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Sales & Marketing Professional

Sales & Marketing Professional

Work Experience

Ufi/LEARNDIRECT: Interim Sales Director June to December 2010:
World leading innovator of e-learning & employability services. Providing engagement /learning/qualifications to 130,000 learners pa using 300 providers. UK ICT infrastructure and online curriculum with local support. £150m t/o.

- Turned large sales department into a team with a purpose, a vision, a direction and a belief that they will win!
- Created new Sales Plan, developed from overall Business Plan that will deliver diversification, growth & profit
- Started to win new business and delivered over 85% of bid/quote targets in 4 months of new financial year
- Reviewed and restructured new department after 3 months, increasing motivation, performance and focus
- Led team delivering massive diversification, engaging with c 20 key Primes for future growth in the Work Programme
- New markets attacked included NEET and NOMS. DCEO Pablo Lloyd described Paul as ‘a true inspiration’

DELOITTE: Oct 09 to June 10: D100 project - Management, sales and marketing development leadership work with several SMEs and Yorkshire Charities. Worked with business owners. Action Plans laid down for each.

REMPLOY LIMITED: Interim Business Manager (GM/ Director Level) June 09 to Sept 09
UK’s largest employer of disabled staff, 75 sites, 5000 staff and t/o £170m. 14 business streams. Assignment for Furniture Division, £20m t/o, making fitted /loose furniture for education markets supplying the BSF/PCP programmes.

- Led the Furniture Division including Sales, Marketing, Commercial and Business Development activity.
- Improved poor sales performers by up to 40% thro proven motivation techniques and instilled sustainable change.
- Implemented a new 5 year plan/strategy and laid down plans to take up to 20% of cost out of business.
- Drove many new and improved BSF bids forward. Enquiries increased to record levels. Turn-round reduced.
- Improved the performance of a new initiative to employ commissioned agents, achieved up to 50% increase.
- Changed and improved payments systems, tactics, communications & territories.
- Worked with all key players: Skanska, BAM, Carillion, Balfour Beatty, Bouygues & Bovis on the BSF programme.
REMPLOY LIMITED: Interim Sales Manager (Director Level) September 08 to May 09
Led Sales and Business Development activity of Building Products, major product group with 2 factories manufacturing PVCu Windows & Doors, serving the Social Housing Sector.100,000 windows produced annually.

- Turned around sales of the business and rapidly established a completely new sales team
- Re established relationships with all Main Contractors in the sector (via visits, presentations, entertaining etc.)
- This led to new enquiries now being received from all, including Connaught, Bullock Wates etc plus architects.
- Implemented system to attract and handle a massive increase in PQQ’s and ITT’s. 57% increase experienced.
- A quality pipeline of over £12m of new work was established in record time.
- A new 5 year Business Plan was devised and strategy reviewed, re-written and implemented.
- Established new products to sell into Schools. Wrote business plan for these new products – target £3m pa Y1.
- Successfully implemented Salesforce.com CRM system and led team that revamped the website and co literature.

BEMROSEBOOTH LIMITED: Interim Business Development Director Jan to July 2008
Security printing Co. in key sectors: Secure Mail/Financial Mail, Retail/consumer, Government &Telecomms, Car Parking, Mass Transit/Rail and Secure Logistics/RFID. Sales £60m. Leader in several, printing billions of units pa.

- Led team with 75 staff overall. Reorganised the whole section, took cost out by reducing staff numbers by 10%.
- Implemented actions to make the Sales/CS function more motivated, proactive, efficient and strategically focussed.
- Led during a difficult sale process and achieving a long list of 52 Key Tasks including Sales/cs Team transformation.
- Reviewed sales & commercial strategies of all sectors, Introduced Gaming strategy on Car Parking worth c £10m pa
- Turned around advertising performance, tightened contracts with car park clients, resolved certain customer issues.
- Tightened up commercials, implemented price increases, won new contracts, introduced procedures to reduce debt.
- Improved and modified pipeline system, designed new dashboard system, implemented new incentive scheme.
- Worked with two key Directors reporting to me, tightened up relations with operations to improve SLA performance.
- Clients: M&S, Argos, WH Smith, Vodafone, MBNA, Capital One, Lloyds TSB, Nat. Express, NCP, Royal Mail, DHL.

DAVYMARKHAM LIMITED: Interim Sales Director March 2007 to Dec 2007
Award winning designer, manufacturer & assembler of complex heavy engineered projects, within the steel/metals production, mining, tunnelling, civil/construction, nuclear, oil & gas, power generation, water, defence, aero industries.

- Restructured sales and estimating sections and reviewed commercial/costing/pricing activity/strategy.
- Turned strategy around, dropped certain sectors. Turned around a de-motivated team and re-energising them all.
- Implemented pipeline management/PQQ systems to win more new business. Order book went to record levels.
- Set up strategic alliance with Board at AMEC, to exploit nuclear sector. Civil Infrastructure/ Defence also opened up.
- Key clients included, Corus, Siemens, Sheffield Forgemasters, Rolls Royce, Inco, Robbins, UKAEA and Novelis etc

BOLGER ENGINEERING LIMITED: Interim Sales and Marketing Director March 2007 to July 2008
TS16949/ISO9000 accredited metal pressings & assemblies to power gen., electronics and construction markets.

Led business development and growth of the company’s products in the UK. Brought major business to the company with BAe and established multi million pound pipeline of potential new clients.

JARVIS JOHNSON LIMITED: Interim Sales Director & consultant Nov 2006 to Feb 2007
Food/ Drink recruiter for Cadbury’s, Nestle, Birds Eye, Del Monte, Somerfield, Kerry, Bakkavor, Greencore etc.

Turnaround assignment. Re motivated the whole team. Set up points based incentive scheme & innovative marketing initiatives to grow the business. Achieved significant sales growth, record profits and won several National Awards.

CLARCOR UK LIMITED: Interim General Sales Manager May 2006 to Oct 2006
Part of global filtration group ($1bn t/o), t/o c£12m pa, Supplying demanding sectors in auto and power generation.

Implemented review of and changes to Sales Commercial and Marketing leading to a reinvigorated and focussed strategy for next 4 years to turn the business around and grow sales/profits by 15% pa. Customers: CAT, CNH, JCB, Cullum, Siemens.

MG SANDERS LIMITED: Interim Sales Manager & Coach Nov 2005 to Mar 2006
UK market leader in Tungsten prods for Nuclear, Defence, Medical Equipment Power Generation and Formula One.

Worked with the MD on a new sales and marketing strategy, and pipeline system to grow business 15% and coached several members of the management team including the Business Development Manager to achieve peak performance.



DUNLOP HIFLEX GROUP: Interim Sales and Marketing Director Dec 2004 to October 2005
Leading designer and mfr of hose/ manipulated tube assys for the automotive, agri, power generation & construction

- Won/ Project Managed new business from global Power Gen player Perkins and Chinese car maker worth £2 m pa.
- Won £1.5 million pa programme of business from world leading agricultural equipment manufacturer CNH.
- Introduced changes to commercial side and pipeline management + bidding/enquiries, increasing hit rate by 10%.
- Increased all prices by c6% in extremely difficult circumstances. Led major negotiations around Europe.

STAFFORDSHIRE GARDEN FURNITURE LTD : Int Sales & Marketing Director (Dep MD) Apl 2004 - Oct 2004
Leading designer / maker of softwood furniture and garden buildings, retailing direct to the consumer . T/o £20m.

- Disaster Recovery & transformation of 100 strong team. Focussed and motivated them to achieve maximum results.
- Won record sales figures of over £1m in 1 week, won national award. Re branded all products, & 20+ new products.
- Brought Sales and Customer Services together to establish major increase in efficiency of up to 40%.
- Totally reorganised the team and its operation, reducing management numbers and costs by 50%.

EXPAMET INTERNATIONAL Plc: Interim Sales and Marketing Director 2001 to 2003
Major Building Prods/Engineering Group, t/o c £160m. Working for Expanded Metal Co Ltd. Maker of expanded metal mesh for automotive, consumer, building/construction, rail, agriculture, acoustics, furniture, security and leisure mkts.

- Developed pipeline of over £12m of new opportunities, increased market share by 6%, beat budgets by 9-10% pa
- Project managed setting up of marketing department, won two major £m plus markets, chemicals and architectural.
- Latter included the creation and roll out of CPD strategies into architects & specifiers.
- Redesigned all bidding quotations negotiations and reporting procedures, improving hit rates by 22%.

UEF AUTOMOTIVE GROUP LTD: Interim General Sales/Marketing Project Manager 1999 to 2000 Ex British Steel/GKN Forgings, incl Garringtons Bromsgrove, Smethwick Drop Forgings Kidderminster & Shardlows

Developed non-core sales prospect pipeline worth £5.2million pa - Home and Export. Implemented new professional commercial bidding/quotations and negotiations package, which helped win major £2.0m pa contract with Daewoo.

Education

Education and Professional Associations:

2009 CMgr – Chartered Manager – recently awarded. Less than 1000 in the world!
2001 MBA - Master of Business Administration - University of Hull
1984 DMS - Diploma in Management Studies - Won best student prize
1982 HNC+ONC in Business Studies
1978 HNC+ONC in Mechanical Engineering – top three student
1974 Don Valley High School: 8 O Levels
Personal Details: Married with one son at University of Manchester. Interests: Keeping fit, Photography, Art, Theatre, and Travel. Young Enterprise Organisation - Awarded National Gold Award for outstanding service. Languages: Basic French, basic German. Mentor for local SME’s for Deloitte/DMBC. Motivational Map Practitioner.

Fellow of the Chartered Management Institute. President of local Branch. CPD Champion. Chairman 1990 to 2000, & 2002 - 2003. Increased attendances by over 250%. 800 local members in total. Now Chartered Status.

References are readily available, and can be arranged to suit. All clients will provide verbal references.

Skills

AN INTERNATIONAL INTERIM SALES & MARKETING DIRECTOR, a people person with an MBA and Chartered status, with valuable flexibility across the customer facing side of business, including commercial and project experience and an impressive record of profitably building businesses across many sectors. Expertise in manufacturing, retail and service sectors, within Automotive, Building Products, Textiles, Printing, Electronics, Furniture, Aerospace, Security, Mining and Engineering sectors. Operating effectively within major/existing account and new business development environments in B2B and B2C, Public & Private. Proven track record of smashing targets and objectives by driving through challenging projects, programme management, change management, BPR and structural improvements. Extremely skilled at leadership, inspiring, mentoring, motivating, continuous improvement and developing people, driving sales and business development teams to maximum performance individually and as a unit. Growing sustainable and fruitful p/ships with customers. Now a Motivational Mapping Practitioner driving up motivation levels.

Headlines:

Turned around a building products company working within social housing construction sector, rebuilding sales team, relations with key clients Connaught Bullock and Wates etc and filling sales pipeline with record amount from scratch.

Transformed large Sales & Marketing function at £60m printing services co., implemented new strategies, stabilised
existing business, entered new markets and streamlined the team ready for company sale.

Led the drive to introduce new clients into traditional engineering business leading to record sales figures within 9
months & major new customers/partners (incl AMEC) within the nuclear sector.

Set up high achieving Sales and Marketing function in automotive sector, £40m pa t/over. Won 6 new major
accounts including Ford Motor Company .

Project Managed turnaround of market leading furniture company, leading to record sales of £1m in one week and lowest costs ever through major reorganisation and reduction in people.

Led Project to set up Sales, Marketing and Commercial function of a £115m company in the automotive components sector. Built world class team, some of which now lead other major organisations.

Turned around ailing textile company and regained market leader status and massively increased sales and profits.

Established Sales and Marketing function within a major new electronics services business. Helped grow the
business by 20% pa and won multi £million contracts with household name customers including Panasonic & Grundig.



Languages

English, plus basic French & German

Other

Now a Chartered Manager - very rare in the UK

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