Experience

Inmarsat

• Telecommunications
• 700 & Above Employee

• Senior Director - Product Management Air & Safety

  • Feb 2021 - Present

• Director - Airline Cabin Product

  • Apr 2018 - Feb 2021

• Manager - Airline Cabin Product

  • Jan 2017 - Feb 2021

  Leading the commercial airline cabin product team. The team is responsible for requirements capture, product management and supporting bid responses, with a focus on passenger internet connectivity, wireless IFE, passenger and crew applications and a supporting portfolio of services.

• Product Manager

  • Sep 2015 - Jan 2017

  Requirements definition, product development and supporting bid responses for the commercial aviation cabin and flight deck portfolio.



Cambridge Marketing College

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

• Marketing Tutor

  • Jan 2012 - Present

  Part-time tutor and distance learning student mentor on the Chartered Institute of Marketing's Professional Certificate in Professional Services Marketing. Part-time tutor and distance learning student mentor on the Chartered Institute of Marketing's Professional Certificate in Professional Services Marketing.



TR Marketing Ltd

• Maidstone, Kent.

• Director

  • Jun 2011 - Aug 2015

  Specialising in the marketing and selling of complex services, on a project basis Tony helps companies develop their business by assisting them with product marketing, new service development, ITIL based service design and managed services. He also lectures on the CIM Professional qualifications for the Cambridge Marketing College and is the editor and co-creator of the ‘from products to services’ web site. Specialising in the marketing and selling of complex services, on a project basis Tony helps companies develop their business by assisting them with product marketing, new service development, ITIL based service design and managed services. He also lectures on the CIM Professional qualifications for the Cambridge Marketing College and is the editor and co-creator of the ‘from products to services’ web site.



Rockwell Collins

• United States
• Aviation and Aerospace Component Manufacturing
• 700 & Above Employee

• Bid and Product Management

  • Jan 2014 - Jul 2015

  Defined product requirements, developed value propositions, supported go-to-market planning, created sales toolkit and produced proposal, RFI & RFP responses for aircraft cabin wireless IFE & satellite connectivity solutions. Defined product requirements, developed value propositions, supported go-to-market planning, created sales toolkit and produced proposal, RFI & RFP responses for aircraft cabin wireless IFE & satellite connectivity solutions.



RC_ARINC

• United States
• Aviation and Aerospace Component Manufacturing
• 700 & Above Employee

• Product Marketing

  • Sep 2012 - Dec 2013

  Provided product marketing support including marketing audits of the Airline Services product portfolio,and produced sales toolkit and RFP responses for Electronic Flight Bag (EFB) product portfolio. Provided product marketing support including marketing audits of the Airline Services product portfolio,and produced sales toolkit and RFP responses for Electronic Flight Bag (EFB) product portfolio.



MLL Telecom

• Telecommunications
• 100 - 200 Employee

• Product Manager

  • Dec 2011 - Jul 2012

  Productise the professional services, LLU, microwave radio and LTE small cells portfolio for MLL Telecom who design, deliver and manage end-to-end wireless and fixed network solutions for telecom operators and strategic enterprise sectors such as local Government. Productise the professional services, LLU, microwave radio and LTE small cells portfolio for MLL Telecom who design, deliver and manage end-to-end wireless and fixed network solutions for telecom operators and strategic enterprise sectors such as local Government.



Interoute

• United Kingdom
• Telecommunications
• 200 - 300 Employee

• Product Marketing Manager

  • Oct 2008 - Jul 2011

  Responsible for product marketing and bid management team, covering VPN, Hosting, Ethernet, VoIP, Internet, Security and Media Content Delivery products and involved working closely with customers, sales, marketing communications and operational delivery teams across Europe and USA. I also developed and executed a go-to-market plan that enabled a South African based network provider, to accelerate its launch of IP services to the African market. Responsible for product marketing and bid management team, covering VPN, Hosting, Ethernet, VoIP, Internet, Security and Media Content Delivery products and involved working closely with customers, sales, marketing communications and operational delivery teams across Europe and USA. I also developed and executed a go-to-market plan that enabled a South African based network provider, to accelerate its launch of IP services to the African market.



Openreach

• United Kingdom
• Telecommunications
• 700 & Above Employee

• Client Business Development Director

  • May 2006 - Sep 2008

  Responsible for the overall business relationship with Orange, Redstone and Alternative Networks and achieved 109% of a £41.2m stretch sales target by driving profitable new & incremental business. Responsible for the overall business relationship with Orange, Redstone and Alternative Networks and achieved 109% of a £41.2m stretch sales target by driving profitable new & incremental business.



BT Group

• United Kingdom
• Telecommunications
• 700 & Above Employee

• Head of Service Design - Managed Services

  • 2002 - 2006

  Designed, negotiated and won a number of innovative outsourced network managed service contracts with a TCV in excess of £600m. Designed, negotiated and won a number of innovative outsourced network managed service contracts with a TCV in excess of £600m.



Damovo

• Germany
• IT Services and IT Consulting
• 400 - 500 Employee

• Business Manager - Managed Services

  • 2001 - 2002

  Head hunted to develop a new PSTN call minutes managed service revenue stream. Created an service that delivered in excess of £7m revenue in year one. Head hunted to develop a new PSTN call minutes managed service revenue stream. Created an service that delivered in excess of £7m revenue in year one.



Ericsson

• Sweden
• Telecommunications
• 700 & Above Employee

• Head of Service Solutions - Managed Services

  • 1997 - 2001

  Built a new profitable service solution business by reorganising the department in to business development, marketing and operational service delivery functions. Drove the definition, development and introduction of a comprehensive service solutions portfolio and won sales with a total contract value of over £50m. Built a new profitable service solution business by reorganising the department in to business development, marketing and operational service delivery functions. Drove the definition, development and introduction of a comprehensive service solutions portfolio and won sales with a total contract value of over £50m.



GT Marketing

• Managing Director

  • 1995 - 1997

  Set up and ran a service marketing consultancy with an annual turnover in excess of £80,000. Undertook a wide range of assignments from market research and strategy planning to creating new product launch plans. Set up and ran a service marketing consultancy with an annual turnover in excess of £80,000. Undertook a wide range of assignments from market research and strategy planning to creating new product launch plans.



Galileo UK

• Product Marketing Manager

  • 1994 - 1995

  Identified the need and drove the creation of a profitable service solution portfolio. Also, devised and implemented required marketing strategies and plans. Additionally, as part of a team, reviewed and redefined existing business processes that led to improved customer satisfaction. Identified the need and drove the creation of a profitable service solution portfolio. Also, devised and implemented required marketing strategies and plans. Additionally, as part of a team, reviewed and redefined existing business processes that led to improved customer satisfaction.



British Airways

• United Kingdom
• Airlines and Aviation
• 700 & Above Employee

• Distribution Marketing Manager

  • 1990 - 1994

  Managed a team that was responsible for developing, marketing and selling IT services, such as self service ticketing, to enterprises and travel agents. Managed a team that was responsible for developing, marketing and selling IT services, such as self service ticketing, to enterprises and travel agents.



Travicom

• Account Manager

  • 1988 - 1990

  Focused on major accounts, constructed and delivered winning service led sales proposals. Built strong business relationships based on trust that resulted in sales targets being consistently over achieved. Focused on major accounts, constructed and delivered winning service led sales proposals. Built strong business relationships based on trust that resulted in sales targets being consistently over achieved.



Exchange Travel

• Branch Manager

  • 1985 - 1988

  Management responsibility of 5 staff and achieved a 30% growth in turnover. Management responsibility of 5 staff and achieved a 30% growth in turnover.



Marconi Avionics (GEC Avionics)

• Buyer

  • 1980 - 1985

  A four year engineering apprenticeship and as a buyer, gained experience in supplier negotiation. A four year engineering apprenticeship and as a buyer, gained experience in supplier negotiation.