General Manager, marketeer, sales developer, adviser and coach.

Worked with B2B and B2C, engineering, technical sales, volume direct, and professional services organisations. Marketing business from major plc’s to sme’s and partnerships.

• Business Development, achieving step change in business development from untargeted and ad hoc contact, to targeted and focussed sales development. £1million income targets achieved.
• Coaching, mentoring and performance appraisal of delivery teams to achieve organisational performance.
• Created service level agreements at FTSE enterprise level for projects with client revenue streams >£1million.
• Creating customer contact and relationship programme and tracking methodology.
• Developing marketing collateral and business base to position a launch of a national brand.
• Developed strategy and executed contact to the Human Resource Directors, and Finance Directors of FTSE 250 organisations, and European operating businesses.
• Sold propositions to both FTSE and medium sized enterprise sectors for services and consultancy.
• Worked with Institute of Directors to achieve opportunities for high profile coverage.
• Evaluation of sales staffing needs and setting performance targeting – balanced scorecard and KPI’s.
• Staff involvement programme and annual conference for top uk plc bank.



Reduced ineffective spend by 40% with no down side on market share or awareness.
Budget responsibilities up to £1million spend.
Recruited and developed new client management team — sales, service, production, finance and IT.
Identified, negotiated, and delivered strategic and tactical alliances with values in excess of £1million. Sales to FTSE main board level, operating direct to end-users and via third parties.
Direct, Intermediary, B2B and B2C experience.
Developed Customer Relationship Management programmes using new technologies and Internet, not just software based.
Championed change management programmes moving from untargeted client delivery to targeting based on sales and business income.
Developed affinity relationships for volume direct inbound and outbound telephone call centre.
Multi site experience including the creation of business winning collateral.
Management of wide ranging project teams, professional, engineering, and technical.

Much of my experience involves opening up new market areas.


Actioneering / Queens Square Associates Ltd Consultant / Adviser 2002 to date
Business Area: Direct performance consultancy in sales and marketing. Incorporating business development and coaching at operational and management level.
Multi project experience including:
Apana / Solution Pressings & Fabrications Manufacture, Sales & Marketing. Oct 2006 to date
• Worked with five strong board of directors to turn around a failing company. Refocused sales and structures and created new finance arrangements. Re-secured £1.5 million contract with key tier one automotive company. Redrafted business case for overdraft and presented to the bank securing additional £50k facility. Designed and implemented website. Implementing ERP production control system.
Moving Edge General Manager 2006
• Ran the company whilst owner reviewed their options for possible sale of business. Rationalised direct outbound and inbound call centre and the sales structures, including redundancies. Supplier procurement specification and enhancement of buying criteria. Negotiated a substantial reduction in US agent costs and service level enhancement.
Oxford NHS Learning Disability Trust 2005 - 2006
• Assist with the identification of business models to create a new operation within the matrix of NHS but outside the immediate control of Oxford PCT. Hosted a number of workshops and information gathering exercises and both with main board and all stakeholders.
Advance Peripheral Systems. General Manager. 2004
• A £4 million t/o security and maintenance VAR / systems integrator business. The project was to work with the owner to re-orientate the business and launch a new part of the business into a technological evolution of the security market, delivery via Internet Protocol systems. Reviewed and rewrote business plan, took proposal to the bank to continue funding support. Facilitated a strategic venture with Bosch. Defined need and developed KPI’s and performance measures. Developed and launched an internet enabled client project area, including e-shop. Recruitment and developing a direct sales team including their management. Management and mentoring of a wide ranging skills base.
Enabling Visions Business Development 2002 / 3
• People / Team Strategic Consultancy. Set up the business development function and created strategic partnerships with organisations offering access to senior managers in PLC’s. Achieved this with IOD, and direct sales contact.

Other Projects:
Included in my experience is work with Regional Director SW of British Red Cross to prepare paper on what are the compelling reasons for people to use and recognise the services of the UK local regions. This paper eventually went to the Board of Directors of the Red Cross in London.


Employed Career:

KPMG National Marketing Manager – SME Business 2000 to Jan 2002

All product and service responsibility for marketing and budget of this business area within KPMG. Business development enhancement of the 5 sales managers.
Reporting to the Sales Director and Senior Partner. Target market – £2 million to £250 million. Sub FTSE 350 businesses.
• A specific remit to change a disparate offer and make it relevant to the market audience.
• Engage in a change process from untargeted to strategic marketing.
• Assisting and developing greater targeting and information of the 5 sales managers covering the UK.
• Strategic alliances with DTI in the sponsorship of Sunday Times Enterprise Network.
• Areas of management control include marketing strategy, communications, PR, Advertising, Sponsorship, and CRM strategy.


Business Link - Gloucestershire Business Adviser 1999 – 2000

A business advisory service. Responsible for identifying and assisting businesses with between 5 and 200 persons to achieve growth.
• Working with CEO’s and owners of SME businesses to achieve business plans / project requirements.
• Knowledge of EU grant and government bidding strategies and execution.
• Generation of fee income from provision of advice, training, services and project management
• Understanding growth factors constraining businesses i.e. e-commerce, finance, marketing, sales, production.
• Communicate strategies on government assistance for business.


Norwich Union Group PLC 1996 - 1999
Norwich Union Direct Business Development Manager

Responsible for management of business affinity relationships with identified partners. A volume direct marketing operational role with responsibility for large scale affinity mailings. Acting as a project / account manager for internal contacts and external companies.
• Targeting major utilities and owners of large databases for affinity / joint activity ventures.
• £1.5 million annualised income target delivered.
• Created and delivered affinity contracts & KPI’s for development for Norwich Union Direct including MBNA, Lombard Tricity Finance, TV Travel Shop.
• Business development - from creation of contract, reward definition / remuneration and negotiation through to delivery.
• High value presentation of added value proposition.
• Operated in a B2B proposition market place with a volume consumer direct marketed end product

Norwich Union Risk Services / AJAX Marketing Manager
Strategic & launch capability for NU subsidiary businesses.

Cheltenham & Gloucester College of Higher Education
Commercial Manager - non-student income 1994-1996
Initiation, business development and management of the new income generation department.

C & G Estate Agents and Taylors Estate Agents Marketing Manager 1989 - 1994
Launch and managing the marketing of this C&G Building Society subsidiary

Gordon Russell plc Marketing Department 1987 – 1989