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Interim Sales & Marketing Director

Interim Sales & Marketing Director

Work Experience

A professional Interim Sales & Marketing Director

Wide and varied marketing and sales experience with major companies and start-ups including Coventry BS, RBS and Kensington amongst others. A results driven and motivated sales and marketing expert specialising in executive leadership projects, strategist used to quickly understand and map actionable plans to achieve short and long term sales and marketing goals. Strong communicator, motivational able to impact overall operations through qualitative team leadership, strong vendor management and proven budget management skills.

Skills/Knowledge

General Management - Marketing Planning - Strategy development - Advertising & Communications - New product development - Project management - Market research - Sales and Distribution management B2C & B2B -Third party selection, negotiation and day to day management -Team building, development and operational management - Mentoring

Interim Assignments

May 08 - Aug 08 Consultancy - Xpertfunding Ltd

Specialist insurance intermediary providing consultancy and product sourcing services for retail distribution throughout UK. Clients include daily newspapers, finance companies and banks.

 Completed a review of current marketing and product strategy
 Produced and initiated a revised marketing strategy
 Identified additional market and revenue opportunities
 Developed and sourced new gap insurance products

Mar 07 - Nov 07 Sabbatical

A long planned sabbatical enabling my wife and I to travel visiting new and old destinations including; Australia, USA, Singapore, Hong Kong, France, Portugal and the Greek Islands

Oct 06 - Feb 07 Head of Strategic Planning Trigold Ltd
Trigold is the leading supplier of market leading software solutions and platforms to the IFA market with over 24,000 users and products from 130 providers.
Recruited to identify and develop new product opportunities and revenue streams, focussing on the development and launch of a Secured Loan Sourcing product, from initial definition of goals to final execution of key deliverables as a direct report to the CEO

 Developed and implemented Secured Loan sourcing strategy
 Defined vision, values, initial goals and key deliverables as a part of overall project management function
 Identified key partners, negotiating contracts and terms of business recruiting 80% of target product companies and 100% of desired affinity partners
 Developed and implemented co-ordinated communications and launch strategy




Dec 05 - Jul 06 Head of Product Strategy & Development - Coventry BS

Major building society providing mortgage, savings and insurance products through multiple distribution channels nationally. Operational management of a 14 member product team with a lending target of £3.5bn, savings & investment target of £1.5bn and insurance commission of £7.22m

 Developed and project managed strategy for Credit Impaired lending - presented plan and activity schedule to Board gaining agreement and sign off service launched July 06
 Managed key stakeholder expectations
 Advising & influenced risk strategy to adopt more effective risk based product development and pricing-improving margins by 2%
 Increased new mortgage sales by 11% in first 6 months to £2.27bn
 Introduced & defined customer retention strategy increasing retention rate by 12% utilising DM campaigns and telesales
 Introduced specific broker savings products with a new savings target of £150m
 Implemented B2B integrated advertising & promotional campaigns "Send them to Coventry"
 Introduced a structured insurance supplier review (Standard Life, L&G, AXA, Friends Provident and incumbent N.U.) raising commission levels by 5% and increasing advanced marketing payments
 Implemented successful mentoring programme to develop key members of the marketing team, both were confirmed in senior marketing appointments

Aug 05 - Oct 05 Consultancy - Platform Home(Britannia BS)

 Researching and producing an opportunity study to determine and identify profitable partnership, own label and affinity relationships - delivered to agreed time-scale
 Identified profitable additions to distribution strategy.

Nov 02 – Feb 05 Marketing Director - Intelligent Risk Ltd

Financial Services start -up with a unique and patented product offering in mortgages, loans and general insurance reporting to CEO responsible for marketing, brand strategy development, marketing communications, and sales and distribution
 Wrote and implemented strategic marketing plan
 Spearheaded brand strategy and development including creation of visual brand identity and positioning statement
 Designed and implemented comprehensive launch and sales strategy
 Launched affinity partnership strategy recruiting and managing major partners
 Carried out qualitative and quantitative product and concept research
 Developed innovative range of 1st mortgage and insurance products
 Administered a pre-launch budget of £1.75m with signatory authority
 Produced all marketing launch collateral meeting delivery constraints and production budget of £100,000
 Managed Advertising and PR agency pitch, selection, appointment and day to day management

Jun02 - Sept 02 General Manager Marketing - Scarborough Building Society

 Wrote and implement new sales and marketing strategy, plan received board approval.
 Managed operational marketing functions, supervising 15 personnel administering marketing budget of £0.5m and mortgages sales budget of £170m.
 Re-negotiated ASU and Higher Lending insurance products reducing premiums overall by 25% and increasing commission by £0.5m in first 6 months.

Jan 02 - APL 02 Consultancy - Innovative Insurance Solutions Ltd

 Devised and executed a B2B sales plan targeting new brokers, finance packaging companies, internet portals and national newspapers sales increased 23%
 Achieved preferred supplier status to Daily Telegraph and Daily Mail.

APL 01 - Sept 01 Director of Sales - Royal Bank of Scotland E-Commerce Division

Day to day management of 23 member sales & marketing team driving daily service and sales fulfilment of £100m goal.
 Produced and implemented B2B sales & marketing strategy targeting major leasing clients
 launched service incorporating secure Internet trading and digital signatures, ID validation and secure e-mail.
 Initiated key account strategy and management minimum account size £10m
 Recruited specialist leasing sales team

Jul 00 - Mar 01 Account Director - BDP Ltd

Strategic brand & marketing agency with a range of clients including Financial Spreads, Loan Link & Lambeth Building Society.
 Day to day management and development of financial clients
 New client acquisition and opportunity management

Corporate Roles

Feb 96 - Dec 99 Director of Sales & Marketing - Kensington Mortgage Company
An innovative and market leading provider of mortgage and insurance products distributed through IFA’s, brokers, building societies, banks and insurance companies
Responsible for all aspects of marketing, brand strategy, communications, new product development, sales and distribution
 Produced and launched a high profile communications strategy positioning Kensington Mortgage Company as the leading provider of non-conforming lending products.
 Implemented innovative, integrated national consumer and trade advertising campaigns increasing business by 30% and building a strong brand proposition.
 Developed national sales & distribution strategy, developed a major accounts strategy delivering sales with a minimum value of £10m per account
 Managed marketing budget of £4.5m.
 Increased new lending from £97m in 1996 to £270m in 1997 to £470m in 1998 and achieving £770m in 1999
 Developed new products for specific target markets including the self- employed, contract workers and older borrowers increasing penetration by 12% in year 1.
 Devised and launched market leading creditor insurance products achieving 37% customer penetration increasing revenue & profit.

1994 - 1996 Sales & Marketing Manager - Lambeth Building Society
 Refined and implemented sales and marketing strategy
 Successful re-branding of the Society,
 Achieved New lending of £95m,
 Improved customer retention by 15%,
 Developed and launched The Lambeth BS credit card.

1989 - 1993 Regional Manager South East Region - Birmingham Midshires BS
 Full P/L control of £250m of assets, annual lending of £200m, commission earnings of £300k. Managing an expenditure budget of £1.75m, through a team of 4 district managers and 125 staff.

1975 - 1989 Head of Marketing - The Automobile Association Financial Services
 Launched AA Credit Cards achieving 600,000 cardholders in 6 months managed day to day marketing of Motor Loans and Home Loans, budget of £3.75m with a team of 8.

Qualifications: Graduate Chartered Institute of Marketing
Member of Marketing Society
HNC Business Studies

Professional Development:
Marketing Planning - Media Planning & Buying - Understanding Brands & Brand Development - Effective PR - Handling the Media - B2B Marketing - New Product Development - Sales Planning Project Management - CRM - Optimising the Upsale - Inbound Call Traffic - How to Unlock your Sales Potential



Education

Graduate The Chartered Institute of Marketing
Business Studies

Skills

General Management - Marketing Planning - Strategy development - Advertising & Communications - New product development - Project management - Market research - Sales and Distribution management B2C & B2B -Third party selection, negotiation and day to day management -Team building, development and operational management - Mentoring



Languages

English

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