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Consultant

Consultant

Work Experience

Location : Thatcham, Nr. Newbury, Berkshire.
Date of Birth : 15th March, 1952. Status : Single. (Divorced)

PROFILE

• Impressive track record through a progressive career in information technology based solution selling.

• Highly experienced business practitioner, extensively trained, with extremely well developed communicative skills.

• Significantly conversant with a comprehensive range of business processes and applications, techniques, philosophies, technologies and the provision of professional services.

• Greatly accomplished in the disciplines of self-management and general management.


CAREER HISTORY

April’02 – Present: CONSULTING LIMITED
Principal

Providers of project based sales and sales process consultancy.

Responsibilities: Retained by a market leading author and vendor of asset finance based software solutions to implement a strategy to improve brand recognition, and generate new business opportunities in the application areas of sales process automation (wireless/PDA based) and back office business process management / workflow / CRM.
In addition, advising, researching and recommending in areas of corporate and product acquisition.

Notable Achievements:

• Generated and qualified prestigious new business leads and opportunities.
• Developed third party consultancy relationships and collaborations.
• Positively influenced corporate strategy in order to minimise commercial risk and maximise sales opportunity.


Sept’98 –March’02: INTERNATIONAL DECISION SYSTEMS (IDS)
European Business Development Manager

Authors and vendors of asset finance based solutions fulfilling the requirements of wholesale funding, lease and loan management, and provided on both an ASP and in house basis.

Responsibilities:
A new business sales responsibility, to sell the CreditLine range of products (wholesale/distribution/installment management) within the ‘Blue Chip’ banking and finance sector. In addition, to expand and develop the base business through profitable growth, via the provision of software development, training and professional services. Business unit recurrent annual revenues £1.8M

Notable Achievements:
• Significant new business win with Bank of Scotland (Capital Bank). £423+K
• Negotiated retention and development of BMW Financial Services. £500+K
• Negotiated retention of Ford Credit Europe, SDS (Mitsubishi), G.E. Capital, Fiat Auto Financial Services. £600+K
• Achieved significant account development within Lloyds TSB, Nissan, Lombard and Ulster.


Mch‘96 –June’98: SSA (Acclaim)
Account Manager

Authors and vendors of E.R.P. software solutions to the corporate manufacturing sector.

Responsibilities:
To sell BPCS (Business Planning & Control System) applications software, workflow solutions, AS400 hardware, professional services, consultancy and training.

Notable Achievements:
• Major AS400 hardware, associated software, and professional services win, at Adwest Group plc. (£1.7 m )
• Established software migration partnership with KPMG.
• Initiated workflow project with Novartis.
• Significant AS400 hardware and services wins with T.T. Group.
• Professional Services win (YR 2000 migration) with Grundig plc.
• Achieved significant over quota performance.


Jul ’95 - Jan’96: GREYCON LTD
European Sales and Marketing Manager

Developers and Vendors of Finite Scheduling and Capacity Planning Software.

Responsibilities:
To establish reseller, end user and 3rd party sales and marketing opportunities within the UK and International Sectors. Launch of Windows-based S~Plan 4 at CIM `95. Design and implement new marketing collateral.

Notable Achievements:
• Won re-seller agreement worldwide with JBA.
• Gained board commitment for multi-site agreement with Caparo Group.
• Established relationship with KPMG and Coopers & Lybrand for lead generation.
• Annual Quota £ 400k (net).



Dec ‘92 - Jun ‘95: SALFORD SOFTWARE SERVICE ( 3-S )
Business Development Manager

Vendors of Decision Support Software and Systems Integration Products.

Responsibilities:
To sell and market software product, training and consultancy through end-user and reseller channels, within Commercial, Local Authority and Healthcare environments. To manage Tele-sales, pre and post-sales support.

Notable Achievements:
Prospect conversion to sale included the following:
• Royal Insurance
• Slough Borough Council
• Manchester Regional Hospitals
• Initial License and services: £ 160k
• Additional product and Services: £ 330k
• Annual Quota: £ 350k


Apr ‘87 - Jun ‘92 : MCDONNELL DOUGLAS
Senior Account Manager

Hardware and Software Solution Providers

Responsibilities:
Sale of Computer Integrated Manufacturing, commercial and system communication and integration solutions, within the major accounts operation.

Notable Achievements:
• Pilkington Group £350k
• Nacanco £450k
• Kewill plc- £150k
• 199l- ranking within Top Ten performers nationally- achievement of quota of £600k pa revenue.


Apr ‘86 - Mar ‘87: ACKSUS COMPUTER SERVICES LTD
Sales Director Designate

IBM 36/38 Agent Resellers

Responsibilities:
The establishment of the Manchester Branch operation, with specific responsibility for new-name business within manufacturing and commercial sectors.

Notable Achievements:
• 3 x IBM 36 Turnkey installations
• Hepworth Group 5 x IBM 38\'s
• Total revenues against contract of: £ 2.7m


Feb ‘81 - Mar ‘86: DATAPOINT (UK ) LTD
Sales Executive

Manufacturer and distributor of computer hardware, software and telecommunications solutions.

Responsibilities:
Sale of turnkey business solutions to Ford main dealers in collaboration with Kalamazoo plc.

Notable Achievements:
• Annual over quota performance with notably the prestigious President\'s Club Award\' in 84-\'85.
• New names in the period include:
• Quick Group plc
• Bramall Group plc
• Crystal Group plc
• 1985 achievement £l.9m against a target of £l.lm


Sept ’78 - Jan ‘81: CDC Data Services
Sales Executive

Responsibilities:
Sell a range of commercial bureau products to new name and existing accounts. Services being payroll and accounting suites ran on batch and on-line basis.

Notable Achievements:
• Sun Alliance New name
• Burma Oil existing user
• Payroll services existing users


Jun ‘72 - Aug ‘78: ICL DATA SERVICES, Lusaka, Zambia
Bureau Manager.

Responsibilities:
Expand and develop bureau business to promote the sale of ICL Mainframe product.

Notable Achievements:
• Securicor Payroll
• Agricultural Marketing Board – Time
• Bank of Zambia-Payroll
• Chynama Cement-Accounting
• Turnover : £350k pa

Prior to the appointment with ICL DATA SERVICES, working within BARIC as a Systems Analyst in pre and post-sales support, promoted from mainframe operations.


FORMALISED SALES TRAINING:

In addition to in-house training and product specific courses, the following external training is pertinent:

• Basic Management Training - ICL Beaumont
• Sales & Account Management - SMM
• Strategic Selling into Major Accounts - Dermot Bradley.
• Uncovering Customer Needs - IBM
( Huthwaite \"SPIN\" and the \"Inner Game\").
• Strategic Selling - Miller/Heiman.
• Proposal Preparation, Management Summaries - IBM.
and Presentation”


Education

'O' Level

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