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.

Merger and Acquisition Projects.

Merger and Acquisition projects for a Helicopter operator and a major 3pl.

Worked with M&A team to create and deliver a global acquisition strategy.
Conducted business assessment of potential acquisition target including;
Completed EBITDA impact evaluation.
Conducted product portfolio and market fit analysis.
Set up and operated a contracts ‘war room’, conducting analysis and evaluation for long term viability (e.g. change of ownership clauses etc. / customer contracts viability).

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.