Ian McBride MBA BSc (Hons)

Sales and Business Development Lead

Oxted, Surrey; +44-771*-***-***; ac3c90@r.postjobfree.com

Secured high-value managed services business - often a catalyst for strategic change; gets the best from people, leading sales, client, and bid teams; enhances propositions; and establishes credibility with client executives.

KEY ACHIEVEMENTS

Led the successful bid to develop the £9.3b facilities for the London 2012 Olympic Games, earning £728m fees.

Secured the £500m redevelopment of Heathrow Terminal 1, having not been invited to tender.

Won BT’s £40m worldwide hotel booking business from American Express, avoiding competitive tendering.

Established Seadrill as ATPI’s largest client after securing contract to manage £70m annual travel spend.

CAREER

Break to have over-due operations for old rugby injuries – all successful. Jan 2015 – Nov 2017

Business Development Director, Hotel Business Unit, ATPI Jan 2013 – Jan 2015

ATPI manages £1b of its clients’ travel expenditure; 40% bookings made online with the ATPI suite of online tools.

Grew the unit’s EBITDA from £40k in 2012 to £1.25m in 2014, despite the loss of ATPI’s largest client in 2013.

Secured the European Space Agency travel business, worth £70m, and smaller contracts with other new global clients in Norway, Netherlands and United Kingdom, after increasing coverage from 44 to 150 countries.

Directed and supported sales people to secure 90% of Balfour Beatty’s UK hotel spend - integrating online booking into the client’s pre-construction process; and almost all of Kuehne + Nagel’s UK spend and a commitment to expand the service across Europe after showing forecasted savings at point of sale.

Led the successful bid to manage Seadrill’s global travel spend (£80m pa), establishing Seadrill as ATPI’s largest client; developed an online booking, credit and payment service, which improved Seadrill’s reputation in its recruitment markets and saved port charges by ensuring the crew boarded Seadrill’s vessels on time.

Commercial (Board) Director, Corporate Travel International (Formerly Hotelscene) Feb 2010 – Dec 2012

Managed £70m hotel expenditure in 70 countries; 70% bookings made online with its proprietary booking tool.

Board Director, responsible for Sales, Client Management, Bids, Pricing and Contracts.

Increased EBITDA from £1.7m in 2011 to £1.9m in 2012, despite UK hotel room nights falling by 20%.

Secured new business with the Carphone Warehouse, Sainsbury’s, Costain, JCB and other new clients.

Increased income per hotel guest by 25% by winning bids for new program design and payment services with KPMG, Smith and Nephew, Compass Group and other new clients.

Grew BT, Network Rail & other clients’ share to 100% and renewed contracts, avoiding competitive tenders.

Coached an under-performing sales manager to achieve the best results of all quota-carrying staff.

11 reports and six direct reports: four sales, a head of client management with five reports, and an analyst.

Lead, UK Strategic Bids, Laing O’Rourke Nov 2004 – Nov 2009

Laing O’Rourke is a global engineering group with an income of £3b.

Managed the bid – full time - to develop the £9.3b London 2012 Olympic and Paralympic Games’ facilities. Supported London’s bid in Singapore. Navigated the bid team from last to first place, earning £728m in fees.

Working with Heathrow Airport’s Strategy Director, facilitated workshops and a design competition that solved the client’s internal problems and secured the £500m contract to redevelop Heathrow Terminal 1.

Led successful bids to secure £1.0b contracts with Thames Water, Welsh Water and Yorkshire Water.

Supported the bids that secured £1.3b business with two NHS trusts, one NHS health board and a University.

Tripled the value of non-competitive specialist work; increased the competitive win rate from winning £1 in £4.30 bid to £1 in £3.20; initiated investment in the most attractive markets and exits from the least attractive.

Head of Sales and Client Management, iDesk Sep 99 – Aug 02

Head of Networking (UK); Sales Executive, Decision Systems International, Olivetti Jul 93 – Aug 99

Sales Executive, Hewlett Packard (Formerly Digital Equipment Corporation) Sep 89 – Jul 93

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EDUCATION

MBA, Manchester Business School Sep 02 – Jul 04

BSc Statistics (Hons), University of St. Andrews Sep 85 – Jul 89

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