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Business Development, Sales and Marketing

Business Development, Sales and Marketing

Work Experience

Consultant, QMS International plc., Norwich April - May 2002

Retained to plan exit strategy for current owners of 3rd ranking UK ISO 9001 accreditation agency


Interim Managing Director, Askbarcode Ltd., Norwich (3 months) Jan – April 2002

Created pre-investment strategy and initial business plan to obtain start-up funding (£1M) for Web-based consumer investment service.


Interim Managing Director, Medichain Ltd., London (5 months) May – Oct 2001

Created business development, sales and marketing strategy for the UK sale of Canadian originated Electronic Medicines Prescribing and Administration Software suite into UK national Health Service. Planned and initiated £5M investment drive to fund future business.


Commercial Director, Bloor Research Ltd (6 months) August 2000 – May 2001
IT Analyst and Research Business

Developed and initiated a three year programme to develop Bloor’s business internationally, targeted at doubling turnover annually for a minimum of three years from base of £1.4M. Projects include introducing internal CRM system, Website strategy, international reseller programme, relationship creation with merchant banks and development capital sources.

Software Sales and Marketing, Safix Ltd, Birmingham (5 months) Mar - July 2000

Contracted to create start-up sales and European marketing plan for 3i funded new business continuity software world-wide. Developed strategy for initial channel sales as well as planning future Web-based international sales

International Sales Development Consultant (6 months) Sept 1999 – Feb 2000

Created three year export strategies for two UK defence sector manufacturing companies making titanium forgings and power inverters and associated control gear respectively. Both companies have put my plans into operation with one client sourcing more than £2m of new business in the first 9 months.



PREVIOUS FULL TIME

Managing Director, Urochem Ltd, Glasgow. (Full Time) 1990 - 1999

Chemical dosing pump manufacturers & distributors. Established and supervised sales and marketing development through a network of independent agents and wholly-owned subsidiary companies in Europe and North America. Grew the business from nothing to a turnover of £6m in 8 years culminating in a successful sale to new owners.

Sales Director, Futurail / Polymark Futurail Ltd. (Full Time) 1984 - 1990

Direction of all aspects of the company\'s sales of overhead conveyors and marketing policies in throughout Europe, Middle and Far East and America. Created a network of 40 main agencies world-wide, turning over £4.5m.

Lecturer/Principal Lecturer 1972 - 1984

Teaching, & admin roles at University of California, Birmingham and North Staffs Polytechnics.



Education

EDUCATION

1971 PhD University of California
1966 - 9 University of Sussex, BA (Hons) 1st
1961 - 6 Fettes College, Edinburgh, 11 O Levels, 3 A Levels


Skills

A experienced business man with extensive knowledge of general company management as well as UK and international sales and business development. Fully IT literate. Educated to post-graduate level, language skilled (French, German and Italian as well as English,) positive and energetic, has achieved significant success in international capital sales development, team building and leadership. Skilled change planning and management. An excellent communicator, has proven ability to carry the analysis and planning of innovative and complex business strategies to successful conclusions.

Languages

English French (fluent), Italian, German (competant)

Other

SOME ACHIEVEMENTS

· Created and implemented sales and marketing plan for European market launch of new Business Continuity Software for Safix Ltd on behalf of 3i Venture Capital.

· Outline planning of 3 year fast development exit strategy (£4M-£12M T/O) for owners of QMS International

· Planning, establishment and management of UK production and world-wide, sales and distribution organisation of fluid handling equipment and associated electronic control gear for Belgian principals. Established sales and distribution network of 26 agencies in 41 countries in Europe and the rest of the world. Grew the business from nothing to a turnover of £6m in 8 years culminating in a successful sale to new owners.

· Increased sales in turnover of Futurail Ltd from £50k to more than £5.5m (1990) with world-wide export increase from 30% to 85%. Established an overseas network of 40 agencies including a fully independent subsidiary in North America.

· Planned a long-term relationship building strategy for Futurail Ltd leading to successful penetration of the Italian market. Ultimately Italy became their biggest individual export market turning over more than £750k p.a. (1990).

· Created (2000) a five year export development plan for a client company in the Midlands, manufacturers of specialist titanium forgings. The company turned over more than £2m of new exports in the first 9 months.

· Decided to invest significant amounts of time and money to pitch for and win a contract for equipment for the Moscow Olympic Games Village. As a direct result established a burgeoning market throughout the then Eastern block of Europe.

· Succeeded (2001) in planning a development strategy for Medichain Ltd that would allow the company to prosper in the most bureaucratic and potentially frustrating market in the UK – the NHS. Product has subseqently become the market leader in the field of electronic medicines prescribing in hospitals.



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