitment. Strategic business development. Logistics management.

Microsoft Office 95 including Microsoft Access, Microsoft Project 98, Microsoft FrontPage 2000.

Trained on Baan Matrix Sales Force Effectiveness software, Clarify CRM and Swift CRM software.

Advanced National Cert. in Agriculture - Berks College of Agriculture, Maidenhead – 1974/1975.

National Certificate of Agriculture - Brackenhurst College of Agriculture, Southwell – 1970/1972.


Skills

- Business development
- Process change
- Operational management
- Business strategy development
- Recruitment
- Development of alliance partnerships - contracts
- Motivation and leadership

Languages

English

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