Business Restructure & Reorganisation.

Managed the merger of commercial teams and processes for a Global Freight and Parcels Carrier.

Managed the commercial merger of TNT Express Europe, TNT Skypak and XP Express Parcels.
Increased Gross Profit by 2% through ongoing review of commercial pricing and sales policy and implementing focused schemes and programmes.
Improved revenue quality by implementing commercial training for field sales teams.
Conducted competitor activity, route and market analysis in order to determine price and margin expectations.

Sales Margin Improvement Programme.

Conducted a major sales ‘Margin Improvement Programme’ for a global overnight documents, parcels and freight company.

Revised pricing tariffs to attract quality revenue traffic and detract low value business for International Road Freight, Parcels and Document services.
Implemented a ‘road show’ visiting all sales offices and reviewing discounting policy – improved margin by 10%.
Introduced a market price review process (historically discounts given on the salesperson’s recommendations).
Introduced volumetric checking of freight at hubs.

Introduction of Account Management Tools & Process to a major manufacturer and global 3pls.

Introduced Account Management tools & processes based on Miller Heimann methodology to multiple businesses.
Implemented weekly ‘breakfast’ and formal monthly review processes.
Rolled out for major Retail Accounts with annualised values of c£150m p.a.

Led a major change project for a leading UK manufacturer, implementing 3 key pillars of change (People / Process / Systems):

Introduced; structured appraisal with clear, agreed objectives, coaching and 1:1 reviews.
Implemented a new sales structure to provide; a clear focus on specific verticals including Education and Healthcare and introduce strategic Account Management methodology. A reorganisation of Telesales & Marketing to focus on product specific support, aligned to market verticals.
Implemented a CRM system along with a management reporting dashboard focused on a few but critical KPIs/performance metrics.

Introduced SAP Reporting Suite for Major Publisher.

Created the definition of business needs to enable core modules to be adapted.
Full UAT including the creation of test scripts for complex sales algorithms.
Managed client’s test teams for the full test cycle Dev / Test / Fix / Test / Release.
Managed internal stakeholder relationships.