• Success

    In B2B, IT & Telecoms Markets in UK & Europe.

  • Consistent Financial Target Achievement

    Achieved Revenue, Margin and Market Share Growth Targets.

  • Sucessful Team Creation & Improvement

    Created and managed teams up to 300 people.

  • Sucessful New Market Entry

    Early & Mainstream Market Segments.

  • Sucessful in Varied Environments

    Varied by geography, company maturity and size.

  • Successful Winning New Major Accounts.

    Financial, Government, Commercial and Telecom sectors. Value up to £20M.

Case Histories

Company

  • Role: Business Development Director
  • Geography:  UK
  • Products: Software Services and Software Systems

Deliverables

  • Revenues: £250M
  • Growth: 21%
  • Team Size Created/Managed:  15 
  • New Accounts: £100k-£20M
  • Customer Sector Managed: Major Banks, Government Departments, Commercial, Retail, Telecoms Organisations

Business Solutions

  • Created New Market Entry Strategy :  Software Services to Mainstream Business Market
  • Developed Sales Team:  New Sales Process, Sales Management System, Sales Tools & Sales Training.  Leverage Central Sales Team
  • Won New Accounts:  Software Products and Services to major Finance, Government, Retail & Commercial organisations

Company

  • Role: Sales & Marketing Director
  • Geography:   Republic of Ireland
  • Products: Next Generation Telecom Services

Deliverables

  • Revenues: €10M
  • Growth: 25%
  • Team Size Created/Managed:  30 
  • New Accounts: €100K - €5M
  • Customer Sector Managed: Major Banks, Government Departments, Commercial, Retail, Telecoms Organisations
  • Business Development:  Achieved company re-financing

Business Solutions

  • Created New Market Entry Strategy:  Enter Mainstream Business Market: 
  • Created New Sales Team:  Hire new Team, New Sales Process, Management System, New Sales Automation (Salesforce.Com), Tools & Training,
  • Won New Major Accounts:  & Created Positive References

Company

  • Role: Sales Director, Southern Region
  • Geography:   UK
  • Products:  Telecom Services (Data Networking, Internet, Telephony, Building Infrastructure services)

Deliverables

  • Revenues: £105M
  • Growth: 15%
  • Team Size Created/Managed:  100 
  • New Accounts: £100K - £20M
  • Customer Sector Managed: Major Banks, Government Departments, Commercial, Retail, Telecoms Organisations
  • Business Development Achieved growth and restructure prior to merger between ntl & telewest to form Virgin Media.

Business Solutions

  • Developed Sales Strategy:  Turnaround declining sales and deliver growth
  • Developed Sales Team:   Restructure sales team, New Sales Process, Management System, Tools & Training, Integrated Marketing, Value Propositions created and presented
  • Won New Major Accounts:   Led product development to remedy value problems. Created Positive References

Company

  • Role: Managing Director, Western Europe
  • Geography:   Western Europe
  • Products: Telecom Services (Data Networking, Internet, Telephony,)

Deliverables

  • Revenues: €58M
  • Growth: 15%
  • Team Size Created/Managed:  300 
  • New Accounts: €150K - €10M
  • Customer Sector Managed: Large Local Government, Commercial Organizations, Central Government, Telecoms and Retail.
  • Business Development:  Led project to achieve extensive company restructuring in Phase 2 of company development following dotcom crash. Achieved financing through IPO.

Business Solutions

  • Created Strategy for New Market Entry:  Early & Mainstream Market entry by product by territory. Overcame hurdles including hiring staff, setting up offices, launching the company & launching products,.
  • Created New High Performance Sales Team:  Hired quality salespeople. Created sales process, sales management system, sales automation and integrated marketing.
  • Won New Accounts:  Telecom services multi-year contracts to Large Local Government, Commercial Organizations, Central Government, Telecoms and Retail.

Company

  • Role: Managing Director, Western Europe
  • Geography:   Western Europe
  • Products:  International Telephony and Data Networking Services.

Deliverables

  • Revenues: €34M
  • Growth: 70%
  • Team Size Created/Managed:  25 
  • New Accounts: €150K - €4M
  • Customer Sector Managed: Telecom Companies. Major International Commercial Organisations.
  • Business Development:  Achieved sale of company to UPC

Business Solutions

  • Created New Market Entry Strategy:  Early & Mainstream Market entry by product by territory. Overcame hurdles including hiring staff, setting up offices, launching the company & launching products.
  • Created New High Performance Sales Team:  Hired quality salespeople. Created sales process, sales management system, sales automation and integrated marketing.
  • Won New Accounts:  Telecom services multi-year contracts to Large International Telecoms, Finance companies

Company

  • Role: Managing Director, France, Sweden & Finland. Board member of RSLcom Europe.
  • Geography:   Western Europe
  • Products:  Voice Telephony & VOIP services.

Deliverables

  • Revenues: $48M
  • Growth: 45%
  • Team Size Created/Managed:  150 
  • New Accounts: $150K - $5M
  • Customer Sector Managed: Medium-Large Businesses, Telecom companies.
  • Business Development:  Integrated Acquisitions. Achieved financing through IPO.

Business Solutions

  • Created New Market Entry Strategy:  Early & Mainstream Market entry by product by territory. Overcame hurdles including securing investment, obtaining licences, hiring staff, setting up offices, launching the company & launching products.
  • Created New High Performance Sales Team:  Hired quality salespeople. Created sales process, sales management system, sales automation and integrated marketing.
  • Won New Accounts:  Telecom services multi-year contracts to Medium-Large Businesses.

Company

  • Role: Sales & Marketing Director Northern Europe. (Managing Director, France).
  • Geography:   Northern Europe (&  France)
  • Products:  Initially Global Data Services and the International Voice services as the market de-regulated

Deliverables

  • Revenues: $69M (& $20M)
  • Growth:  95%  (& 25%)
  • Team Size Created/Managed:  30 (& 25)
  • New Accounts: $150K - $5M
  • Customer Sectors Managed: Finance, Publishing, Manufacturing and Large Telecom Organisations
  • Business Development:  Managed the split and sale of Sprint France to France Telecom (Data Services) and RSLcom (Voice Telephony). Maintained staff motivation and achieved financial targets during process.

Business Solutions

  • Created New Market Entry Strategy :  Early & Mainstream Market entry by product by territory. Overcame hurdles including securing investment, obtaining licences, hiring staff, setting up offices, launching the company & launching products.
  • Created New High Performance Sales Team:  Hired quality salespeople. Created sales process, sales management system, sales automation and integrated marketing.
  • Won New Accounts:  Telecom services multi-year contracts to Large Businesses.