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Success
In B2B, IT & Telecoms Markets in UK & Europe.
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Consistent Financial Target Achievement
Achieved Revenue, Margin and Market Share Growth Targets.
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Sucessful Team Creation & Improvement
Created and managed teams up to 300 people.
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Sucessful New Market Entry
Early & Mainstream Market Segments.
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Sucessful in Varied Environments
Varied by geography, company maturity and size.
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Successful Winning New Major Accounts.
Financial, Government, Commercial and Telecom sectors. Value up to £20M.
Case Histories
Company
Major UK IT infrastructure company. Early Stage Software Division.
- 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
Early Stage Irish Telecom Company - post initial restructure and requiring further investment. CEO was John Riordan who I previously worked for when he was CEO of UPC.
- 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
A Major media company with a large modern fibre optic telecoms network. Company was then ntl:business and was post restructure and prior to merger with Telewest.
- 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
Major Pan European IT Media Company. Growth achieved by acquisition and organic growth. Bought Cignal as part of growth strategy.
- 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
European Division of Global Start-Up Telecoms Company. CEO Chris Rooney - Previously worked for him when he was CEO of Sprint International & GlobalOne.
- 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
European Division of Global Start-Up Telecoms Company. Bought Voice Telephony business of Sprint France as part of growth strategy.
- 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
European Division of US Telecoms Company. Number 3 in the USA and known for innovative products and state-of-the-art fibre network. Market leader in Global Date and Voice services.
- 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.