Experience

HOOLOCK CONSULTING LIMITED

• United Kingdom
• Professional Training and Coaching
• 1 - 100 Employee

• Managing Director

  • Jan 2016 - Present

  Hoolock Consulting works with our customers to improve the effectiveness of their sales teams. We do this by focusing on which customers they target, which opportunities they chase and what processes they use. We provide training and coaching to individuals and teams involved in selling products and services. Our services are tailored to your products and your sales process, so that you get the most appropriate training possible.



Self-employed

• Real Estate
• 1 - 100 Employee

• Book Author - The Equation of Sales

  • Jan 2020 - Present

  The Equation of Sales is a practical guide to selling technology. It is the distillation of more than 20 years of sales experience into practical tools for people selling technology or technical services. The book will help you to understand how to establish trust with your customer, how to identify their needs and how to demonstrate the value of your product. As a result, you will make more sales and earn more commission!



Geophysical Insights

• United States
• Oil and Gas
• 1 - 100 Employee

• Sales Representative

  • Jan 2018 - Present

  We provide sales services to Geophysical Insights in the European region.



TGS

• Argentina
• Oil and Gas
• 700 & Above Employee

• Manager of Business Development

  • Jul 2013 - Dec 2015

  I managed a global team of 5 Business Development Managers who develop new geoscience multi-client interpretation products. These products are then sponsored by oil companies; the sponsorship funds the production of the final product. The team is also responsible for the sale of existing products and proprietary consulting services to companies. In 2013/14, I led a team which won a $40m tender to work with 13 countries in Africa in the development of a new stratigraphic nomenclature (http://www.tgs.com/News/2015/TGS_and_APPA_announce_Africa_Stratigraphic_Harmonization_Project/ ). We then had to work with these countries to complete the plans for the project and to gain sponsorship from oil companies. This has entailed a number of trips to various Africa countries meeting government and ministry delegates for week long meetings.



TGS Nopec

• United Kingdom

• Business Development Manager

  • Apr 2010 - Jun 2013

  I was initially employed to develop new multi-client products in UK and Norway. After successfully developing a number of new products there, I was promoted to manage business development and sales in Europe, Africa and Asia and developed new products in Australia. During this time, I implemented a variety of initiatives to reduce discount on the sale prices and to promote value based selling.



Paradigm Geophysical

• India
• Appliances, Electrical, and Electronics Manufacturing

• UK Sales Manager

  • Mar 2007 - Feb 2010

  I was initially employed as UK Account Manager tasked with extending Paradigm’s client base. I was responsible for selling entire Paradigm product suite plus associated support services and geophysical consulting services. This resulted in a 20% growth in client numbers in 2007 and an additional 15% growth in 2008. In 2008, I was appointed UK Sales Manager with responsibility for all UK Sales and for developing new account managers. Sales quota achieved in 2008 which was a 20% increase on 2007. Developed one new Account Manager in 2008 and working with another new Account Manager in 2009. I was directly responsible for managing half of the overall business as well as supervising my Account Manager. Also responsible for setting strategy, forecasting and annual planning.



Landmark Graphics

• United States
• Retail Apparel and Fashion
• 1 - 100 Employee

• Sales

  • Feb 1997 - Feb 2007

  I was initially recruited as an Account Development Manager, working directly with the Account Managers to develop new business with existing clients. This role evolved into full account management for a number of Aberdeen and Stavanger based clients with an annual quota of US$4m.In 1999, I moved into the consultancy organisation as a project manager. Here, I was responsible for various projects including software implementation, data migrations and knowledge transfer. In addition, I provided operational management for the regional consulting organisation and implemented a web-based Project Office to provide project management support and knowledge transfer throughout the Company. Latterly, I was managing all company projects for our largest client, BP, totalling US$2.5m worldwide. During this time I studied for and passed Prince2 Practitioner examination.In 2002 I returned to the Sales organisation as UK Country Manager, accountable for our entire UK sales, totalling some US$40m. I managed a team of Account Executives and Sales Support staff. I had direct account management responsibility for our largest client, BP. My overall responsibilities included determining the sales strategy, revenues & cost forecasting, business planning, line management and working with industry bodies including the DTI. Steady revenue growth was achieved throughout this time.In January 2006 I changed roles and became Business Development Manager for reservoir management software and subsurface consulting. The reservoir management software included the two newest software applications released by the company and I had responsibility to market and sell these products across Western Europe. This included managing a Technical Sales Advisor, marketing campaigns, trade shows, product demonstrations and direct sales. I was also responsible for marketing and selling our consultancy services across Europe. In 2006, there was a 277% growth in this area of the business.



Elf Exploration

• United States
• Software Development

• Geophysicist

  • Jan 1992 - Feb 1997

  Responsible for geophysical interpretation of acreage in the Central North Sea, including data acquisition, working with seismic contractors to agree processing parameters etc, partner liaison and working with other disciplines to produce development plans.



BP Exploration

• United Kingdom
• Architecture and Planning

• Geophysicist

  • Oct 1988 - Dec 1991

  Responsible for mapping and modelling of oil and gas reservoirs in the North Sea. Undertook many geophysical technical projects including synthetic seismogram studies, inversion and AAI studies.