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Contracts Director

Contracts Director

Work Experience

SUMMARY

A commercial and purchasing orientated senior executive, with wide home and international experience in blue chip companies, in the commercial and defence aviation, electronics and shipbuilding sectors.
With additional experience in PPP’s, mergers and acquisitions and the establishment of international joint ventures, a proven team leader used to managing high value budgets (up to £150m).
Possessing highly developed problem solving skills and able to create business/functional strategies, policies and solutions, a highly experienced negotiator of big ticket transactions able to operate at all levels up to Head of State.
A fluent French speaker.
Established own company to provide consulting and interim services in 2000.


KEY SKILLS

1) Able to create Business and Functional Strategies and Policies
2) Highly developed Problem Solving skills
3) Experienced Team Leader
4) Extensive International Experience with good international contacts
5) Extensive Negotiating Experience of big ticket transactions
6) Experienced in Managing High Value Budgets and Resources
7) Able to operate at all levels up to Head of State
8) Extensive Exporting and Purchasing Experience
9) Extensive Sales and Project Finance Experience including PPP’s
10) Experienced in use of SAP, Exostar and DECS


CAREER SUMMARY

2002-2004 Head of Commercial Operations Martin-Baker Aircraft Co Ltd
(Interim)
2002-2002 Head of Commercial (Interim) EADS (UK) Ltd
2001-2002 Contracts Director (Interim) Cubic Transportation Systems (formerly Thorn EMI)
1999-2001 Commercial Director BAE SYSTEMS LTD (formerly MARCONI)
1997-1998 Commercial Director GEC MARCONI LTD
1992-1997 Procurement Director Vosper Thornycroft (U.K.) Ltd
1988-1992 Contracts Director British Aerospace (Commercial Aircraft) Ltd
1984-1988 Contracts Executive Plessey Defence Systems Ltd
1981-1984 Contracts Manager Vosper Thornycroft (U.K.) Ltd
1979-1981 Personnel Officer British Aerospace (Commercial Aircraft) Ltd



INTERIM ASSIGNMENTS

HEAD OF COMMERCIAL OPERATIONS (NOVEMBER 2002 - APRIL 2004)
Martin-Baker Aircraft Co Ltd
(Designers & Manufacturers of Aircraft Ejection & Helicopter Crashworthy Seats)

RESPONSIBILITIES:
• Responsible for the sales order book and commercial viability of the Company (annual turnover: £200m).
• Advise Chairman, Joint Managing Directors and Main Board on all sales issues and management of commercial risks arising from Company’s trading activity.
• Provide prime interface with Customers (being virtually all leading aircraft manufacturers world wide and major government agencies) and lead all major strategic negotiations.
• Lead a team of twenty one sales and commercial staff and managers.
• Control and manage resources in order to meet Company commercial and sales objectives (annual budget: £0.6m).
SUCCESSES:
• Achieved sales order book for the year (£178m).
• Rationalised product base by instigating cost analysis of entire crashworthy seat portfolio.
• Introduced new bid process.
• Led project to refurbish and update sales and commercial office.
• Created central filing system soon to be replaced by computerised document management system.
• Introduced sales/contracts data base.
• Introduced functional performance targets and measures.
• Rationalised portfolio of overseas consultants and representatives.
• Produced and implement Company sales and commercial policy and strategies.
• Overhauled all standard terms and conditions of sale, standard agency agreements etc

HEAD OF COMMERCIAL (JUNE 2002 – NOVEMBER 2002)
EADS (UK) Ltd – U.K. Prime Contract Office
(Designers & Manufacturers of Defence Equipment)

RESPONSIBILITIES:
• Owner of contractual integrity for entire customer and supplier base.
• Set strategies and deliver plans for ensuring commercial viability of the company, ensuring that all business arrangements with customers and suppliers are entered into on a sound basis to yield acceptable levels of profit with good cognizance of the risk.
• Be a reference point for the board, the management team and the department for all contractual commercial and purchasing matters.
SUCCESSES:
• Negotiated and signed contract with NATS for the supply of antenna for Heathrow Airport Air Traffic Control and other NATS sites in the UK (Value £8M).
• Re-established confidence at Director General Level with MOD DPA in EADS commercial commitment to Lambeth Program.
• Provided commercial red team input to Caracal bid (Value £1bn).
• Recruited full-time successor to fill Head of Commercial Post.

CONTRACTS DIRECTOR (JULY 2001- MARCH 2002)
Cubic Transportation Systems Ltd (formerly Thorn EMI) (Turnover £200M) (900 employees). Designers and manufacturers of automatic ticketing and gating systems.

RESPONSIBILITIES:
• Responsible for developing recently established contracts function as full service to operating divisions within the Company by organising the entire contracts infrastructure and implementing relevant procedures and processes.

SUCCESSES:
• Produced company contracts strategy and policy and led key negotiations including in respect of the Prestige PPP for the London Underground.
• Introduced computerised contract management system.
• Introduced and implemented new computerised company bid system.
• Established company intranet web site for contracts function.
• Successfully concluded deal for gating and ticketing system for first company contract in Holland for the Rotterdam Metro. (Market worth £200m).
• Successfully concluded deal with the German Transport Industry’s Association (‘the DVD’) to participate in study contract which is the prelude to providing ticketing and gating systems for the Berlin Metro.


CONSULTING ASSIGNMENTS

COMMERCIAL CONSULTANT (JANUARY 2001- JULY 2001)
• Mandated by International Bureau of Aviation based at Horley near Gatwick to produce business plan and find finance to launch aircraft lease company and establish aviation mediation service.
• Mandated by Sintef of Norway, the third largest independent research house in Europe, to assist with business development in South Africa.
• Organised and led joint U.K. MOD/Sintef inward mission to South Africa in April 2001.
• Designed, launched and managed web site for London Counter Trade Round Table (a networking group for Merchant Banks, Industry, U.K Government Departments and Consultants.)


CORPORATE CAREER SUMMARY

COMMERCIAL DIRECTOR (1998-2001)
BAE SYSTEMS AVIONICS LTD. (TURNOVER £970M)

RESPONSIBILITIES :
• All commercial aspects of the Group for mergers and acquisitions, offset, overseas consultants.
• Ensuring that all commercial arrangements with merger and acquisition target companies, overseas industrial participation partners, banks, overseas Government Agencies and overseas consultants were entered into on a sound commercial basis.
SUCCESSES:
• Produced, presented and negotiated 100% compliant offset proposal for avionics element of Euro-fighter to Norwegian Government Offset Agency (Value £130m) in respect of Avionics products using leading edge finance techniques.
• Produced 100% compliant offset proposal for F16 to Lockheed Martin in respect of Avionics products for Greece.
• Successfully concluded joint venture with newly formed Korean Aerospace Industry.
• Successfully acquired Bristol based company with developed software critical to several BAE programmes.

COMMERCIAL DIRECTOR (1997-1998)
GEC MARCONI MISSION AVIONICS DIVISION (TURNOVER £120M)

RESPONSIBILITIES :
• Responsible for the commercial viability of the division ensuring that all business arrangements with customers were entered into on a sound basis to yield acceptable levels of profit with full cognizance of risk and provide commercial, contractual and legal advice to divisional board and the commercial function.
• Direct and lead a team of fifty five commercial and thirty sales staff and managers.
• Control and manage resources in order to meet company commercial and sales objectives. (Annual Budget £1.2M).
• Member Divisional Board.
• Deputise for the Divisional Managing Director in his absence.
SUCCESSES :
• Introduced business to concepts of market led organisation; design and build to target cost and value engineering.
• Introduced new Sales and Marketing organisation into the business.
• At one week’s notice, identified and concluded the lease of a Boeing 737- 800 aircraft at a critical point in support of the key civil HUD programme.
• Led and concluded negotiations on high value critical programs with Boeing for the supply of Air Data computers on Apache Helicopters and with American Airlines for Head Up Displays.





PROCUREMENT DIRECTOR (1992-1997)
VOSPER THORNYCROFT (U.K.) LTD (WARSHIP DESIGNERS AND SHIPBUILDERS)

RESPONSIBILITIES:
• Selection and procurement of all equipment, materials and services for Shipbuilding Division. Signing Authority £10,000,000.
• Financially responsible for materials budget (£150,000,000 p.a.); materials element of work in progress (£482,000,000); cash flow predictions; departmental budget (£500,000).
• Formulate and implement Company Purchasing Strategy and Policy.
• Provide professional advice to Main and Divisional boards on all aspects of purchasing.
• Lead all major negotiations with suppliers in U.K. and Europe (Holland; Germany; France; Italy).
• Direct and lead a team of 26 buyers.
• Member Divisional Management Committee.
SUCCESSES :
• Introduced policy to convert function from Commercial Buying to Strategic Sourcing.
• Introduced Partnership Sourcing .
• Reduced supplier base.
• Broadened supplier base to pan European perspective.
• Moved to Group Buying from fragmented Site Purchasing.
• Introduced Supply Chain Management.
• Introduced Purchasing Credit Cards.

CONTRACTS DIRECTOR (1988-1992)
BRITISH AEROSPACE (COMMERCIAL AIRCRAFT) LTD

RESPONSIBILITIES:
• Produce and implemented commercial strategy to meet annual sales target of $200,000,000 for all BAe commercial aircraft types in Africa and the Middle East.
• Lead multi-discipline teams into sales territories to win high value contracts with regional airlines.
• Draft, negotiate and sign contracts and lease agreements for various aircraft types.
• Liaise with Merchant Banks to provide imaginative finance packages in support of sales.
• Present deals to BAe Commercial Aircraft board where BAe credit involved.
SUCCESSES :
• Structured deals for sale/lease of: first Jetstream Super 31 Aircraft in Europe; first Corporate Jetstream Aircraft; first 146 Regional Jetliner in South Africa.

COMMERCIAL EXECUTIVE (1984-1988)
PLESSEY DEFENCE SYSTEMS

RESPONSIBILITIES:
• Draft, negotiate and sign export contracts of sale; teaming agreements; technology transfer and licence agreements for military communication systems and SATCOM earth stations.
• Structure collaborative arrangements with overseas companies to address sales prospects.
• Draft, negotiate and sign overseas agency and consultancy arrangements.
• Provide advice and arrange export finance and ECGD cover for export sales.
• Draft, negotiate and sign all major purchasing contracts, incoming software licences and standard conditions of purchase.
• Carry out vendor assessments.
• Handle all claims against suppliers.
• Act as reference point for Purchasing Department on all contractual and commercial issues.
• Administer major procurement contracts.
SUCCESSES :
• Structured deals for sale of military telephone exchanges and satellite earth stations to: Austria, Germany, Indonesia and Oman.
• Improved supply contracts documentation to reduce legal/commercial risks.
• Reduced acquisition costs by demonstrating mechanisms for trading contractual risk against supplier mark ups and use of forward currency markets.

CONTRACTS MANAGER (1981-1984)
VOSPER THORNYCROFT (U.K.) LTD

RESPONSIBLITIES:
• Draft, negotiate and sign contracts of sale for ship control systems and ship simulators for U.K. and export markets.
• Arrange export finance and ECGD cover.
• Write sales proposals.
• Draft, negotiate and sign all major purchasing contracts, incoming software licences and Standard Conditions of purchase.
• Co-ordinate all sub-contractor quotations to ensure commercial compatibility with outgoing sales proposals; identify and advise on risk elements for pricing purposes.
• Carry out commercial assessment of vendors.
• Handle claims with suppliers.
SUCCESSES :
• Negotiated contracts for sale of ship control systems in Germany, Brazil and U.K.
• Introduced new set of standard terms and conditions of purchase.
• Settled numerous long standing disputes with suppliers.

PERSONNEL OFFICER (1979-1981)
BRITISH AEROSPACE (COMMERCIAL AIRCRAFT) LTD

RESPONSIBILITIES:
• Job Analyst.


Education

B.A.honours degree in law
MCIArb & Accredited Mediator
Member Chartered Institute of Purchasing and Supply
Member Institute of Export

Skills

Commercial, Legal, Mergers and Acquisitions, Purchasing, Exporting

Languages

English, French

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