Experience

Pangea | Connecting Everything

• United Kingdom
• Telecommunications
• 1 - 100 Employee

• Head of Solution Innovation

  • Jul 2018 - Present

  As the Head of Solution Innovation for Pangea Group my role is to ensure that we can truly bring the benefits of IoT solutions and development to our partners and end customers. By utilising some the worlds best connectivity offerings in conjunction with over 300 software, hardware and application suppliers our ability to create real world benefits and to productise and moneytise what is still to many an esoteric concept, Pangea are leaps ahead of our competitors. My role is to ensure that "the ubiquity of connected devices" is available to all of our partners, to provide a clear road map from concept to revenue. With over 30 years experience at all level of sales and a deep understanding of partner channels and telecoms i have a unique skill set which allows me to clearly and concisely advise partners and end customers in the IoT arena.



JHL Communications Ltd

• United Kingdom
• Telecommunications
• 1 - 100 Employee

• Sales Director

  • Jul 2016 - Jun 2018

  I have responsibility for creating and implementing long term strategic goals along with tactical initiatives which will allow JHL to hit and exceed annual sales targets for assigned teams, markets and product sets. Leading a group of professional solutions specialists and telesales to expand the company’s customer base, build and maintain strong, long-lasting customer relationships, partner with customers and suppliers to ensure all business needs and objectives are achieved, effectively communicate the value proposition through proposals and presentations along with understanding category-specific landscapes and trends, reporting on the forces that shift tactical budgets and strategic direction of all aspects of today's communications market.



Vodafone

• United Kingdom
• Telecommunications
• 700 & Above Employee

• Business Partner Manager

  • Oct 2009 - Jun 2016

  • Responsible for the effective management and continual growth of a portfolio of 6 partners within the Northern Region, (Aberdeen to Carlisle), within the Partner Channel for Enterprise, ensuring commercial and strategic alignment to Vodafone’s business plan • Empowering partners with the unique business tools and relationship management skills necessary to win business and achieve growth within Unified Communications (Unified Communications: ‘communications integrated to optimize business processes’) • Hold full budgetary control for the portfolio of approx. £18 million; managing and allocating budgets across the partner channel • Providing overall operational control ensuring the continued success and development of the portfolio • Responsible for the recruitment and retention of new partners • Controlling marketing activities and initiatives • Negotiating and agreeing terms with new partners • Responsible for the strategic planning of commercial service level agreements • Working closely with Cloud Services in order to develop strategic business plans for the development and promotion of Unified Communications Fixed Line services, and subsequently delivering these commercial messages to each business partner • Maintaining a comprehensive understanding of company products and services



Instarmac Plc

• United Kingdom
• Wholesale Building Materials
• 1 - 100 Employee

• Area Sales Manager

  • Oct 2005 - Oct 2009

  • Responsible for motivating and leading a fast moving sales team within this leading manufacturing company, ensuring team sales targets were consistently met and exceeded • Implemented incentives for the team in order to encourage stronger results • Sold directly to local authorities, civil engineering and utility contractors throughout Scotland • Managed all aspects of the sales cycle to ensure maximum value and high conversion rates • Responsible for driving new sales and continually growing the client base through attentive market research, seizing new business development opportunities and attending new client meetings • Presented proposals to potential clients detailing the company’s products, how they could meet their needs and closing the sale • Maintained existing customer relationships and kept customers up to date with new products and packages that may add to their account value • Adhered to HR and company policies while recruiting, training and supervising new members of staff • Held sole responsibility for writing technical specifications in-line with British and European standards; included instruction for the call off of materials from bills of quantities • Managed profit & loss activities • Oversaw logistical tasks and ensured the successful delivery of materials to and from distributors



Telewest Broadband

• United Kingdom
• Telecommunications

• Account Executive

  • 2000 - 2005

  • Responsible for the acquisition and management of third party retail outlets throughout Scotland and the North East of England • Targeted with selling IT solutions to the SME market through direct and B2B sales • Successfully managed over 100 independent accounts • Led sales and marketing projects for both retail and business to business accounts • Controlled and monitored P&L activities • Managed new contract negotiations • Responsible for the acquisition and management of third party retail outlets throughout Scotland and the North East of England • Targeted with selling IT solutions to the SME market through direct and B2B sales • Successfully managed over 100 independent accounts • Led sales and marketing projects for both retail and business to business accounts • Controlled and monitored P&L activities • Managed new contract negotiations



Comet

• United States
• Internet Publishing

• Sales Manager

  • 1998 - 2000

  • Integrally involved with every aspect of opening and effectively managing a new store • Monitored KPI performance and conducted weekly and monthly reviews with clear action points; provided colleagues with frequent and constructive feedback • Provided effective communication of all business updates and store information • Retained constant awareness of competitor activity in order to react to specific opportunities • Held profit & loss responsibility in order to evaluate product and store performance • Controlled stock levels and liaised with relevant teams regarding merchandising • Ensured the delivery of an excellent customer experience on every occasion and dealt with any escalated customer complaints



Earlier career summary

• various, see below

  • 1986 - 1989

  1994 - 1998 Scottish Power, Deputy Manager 1989 - 1991 Autoclenz, Account Manager 1986 - 1989 Fullarton Computer Industries, Fabrication Worker 1994 - 1998 Scottish Power, Deputy Manager 1989 - 1991 Autoclenz, Account Manager 1986 - 1989 Fullarton Computer Industries, Fabrication Worker