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Giesecke & Devrient
- Divisional Director, Iberia
2008 - maintenant
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John Ryan International
- Marketing & Business Development Director
2006 - 2008
Leading Retail Marketing agency for Banking sector
Responsible for the set up and management of an indirect channel to market across EMEIA for the digital signage software platform (previously only sold directly), as well as Marketing to Banks.
• Built brand of ScreenRed (product name for software) from zero to 6th best company globally, with regular articles in all trade magazines and press and on large ITTs
• Started and nurtured four multi-million Euro projects for the company for roll-out in 2008
• Set up strategy to work with multinational system integrators – e.g. Telefonica, T-Systems, SCC, Telindus, IBM etc – and incumbent PSTN operators
• Developed relationships and value propositions for a business opportunity with the largest information company globally
• Formed partnership with technical companies and identified win-win opportunities (HP, Motorola, Cisco etc.), including exclusive local pricing for hardware for each EMEA country
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Green Light Consulting & Services
- Founder and Managing Director
2002 - 2006
Marketing Services Agency
Set up and ran this start-up. Targeted mainly at manufacturers in the IT/Telco space and Systems Integrators.
• Company became sole Marcomms agency for Nortel for Spain and Portugal in 2005
• Carried out major complex European project for Raytheon in Spain
• Designed service portfolio as well as all Marcom elements (including corporate identity), sales strategy and partnerships
• Developed unique lead generation campaigns with high results worth 10m € for clients
• Profitable after six months and consistently so, with no debt
• Grown to 13 employees
• Other major clients: Avaya, Symantec, Packeteer, 3Com, Giesecke & Devrient, Temenos
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Nortel
- Marketing Director, Industry Solutions
Toronto
2000 - 2002
Number one supplier of ICT solutions to Telco and Enterprise markets
Following a reorganisation of the Nortel business, this role was created (reporting to the VP EMEA) to set up the group and define the approach to Vertical markets, with specific responsibility for the Retail, Hotel & Leisure and Transportation sectors
• Developed approach to vertical markets and put in place benchmark tools that were replicated globally
• Through my involvement the company took on new clients (e.g. Tesco in the UK) and further penetrated other accounts (Boots, El Corte Ingles, IKEA, 6 Continents, AENA etc.), resulting in incremental sales revenue of over $20m
• First Senior Manager to attain cross selling from portfolio (new acquisitions) to major clients
• Awarded designation of “Top Talent” for contributions to the business
• Asked to manage Marketing and events in Spain for Enterprise clients in addition to EMEA role
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Unisys
- Marketing Manager, Southern Europe
Blue Bell, PA
1996 - 2000
A leader in the Networking space within IT sector
European Marketing Manager, Telcos: July ’00 to Sept ‘00
Promoted to this the first cross business unit position, responsible for setting up programmes targeted at the major European Telcos, building on sector experience Unisys
• Formalised value propositions, proposals and standardising service offerings across Europe
Marketing Manager, Southern Europe: Oct ’97 to July ‘00
Responsible for marketing the Network Services Division in the southern European region (Belux, France, Spain, Italy and Portugal).
• Managed Marketing programmes (customer events, PR and press articles) resulting in sales increases of over 40% (to $14m in Belgium alone)
• Developed client relationships and resulted in projects worth in excess of $10m
• Formed strong partner relationships (including Dell, Cisco, RSA Security, Checkpoint) resulting in numerous joint wins in new clients and many joint successful activities
• Cultivated highest level of engagement ever held with major clients
• A key player in migrating projects from pure networking to a services-based business (in particular Managed Services and Total Cost of Ownership services
European Marketing Manager, Direct Channels: Aug ’96 to Oct ’97
This role was to migrate the business from a fragmented local set-up to a centralised European marketing focus:
• Designed and rolled out a new identity Worldwide
• Produced a worldwide product catalogue (22 different versions in different languages and currencies) and the design for e-commerce
• Raised awareness of this division both externally, internally and with partner organisations
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Inmac
- UK Markeing Manager
1995 - 1996
The pioneer and market leader of selling IT and consumable products through the direct channel
Marketing Manager: Nov ‘95 to July ‘96
Heading up the Consumables & Complementaries Division in the UK with responsibility for sales, promotions, planning, reporting and analysing the UK business and inventory asset management.
• Initiated campaign to cut unsold stocks, resulting in bottom-line profit of over $160,000 in the first three months
• Increased promotional funds from vendor contributors by 20% and reduced paginations by 15% increasing profitability per issue by 25%
European Product Manager: Jan ’95 to Oct ‘95
The role involved selecting new products (including advising suppliers on product design, packaging) their positioning and pricing, and launching to European catalogues.
• Redesigned layout of catalogue, involving new product classifications and educating customers about product benefits and EEC law, in particular for ergonomic products, resulting in increased sales of 20%
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Nestlé
- Brand Manager
Marne La Vallée Cedex 2
1991 - 1994
The World’s largest food manufacturer
Brand Manager (Drinks): Jan ’94 to Dec ’94
Responsible for the forecasting, production and marketing for all Nescafé coffee, chocolate drinks, Coffee-Mate, other milk products and all chocolate products for the catering market.
• Completely managed a new product launch (from ingredient mix, development and testing, branding, pricing and launch) for the Foodservice industry (Nestlé Hot Chocolate Drink) to compete with Cadbury’s
Assistant Brand Manager (Vending): Apr ’93 to Jan ’94
• Set up a system to categorise fascia and tab panels for all types of vending machines
• Managed one of the major re-branding exercises ever done for this product area
Assistant National Account Manager: Apr ’92 to Apr ’93
Working with a major retail account, arranging sales promotions, analysing results.
• Redesigned the shelf space dedicated to coffees within the Safeway stores, resulting in an increase in Nestlé facings by 10% and an increase in sales of 15%
Senior Analyst: Apr ’91 to Apr ’92
Involved in quality and productivity improvements in various Nestlé factories.
• Designed the Warehouse system for goods in/out and return of goods (resulting in 20% better resourcing) and devised system for analysing and recouping losses in a milk powder production line (saving over £200,000 p.a.)
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Alexander proudfoot
- Senior Consultant
Atlanta
1989 - 1991
The leading consultancy for Productivity Improvement, at the time was in the top 10 Consultancies w/w
Responsible for Change Management and introducing improvements in Spain for middle and senior client teams in management style and application of management styles learnt.
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Retirement Security Limited
- Assistant Manager
1987 - 1989
The pioneer of very sheltered housing in the private sector
Registered one of the first profit related pay schemes in the UK.
