Sales Margin Improvement Programme.

 Sales & KAM Logo 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.

Business Restructure & Reorganisation.

Coaching & Mentoring  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.

SAP Report Suite Implementation.

Coaching & Mentoring   Created a Financial Metrics Model for Major Mobile Phone Operator.
  • Designed and implemented a ‘report suite’ with dashboard for a Financial Services Centre.
  • Scope included Accounts Payable / Accounts Receivable / Debt Ledger.
  • Designed and implemented an automated dashboard that produced charts and RAG status reports.

SAP Report Suite Implementation.

Coaching & Mentoring  Introduced SAP Reporting Suite for Major Publisher.

  • Created the definition of business needs to enable core modules to be adapted.
  • Full UAT including 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.