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Strategy and Business Development

Work Experience

Dec 2001 to Date Tesco plcBusiness Development – Fixed & Mobile Telecommunications Products

Tesco plc had been interested in launching their own telecommunications products for several years through creating a joint venture with a current market-leading Fixed-Line and/or Mobile provider. There had been no previous success although one deal had been agreed but then failed.

Formed part of a two-person team tasked with the responsibility of delivering at least one commercially viable deal for the Tesco Board’s approval.

Fixed Line Product:

Responsibilities included:
· Reviewing existing progress with a potential carrier partner
· Recommending alternative strategies and partners
· Creation of business plan and model
· Introduction of new partners and creation of a basis for deal negotiation

Achievements:
· Delivered a new partnership strategy with Cable & Wireless, originally based on a joint venture with an incremental cost basis for the provision of shareholder services
· Realised greater gains were to be had for Tesco through an arms-length commercial relationship, capitalising on the incremental costs exposed by the carrier partner
· Articulated and delivered deal negotiation framework and high level contractual terms which was used as a basis for fixed line carrier negotiations
· Created and sold the business plan to both Tesco plc Board and to Cable & Wireless Board
· Completed negotiations and signed agreement to launch product

Mobile Product:

Responsibilities included:
· Articulation of a mobile strategy including partnership options, business structure, service portfolio and product roadmap
· Creation of a mobile business plan and model in-line with strategy
· Creation of a proactive deal framework for presentation to carrier partners
· Achieved agreement to integrate the fixed line business into the mobile business and to offer fixed-mobile converged services
· Set out a business plan for the introduction of WLR, broadband internet and content services

Achievements:
· Created and delivered to Tesco a mobile business strategy and tactical options
· Defined a Tesco mobile value added service portfolio that would be unique to the Tesco brand and market-leading in the mobile data space
· Defined benefits of a mobile business to Tesco beyond the returns from the mobile service
· Introduced Tesco and its aspirations for a win-win relation to the CEO\'s and Management teams of T-Mobile, Deutsche Telekom, O2, Orange, and H3G
· Created a detailed business plan and model that supported negotiations of key terms
· Secured an incremental cost basis deal for the use of network airtime and related services the effective rate providing the most attractive cost base for any operator on a global basis providing an incremental revenue stream of £120million
· Secured 100% of inbound revenues worth £150million
· Negated capital costs of £39million now born by the carrier partner
· Delivered an agreed business plan with the carrier partner;
· Delivered an agreed heads of terms with the carrier partner

Jan 2001 to Nov 2001 OmniSky InternationalDirector of Business Development

· Responsible for managing all aspects of commercial and operational development
· Appointed to lead the formulation of a company strategy for day-to-day business
· Carried out financial and business analysis of all proposed initiatives and activities
· Delivered business advice, recommendations and guidance for international strategy
· Leadership and development of a highly motivated professional team of 4 staff
· Led negotiations for the setting up of joint ventures in line with business strategy
· Established partnerships with major corporate players to improve services
· Identified potential and appropriate business partners and lucrative opportunities
· Developed & maintained excellent working relationships with major partners
· Created full reports and presentations on opportunities to deliver to the board
· Planned and delivered a carrier strategy to improve service availability

Jan 1999 to Dec 2000 MotorolaHead of Business Development

· Appointed to manage a portfolio of joint ventures at various stages of development
· Oversaw joint ventures in various areas of the EMEA region totalling of $1743m
· Recruitment, training and leadership of a small team of 5 staff across the region
· Planned & created a structures business planning & development environment
· Created a new regional strategy for iDEN & secured corporate approval for execution
· Led negotiations to establish funding for iDEN based project ventures in EMEA
· Controlled the implementation of the iDEN strategy across the EMEA region
· Managed a major outsourced market analysis project on behalf of a key client

Dec 1995 to Dec 1998 EnergisManager of Strategy & Business Development

· Responsible for the creation & implementation of business improvement projects
· Appointed to establish a new strategy and business development department
· Planned, created and presented a 10 year business plan for the company
· Co-wrote the prospectus for the IPO on the London & New York stock exchange
· Presented an access strategy to the board gaining approval for expenditure of £350m
· Successfully managed and led major international business development activities
· Co-ordinated & monitored the acquisition of an UMTS 3rd generation mobile licence
· Managed the formulation & delivery if the company internet and intranet strategy
· Oversaw the JV between Energis, Deutchse Telecom and France Telecom
· JV for broadband added £350m to public stock within 24hours of announcement


Previous roles and Training Programmes:

· Business Manager – Department of Trade & Industry
· Programme Manager – Ministry of Defence
· Post Graduate Training Programme – Ministry of Defence
· Production Control – Special Signals Unit, Royal Air Force
· Design Draughtsman – Special Signals Unit, Royal Air Force
· Apprenticeship – Special Signals Unit, Royal Air Force

Computer Skills:

MS Windows, Word, Excel, Outlook & Explorer

Education

B eng hons
MBA

Skills

Strategy Creation and Articulation
Business Development
Business creation
Strategic partner creation
business modelling
deal creation and negotiation
business launch
Team leadership and management
Board level presenetation and appprovals

Languages

English

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