International Sales Manager / Business Developer

Personal Statement

• New business solution / specification sales with strong relationship building ability

• 13 Years field sales experience of selling technical solution lead products (B2B sales)

• Capital equipment & Component product sales (sales cycle 1 month ~ 3 years)

• Excellent performance against targets, structured analytical approach

• Problem solving engineer, team coach & team player

Core Competencies

• Generation of sales leads

• Sales Management, reporting to board of directors

• Business development

• Account management (Customer retention)

• Technical & commercial negotiation

• Channel foundation & Management – Value added resellers - Distributors

• Strategic business planning with full profit & loss responsibility

• Sales team recruiting & management (team motivation & KPI setting / appraisal)

• General business management, QA, Service engineering management

Client Base Sectors

Packaging, Distribution, Logistics, Automation, Automotive, Military, Food, Beverage, Water, Process, Pharmaceutical, Machine tool, Instrumentation, Manufacturing. (To OEM’s & End users)

CPR Automation Sales Manager www.cprautomation.co.uk

Sept 2010 – Present Manufacturer of special purpose machinery (Automation OEM)

Products Assembly and test systems, handling systems and general robotic solutions

Markets Automotive, Aerospace, Rail, Medical, Pharmaceutical, Food, Machine Tool.

Skills Gained Website development, in-bound marketing

FP Intl (UK) Ltd Mini-PaK’R Development Executive www.fpintl.eu

Dec 2009 – March 2010 Manufacturer of protective air pillow packaging systems (OEM)

Products Purpose to protect goods in transit to prevent damage so reduce cost by also replacing other inferior packaging products (polystyrene chips, paper, cardboard)

(Fixed term contract) Strategic planning, product positioning, Produce product specific business plan.

Skills Gained Business plan compilation, Global perspective.

Amasec Airfil Ltd UK & European Sales Manager www.airfil.com

May 2003 – Sept 2009 Manufacturer of protective air pillow packaging systems (OEM)

Products Purpose to protect goods in transit to prevent damage / returns

Generate new business and manage existing accounts

• Responsible for £1m of annual sales revenue

• Setup distribution channel – worth £150k per annum

• Won & retained £500k of repeat business per annum

• Changed business model to quadrupled system sales

• Introduced quality control system saving £50k per annum

• Introduced maintenance contracts (new revenue stream), worth £20k per annum

• Saved £100k per annum from service engineering budget

Key Clients Southgate Packaging (£50k), RS Components (£60k), Virgin Cosmetics (£20k), Entertainment UK (£80k), Woolworths (£20k), Panasonic (£5k), Games Workshop (£20k), Unipart ASOS (£75k), Glaxo Smithkline (3k), Winzer Wurth (£5k), Henton & Chattel (£9k).

Reason for leaving Redundant – Company in Liquidation

Skills Gained Sales management – 6 direct reports, UK / European sales, general business administration, marketing, Change management

Baumer Electric Ltd Area Sales Manager (ASM) www.baumerelectric.com

Oct 2002 ~ April 2003 Manufacturer of sensors & automation control equipment (OEM)

To solve technical applications to improve productivity, reduce downtime and improve reliability.

• Sold £10k system into new application to prevent a dairy coming to a standstill due to incorrectly packed boxes.

Key Clients CPR Automation, Dairy Crest, Land Rover, Gainsborough Engineering, TBS Engineering

Reason for Leaving Opportunity with Amasec Airfil (To broaden sales management experience)

Worldmark Intl Ltd Business Development Manager (BDM) www.worldmark.com

Feb 2002 – Sept 2002 Manufacture specialist labelling solutions, software & equipment (OEM)

Products Identity, Brand, and security (tamper proof) labels.

Clients Dell, Microsoft, Nokia, Cisco, IBM

• Opened new market sector (Industrial / Security Labelling)

MPI Ltd Business Development Manager (BDM) www.mpi.ltd.uk

Oct 2001 – Feb 2002 Technical / Rail / Military recruitment consultancy

• Introduced face to face candidate vetting for non military personnel.

Skills Gained Candidate recruitment, vetting and placement

IFM Electronic Ltd Technical Sales Engineer (SE) www.ifm-electronic.com

Jan 1999 – Oct 2001 Manufacturer of automation sensors & process control equipment (OEM)

Products Temperature, Pressure, Level, Flow, Position, Control, ASi

• Exceeded target on £750,000 sales territory

• Won award for new product sales

• Sold cutting edge bus system into challenging technical application

Key Clients OTVB, Severn Trent Water, South Staffs Water, Purac, Meica Process, Gee & Co, Vivendi Water Systems, RNA Automation, CPR Automation, Cadbury, Siemens VDO, Jones & Attwood.

Skills Gained Water and effluent processing, food processing, general automation implementation, specification sales, negotiation

Instrument Centre Ltd Area Sales Manager (ASM) www.theinstrumentcentre.co.uk

Jan 1997 – Jan 1999 Distributor of electronic test / Process equipment

Products Distributed electronic test tools for engineers and technicians

Fluke, Tektronix, Avo, Gould, Philps, Robin, Seaward, Radiodetection

• Restored fallow sales territory to £200k per annum turnover

Key Clients NPower, Severn Trent Water, NEC Group, South Staffordshire Water, Elkes Biscuits

Skills Gained Territory management, time management, basic sales skills, cold calling

Static Systems Plc Applications Engineer www.staticsystems.co.uk

Feb 1996 – Dec 1996 Manufacturer of fire alarm, patient call systems & PA systems (OEM)

Global supplier to hospitals, prisons, airports and other state institutions of state of the art fire detection and nurse / warden call systems

• Improved interfacing between departments

Reason for leaving Redundancy

Skills Gained Technical Authoring, Customer support

Welcom Software Service & Maintenance Engineer (I.T) www.welcom.co.uk

Aug 1995 – Feb 1996 Software House – Electronic point of sale equipment (EPOS)

• Introduced stock control system

Reason for leaving Breakdown of personal relationship

Skills Gained PC / Laptop configuration, network setup & administration,

Static Systems Plc Electronics Test Engineer

July 1988 – Aug 1995 Manufacturer of fire alarm, patient call systems & PA systems (OEM)

• Setup Test engineer / service engineer exchange programme

Skills gained Test & fault diagnosis on highly complex electronic systems to component level, analogue, digital, power, Battery, Public Address, service engineering, Quality control to BS 5750

Education / Training

B.Tech (O.N.D) Electrical & Electronic Engineering Dudley College of Technology 1988

Coaching skills (Qualified coach) ABCC 1995

Principles & practice of supervision NEBSEM 1995

Core sales skills Ontrac Training Ltd 1997

Institute of Sales & Marketing Management (Member) ISMM 1999

Questioning & negotiating skills Leadership Development Ltd 2000

Introduction to small business book keeping Telford College 2008

Enabling an Enterprise Culture Business Enterprise Support 2009

Business Planning Business Enterprise Support 2009

Website Development Self taught (Frontpage) 2009

Search Engine Optimisation (SEO) Achieved Google 1st page Self taught 2009

French Telford College 2010

Chartered Management Institute (Introduction) Telford College 2010

I.T Skills

MS Windows ~ Vista, MS Office (Word, Excel, Powerpoint, Publisher, Outlook, Frontpage)

ACT v11.0 CRM, Adobe Acrobat, Photoshop.

Personal Profile

Family orientated, Ex-international, Semi- professional, racing cyclist

2nd British Track Cycling Championship 1996

1st British Road Cycling Championships 1992

4th Paralympic Games - Barcelona 1992

15th World Road Cycling Championships- St Etienne 1990

Sponsored by Royal Mail & National Lottery – One of the first athletes to receive National Lottery funding

Qualified coach, mentor and motivator.

Notice Period

One Month

Summary

A uniquely successful leader combining outstanding technical, commercial and sales management abilities; understands the need for change management in today’s ever evolving business marketplace.

Using a consultative style able to engage at all levels from the shop floor to the board room.

A broad range of transferable skills ensure flexibility and creativity enabling delivery of results

Understands that a companies’ greatest resource are its personnel and that they are all individuals, so can apply leverage to ensure the maximisation of individual performance. Enables’ the individual and the company achieve their individual and collective goals.

Able to motivate staff, win and retain customers and add value while controlling cost

Focused, analytical and infectiously enthusiastic with the sheer drive to succeed, willing and able to ‘go the extra mile’

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