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MBA Sales & Marketing Director (FMCG)

MBA Sales & Marketing Director (FMCG)

Work Experience

EXPERIENCE - CURRENT

2000 - Date
H. J. Heinz (Canada) Corp/Del Monte Foods Corporation

Based at the Heinz (UK) HQ in Hayes Park, I was responsible for all aspects of the corporations USD $ 12 million international pet food sales, including speciality store, grocery channels and affiliate sales. Holding a variety of senior positions, I championed and nurtured the brands through three changes of ownership via merger/acquisition and divestment. At each stage, however, I succeeded in adding value to the business by:

Growth: $2 million additional sales;
Profitability: Increased EBIT from 36% to 42%;
Penetration: Developed new markets in South America and Japan.

An overview of each position held and a summary of my commercial successes at each stage, are as follows:

2003-April 2004
Managing Director
Stichting TC International Holding

MD of a Dutch holding company established to transfer the key European brand: Techni-Cal from Del Monte Foods Corporation to the current owner, Rodi Manufacturing, in Holland.

Following the acquisition of the Techni-Cal brand from Del Monte, I was responsible for all aspects of the transfer and successfully championed the projects required to transfer a 5,000 tonne, US$ 8 million manufacturing business from Canada to new plant in Holland and successfully integrate the business unit into the new purchaser’s corporate structure.

This success was achieved in only ten months and required a wide ranging skills set including dynamic leadership, rapid team building, motivational and cross cultural skills plus high level negotiation, communication and technical expertise.

I have negotiated an additional US$ 2 million in sales for the new purchaser, by developing a strategy to transfer those global customers who previously bought other Del Monte brands over to Techni-Cal

2002-2003
Vice President International Sales (Pet Food)
Del Monte Foods Corporation

Upon acquiring the $1.8 billion pet food business from H J Heinz, Del Monte made the strategic decision to focus resources exclusively on the North American grocery market. Reporting to the Chairman in San Francisco, I had total responsibility for developing the exit strategy from the global pet food market, including the disposal of the key European brand: Techni-Cal. Additionally, I liaised closely with the Senior VP (Pet Food) in Pittsburgh, to ensure the efficient and cost effective international exit of those brands which would be continued to be sold in North America or which formed part of a larger spin-off of non grocery brands within North America.

PLANNING:

Developed strategic plan to identify suitable purchasers for the key European brand and negotiating the disposal.

Developed exit strategies for those brands, markets and countries which failed to meet the key strategic criteria of Del Monte

EXECUTION:

Negotiated USD $ 4 million sale purchase price for key brand.

Successful exit of other brands including dissolution of long term distribution contracts for zero litigation costs.

2000-2002
Category Manager (Pet Food) - Europe & Middle East
H. J. Heinz (Canada) Corp

Following a period of declining sales, I was appointed in 2000 to grow the international pet food business unit. Reporting to Senior Vice President (Pet Foods) in Pittsburgh, I had total responsibility for marketing and sales of Pet Food within Europe and the Middle East.

2001 and 2002 saw increases in sales both in volume and Dollar values of 10% and 15% respectively;

Penetrated new markets in Greece, Turkey and Portugal;

Pioneered new sales opportunities in South America and Japan;

Successfully brought new products and brands onto the market and introduced a programme of new product development, repackaging and positioning.

The H J Heinz pet food business was subsequently acquired by Del Monte.

EXPERIENCE - PREVIOUS

1997-2000
Sales & Marketing Manager
Honeybrook Farm

Successfully re-positioned a farm based company from a cottage industry, niche supplier to the largest single supplier of specialist frozen animal foods for the exotic pet trade in the UK, commanding a quality leadership position with a 40% and growing market share.

Successfully developed an international client base;
Developed new distribution technologies;
Introduced successful internet sales;
Total sales were increased by 400%.

1996-1997
Post Graduate Student - MBA
Birmingham Business School

Graded top student on a multi-national course, I specialised my DISTINCTION GRADE MBA by focusing on international marketing studies. My ‘A+' grade, final dissertation project was conducted 'in-house' with GEC Plc and involved the development of more efficient and effective customer research programmes.

1994-1996
Marketing Executive
HACK (Web Page Design), Malvern

Drawing on my familiarity with Internet technology and my interpersonal skills, this post gave me excellent experience in developing and servicing both my own and a company wide customer base

1983-1994
Officer
HM Forces

I specialised in high profile Public Information and Public Relations fields. My experience includes service in Northern Ireland, Berlin (during German unification), the Middle East, Central America and the former Soviet Bloc countries. Based in Berlin during the time of the fall of the wall, I was responsible for the organisation of Royal and Prime-ministerial visits plus the successful planning and implementation of briefings at ministerial and board level. Attained the rank of Captain.

Education

QUALIFICATIONS

Distinction Grade Masters Degree in Business Administration (MBA): Birmingham Business School, University of Birmingham;
Institute of Linguists: Interpreter grade German;
Attended Military Staff College;
Commissioned HM Forces: Royal Military Academy Sandhurst;
'A' Levels: Economics, Sociology & Russian History.

TRAINING

Crisis Management – Murray Consultants Croydon;
Cross Cultural Team Building – Transnational Management Associates;
H J Heinz Management Excellence Programme – Fielden-Cegos Ltd;
Additional Fielden-Cegos Ltd Courses:
IT for Managers
HR for Managers
Budget Planning & Preparation for Managers
Designated Health and Safety Officer Course - HSE

Skills

PERSONAL PROFILE

Extensive senior, managerial and front-line experience in sales, marketing, business development, commercial project management and public relations, gained with HJ HEINZ, Del Monte Foods and HM Forces all supported by a DISTINCTION grade MBA;

A commercially astute and self motivated leader with the commitment and determination required to identify opportunities in order to maximise revenues and set and achieve strategic objectives

Fluent German speaker with extensive global sales & marketing experience

A creative, flexible and experienced team builder who is comfortable with people, cultures and settings around the world;

In addition to fulfilling the full remit of product and brand management functions, other key national and international roles include:
Management Buy Outs (MBO
Large scale/value project management;
Product recall/Crisis management;</
New product/brand introduction and image positioning;</
Exhibition and prestige event management.

Languages

English (Native)
German (Fluent)
French (Basic)

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