Sales and business development executive with a proven track record of building business relationships throughout the U.K. and internationally. Extensive market experience providing software solutions to commercial, government and defence sectors. A problem solver with an engineering degree level education and hands-on approach. Key skills include sales and account management, including full responsibility for sales quotas and account planning. Successful outcomes achieved by working closely with technical and marketing teams to deliver solutions to customers.
Leadership – demonstrates ability to translate strategic vision into operational effectiveness
Strategic Approach – ability to see the big picture
Interpersonal Skills – ability to communicate with wide variety of people and understand cultural differences
Change Management – passion for overcoming challenges
Account Management – proven track record of account development and sales quota attainment
Tenacity & Conviction – flexible and committed to agreed outcomes
AGI (www.agi.com) 2008 - 2013
Provides COTS software to the Space, Defence and Intelligence industries. Products include System Tool Kit – a physics based analytical and visualisation toolkit, and other software tools that reduce cost and time- to-market and increase ROI for companies involved in major defence and space programs.
European Business Partner Manager
Reporting to the Director of EMEA Operations, supported by systems engineers and internal sales team, responsible for software sales in Europe through a business partner network.
Managed business through partner channels in Germany, France, Italy & Spain, improving sales from 50% of quota to 100% over 3 years
Developed key accounts including DGA, CNES, Thales, EADS, Astrium, DLR, ESA-ESOC, OHB and Finmeccanica, creating strategic account plans for each
Exceeded sales quota winning ‘Sales Person of the Year’ award for highest revenue in FY2012 ($3,300,000)
Led promotion of software site license model leading to deployment at key account
Recruited new business partner in Poland leading to 1st order from polish market
ARC International 2002 - 2007
Provided hardware and software IP (RTOS, internet protocol stacks etc) and development tools to designers and manufacturers of embedded products. Target market verticals include digital multi-media, industrial control, telecoms, automotive and medical.
European Software Sales Manager
Reporting to the Sales Director, supported by field applications engineers and internal sales team, responsible for software sales in Europe including recruiting new distributors and building relationships with partner channels.
Developed business with direct key accounts, including Philips, Broadcom and SICK
Managed design wins worth over US$2.5M
Identified and recruited distributors in France, Spain, Germany, Russia and Nordic region
Grew business with existing Italian, Benelux and UK distributors from zero/low base to on average $50,000 pa revenues per distributor
Developed relationship with principal partner channel, Freescale Semiconductor in Europe, involving networking with their UK and European product marketing and applications engineers
Participated in seminars, trade shows and training events organised by Freescale and its distributors (EBV, Future Electronics, Silica and Arrow/Spoele)
Met or exceeded budgets from 2002 - 2006 averaging $1.2M pa
Worked with product marketing to ensure products were delivered to customer specification and with the marketing communications department to improve brand presence in European market and on lead generation programs
Bourns Inc (www.bourns.com) 2000 - 2002 Designs and manufactures surge protection solutions for the telecoms market as well as a range of resistive
and magnetics products for general use. Bourns Inc employs 2500 personnel worldwide.
Telecoms Account Manager (UK & Ireland)
Reporting to the UK Sales Director, supported by internal sales assistants and field applications engineers, responsible for all telecoms accounts in the UK & Ireland – direct and through distribution.
Achieved major design win worth $2M with Pace, for gas discharge tubes for modem protection
Managed and developed key accounts including Sony, Marconi and Telspec
Doubled customer base from 15 active accounts to 30
Created marketing campaign for TISP surge-protection products, including designing marketing material and holding seminars at distributor offices
EARLY SALES CAREER 1994-2000
European sales manager at Pedoka
Sales engineer at ZED Instruments
Account executive at Future Electronics
German – good
Spanish – good
French – intermediate
Italian - basic
BSc (Hons) Electrical and Electronic Engineering
3 A levels
Sailing - qualified day skipper
Scuba diving – qualified PADI advanced open water
Gliding – Solo experience in K8 & K13 and paragliders
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