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    Personal information
    Contact information
    Candidate Profile
     Date Submitted:14-01-2013
     Last Modified:14-01-2013 (09:02)
    Job information
     Current job:VP Defence & Enterprise Sales
     Employment Term:Permanent
     Job location:Anywhere
     Date available:immediately
     Industry:Satellite Manufacturers and Subcontractors, Satellite Operators, , , Launch Systems, Business Services, Consulting/Engineering Services, Space Tourism
     KeywordsSales, Business Development, Strategy, Satcom, General Management

    A senior mobile and fixed satellite services industry professional, with in excess of twenty  years proven leadership, business development, management and sales skills, as well as extensive experience of organisational turnaround, strategy formulation, business change, organisational transformation, operations and marketing. An exemplary track record of business, strategy and target achievement in demanding and diverse environments. Professional Director, recognised through election to Fellow of Institute of Directors in 2008.


    Skills, Experience and Expertise:


    ·          Extensive Government and Military (UK, NATO, USA DoD, Australian and other Nations) strategic and tactical sales experience and extensive industry contacts and knowledge. Well known and respected with the Satcoms marketplace

    ·          Direct and diverse experience of strategic leadership, solution sales, business development, general management, organisational turnaround, top and bottom line growth, and mergers & acquisitions

    ·          Exemplary strategic analysis of the organisation, economic environment, marketplace and products in order to develop the company’s short and long term strategy, set the “go-to market” plans, lead the team and maximise competitive advantage

    ·          Definition and implementation of business transformation and change management programmes in sales & marketing, operations, business development and associated functions in pursuit of corporate objectives. Proficient in allocating resources to ensure maximum Return on Investment for the organisation

    ·          Excellent management, communication, contractual and negotiation skills. Have consistently built loyal, motivated and committed teams in all roles. Extensive management experience of large and small teams (4-45 staff)

    ·          Strategic and practical sales and business development experience of solution sales in Government, Military, aeronautical, land and maritime sectors. Wholesale and direct sales experience with full responsibility for pricing, promotion, distribution and resultant profit

    ·          Consistent attainment of sales targets and strategic objectives

    ·          Multinational and cross cultural experience and leadership skills, having worked within and across Europe, the Middle East, Africa, Asia Pacific and the Americas

    ·           “Greenfield” experience of setting up, growing and developing new functions and operations to exploit and capitalise on market opportunities

    ·          UK and NATO “SC” Security Cleared. UK CPNI Space Committee Member, UKspace Security and Defence Committee member


    Career Summary:


    Vice President, Defence & Enterprise Sales                      Jun 2011-Present

    Avanti Communications Group plc. (AIM:AVN)


    I was head-hunted through a personal relationship with the COO to define, establish, set strategy and grow Avanti’s direct Security and Defence business in a market not previously addressed by the company. I have developed upon existing and extensive business relationships to raise awareness of, and to identify opportunities for, Avanti in this specialised sector. This activity has included engagement with the UK MoD, NATO NCIA procurement agency, (and the NATO Member States), the US DISA Defence procurement agency and the USA General Services Agency, Future Comsatcom Services  Acquisition (FCSA) organisations. I have successfully penetrated the UK MoD Satellite Networks team, (notwithstanding the Paradigm Services concession) and developed personal relationships at all levels within the MoD to Air Chief Marshall level. Similar engagement has been achieved with the Australian and South African Defence Forces. I have been recently elected into the British Wireless Dinner Club, an organisation for ex-UK military Signals Officers as one of only a few Industry members. Current responsibility -


    ·          Targeting sales of Beyond Line of Sight (BLOS) Ka-Band satellite services to UK MoD, NATO, United States Department of Defense and other national MoD’s and Agencies on a global basis

    ·          Responsible for all sales and business development strategy and activity for Security  & Defence Business Unit (SDBU)

    ·          Management of four direct reports

    ·          Responsible for achievement of multi-million pound sales target, and all divisional profit & loss

    ·          Act as Defence expert within Avanti Communications.

    ·          Member of the Senior Management Team, assisting in at the overall corporate strategy and direction of the organisation


    In early 2012, I was asked to establish the Enterprise market sales team, with a similar remit to that of the Defence sector.


    Head of UK, NATO & European Institutional Sales                      Oct 2009- May 2011

    Secure Satcom Systems, EADS Astrium Services


    I was head-hunted to refocus and commercialise the UK Military and NATO sales team and introduce professional business development methodologies. I was responsible for market evaluation, development plans and increased sales of aeronautical, maritime, land and enterprise satcom services, terminals, and systems to UK MoD, (direct and via Paradigm Services), Other Government Departments, (OGD’s), NATO and European Defence Institutions (i.e. European Defence Agency, European Space Agency and the European Community). This challenge was delivered through entrepreneurial flair, effective account management and business development programmes, and professional management of the UK and NATO business development team. The role included responsibility for full sales cycle activity through direct and indirect channels. Key achievements -


    ·          Achieved 2010 target of  €30 Million

    ·          Business development lead for all Airborne (Mantis, Scavenger, Watchkeeper) and Ka-Band service programmes (Athena-Fidus, Avanti, Yahsat)

    ·          Full sales, bid and project profit & loss responsibility. Managed team of five direct and 13 indirect staff

    ·          Responsible for divisional sales and marketing strategy and €40 Million Sales Order Intake in 2011

    ·          Developed full understanding and experience of UK MoD and NATO’s complex procurement processes


    Business Director, Telecommunications and Navigation                           Mar 2008-Oct 2009

    VEGA Aerospace and Defence (A Finmeccanica Company)


    I was head-hunted to lead global Telecommunications and Navigation Business Unit focussing on the Upstream satellite market. I was responsible for all sales and business development within Aerospace and Defence sectors focussing on Military and Civil Telecommunications client base. Key achievements -


    ·          Exceeded 2008/9 Financial year target of £ 15 million

    ·          Set, developed and led strategy and management of multimillion pound bids and resulting programmes, e.g. Yahsat Network and Key Management Facility systems wins

    ·          Successfully sold satellite consultancy, information technology and managed solutions services

    ·          Led business development programme for VEGA’s European Galileo Navigation Full Operational Capability (FOC) bid for System Support and Operations contracts. Was responsible for the win campaign, bid activity and sales capture strategy

    ·          Extensive dealings with the European Space Agency, ESA, and the European Defence Agency, EDA

    ·          Held full divisional profit & loss responsibility


    Head of Business Development, SatComms                          Oct 2006 - Mar 2008

    Logica, Space and Defence Division


    I was responsible for establishing and growing a new business development group focussing on Military and Civil SatComs client base. Key achievements -


    ·          Recruited new Business Development team

    ·          Led sales of IT Consultancy, Systems Integration, Ground Segment, OSS and BSS systems and Secure Multicasting solutions. Achieved target of £ 6 Million.

    ·          Set sales strategy and development plans for Logica’s global Satellite Communications operations

    ·          Introduced satellite service provision portfolio, (Iridium and Inmarsat satellite airtime services)

    ·          Served as Chairman of Integrated Satellite Initiative (ISI) Future Internet Working Group, an EC backed Internet provision over Satellite project


    Managing Director, Redwing Satellite Solutions Ltd                    Feb 2005 - Sep 2006

    VSAT Satellite Services Division of Bandwidth Technologies International Group Ltd


    ·          Stabilised and grew under-performing business unit. Increased sales by £ 3 million

    ·          Managed UK, Middle East and South African operations

    ·          Obtained 4th place in World Teleport Association’s fastest growing (revenue) Teleport 2005 survey

    ·          Undertook organisational restructure (22 Staff members)

    ·          Achieved sales growth predominantly through indirect channels throughout EMEA region

    ·          Led eventual sale of business to Canadian competitor


    & Business Development Director

    Bandwidth Technologies International Group Ltd


    I was responsible for group sales, marketing and new client acquisition strategy and implementation. Key achievements -


    ·          Led development and implementation of new vertical and geographic market penetration plans and activity (predominantly via channel partners, but also direct)

    ·       Introduced new mobile and fixed satellite products and services into service portfolio

    ·       Developed organisation restructure and implemented strategic growth plans


    Business Development Consultant, Europe                       Mar 2004 - Jan 2005

    Iridium Satellite LLC, Washington, USA – European Region


    I was responsible for the strategic and operational analysis of Iridium’s then current sales and distribution strategy. I developed and implemented an organisational and distribution restructure within maritime and land sectors. This was a consultancy contract position at request of the then Iridium CEO


    Vice President, Sales and General Manager, EMEA                 Jan 2001 - Mar 2004

    Stratos Global Corporation, Washington, USA, (City of London based)


    I was recruited as part of the Stratos acquisition of BT’s Aeronautical & Maritime division to run the EMEA Mobile Satellite Services (MSS) Business. This required exemplary entrepreneurial, business and leadership skills as I was the most senior member of the management team outside the USA, thereby working remotely from the head Office. Key achievements - 


    ·          Delivered regional profit & loss performance ($100 million Revenue, $ 25 Million EBITDA) and held responsibility for all sales, marketing, HR and general management functions within EMEA market

    ·          Directed, managed and developed the strategic, operational and sales functions within defined geographic and vertical markets

    ·          Managed five business unit Directors ultimately responsible for a team of 35 sales staff selling fixed and mobile communication, voice, data and software solutions, to Military, Media, Aeronautical, Maritime and Enterprise (Land) sectors. Achieved through direct and indirect distribution channels

    ·          Set the sales and marketing strategy for the region as well as providing input to the company’s global strategic options, direction and competitive stance development

    ·          Defined, directed and led continual management and sales change programmes in pursuit and support of Global organisational growth


    Strategic project responsibilities:


    ·          Led the EMEA team in the successful integration of the BT Aeronautical and Maritime business into Stratos, post-acquisition in January 2001 to include HR, IT, service, operations and finance functions

    ·          Defined, introduced and developed process improvement practices in operations and customer services for EMEA region

    ·          Represented EMEA region on Stratos global merger and acquisition committee

    ·          Led EMEA sales and marketing due diligence process throughout 2003 as the company looked to acquire a major competitor in the industry



    Head of Commercial Sales - Satellite Services Division                      Sep 1998 - Dec 2000

    Commercial Sales Manager - Satellite Services Division                   Jan 1997 - Aug 1998

    Account Director - Satellite Services Division                         Aug 1996 - Dec 1996

    British Telecommunications plc. (BT), London


    ·          Led sales management of Inmarsat Mobile Satellite Communications services on a global basis, including secondments in Asia Pacific and North America

    ·          Dealt with user community through to Board Directors in the target organisations, in positions which involved extensive worldwide travel

    ·          Grew existing revenues from the global marketplace in double-digit terms. Consistently exceeded multi-million pound targets



    BT Commercial Sector Sales – Account Director                     Apr 1993 - Jul 1996


    ·          Managed Property and Construction related accounts

    ·          Consistently achieved against a £6-8m P/A revenue target


    BT Commercial Sales, Southern Home Counties – Account Manager             Jul 1992 - Mar 1993


    ·          Achieved 150% of target for fiscal 1992/93 year


    BT Southern Home Counties, TAM Unit - Telephone Account Manager         Mar 1991 - Jul 1992


    ·          Maximised telephone sales from a 2-5 line customer base within a designated territory across all industry sectors. Achieved 150% of year-end target


    Barclays Bank – Accelerated Management Programme                Jul 1987 - Jul 1990


    Education, Qualifications and Affiliations:


    RAF, Air Warfare Centre, Cranwell - Military Applications of Space                2010


    Member Institute Engineering and Technology (MIET)                     2008


    Fellow of the Institute of Directors, (FIoD)                      2008


    Master of Science, Organisational Psychology, University of Kent at Canterbury                   2007


    Master of Business Administration, Business School, University of Surrey, Guildford              2002

    Major: Corporate Strategy and Business Transformation


    Member of the Institute of Directors, (MIoD)                     2000


    BA (Hons), Business Studies and Applied Psychology (2:1) University of Kent at Canterbury              1998


    Chartered Institute of Banking Diploma (ACIB)              1989


    3 A-Levels, 11 O-Levels Norton Knatchbull Grammar School, Ashford, Kent                  1982 - 1987


    Personal :


    Date of Birth:              13th October 1968 (43)

    Marital Status:             Married, 1 Son, 1 Daughter

    Hobbies/Interests:       Psychology, cycling, reading, mountain trekking, motor sport, charity work. Former Special Police Constable

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