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LightSwitch Ltd
- Principal Business Consultant
2005 - maintenant
LightSWITCH (Pan-European) provides pragmatic and hands-on Management Assistance and Business Consultancy services to mature as well as “start-up” ICT and Services companies facing organizational challenges.
- Source and personally deliver Consulting and Management projects within the context of LightSWITCH enabling companies reduce unnecessary risks and costs in human and technical resources
- Get involved in the project from the realization of the concept, its implementation and delivery all the way to business development, account management as well as preparing and coaching management and employees to achieve business objectives and commercial benefits by venturing into mature as well as emerging markets (vertical and geographical) both locally and internationally.
- Create appropriate Go-To-Market strategies focusing on industries and geographical territories, enabling companies generate sales, acquire market share, achieve market penetration and reach business objectives.
- Develop Channel Partner and Value Added Distributor networks across United Kingdom, Germany, United Arab Emirates, Greece & Australia.
- Evaluate business process to enhance the competence and efficiency of Small Businesses: conducted an in-depth analysis of business functions, designed a new marketing, communication, and management plan.
- Evaluate client processes and systems around CRM and ERP, provide pathways and migration plans and project manage the re-engineering and streamlining of Business Processes and Business Applications in line with the e-TOM model.
- Implement change management and increase internal communication by facilitating behavioral and cultural changes.
- Perform needs assessment to identify employee training needs, apply training strategies and evaluate employee performance within the program: trained, managed and coordinated staff and devoted 10 hours each month to mentor employees for EXIS IT & VoiceWeb and 20 hours for Affichage.
- Provide management with coaching, support and structure to develop effective communication, increase employee moral and accomplish sustainable business success.
- Project Manager for Custom CRM / ERP Solution on Oracle DB for a Utilities Providers and for Custom Voice Recognition IVR Solutions for supporting Ticketing, Banking, Customer Service and Sales built on ENVOX platform.
Key projects personally delivered through LightSWITCH:
OpenERP (Belgium) - EXIS IT (Greece) - VoiceWeb (Greece) - Affichage Hellas (Greece) - TRX Media (Greece) - Oxigen Fitness (Australia)
Rojan IT (Australia) - Portitech (Australia) and others.
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Allied Telesyn (Aust) Pty Ltd
- Business Alliance Manager
2004 - 2006
Allied Telesyn (Australia) is a worldwide vendor of Ethernet and IP network products and technology.
- Created a GTM strategy focusing on Hospitality, Healthcare, Retail and Construction Industries to deploy networking and Triple Play (T3) solutions.
- Developed key partnerships with Fujitsu Australia, Unisys, Corporate Express, Micros Fidelio and with distributors such as Express Data and Anixter.
- Developed marketing materials specific to T3 services based on business and technical research and became an industry spokes person for ATI.
- Prospected new business on a B2B and B2C leading to the sale of 1,4oo switches to MacDonald’s Australia and an overall increase in the company’s revenue at $1m plus per year. Managed a team of 4 sales people and 2 presales engineers targeting business across Australia and Pacific Islands.
- Project Manager for Network infrastructure Solutions and Triple Play Services (T3) delivered through channel partners.
- Projects ranging from €5K to €100K with 2 – 6 weeks design and implementation.
- Managed internal team of 2 engineers and liaised and coordinated with external teams of technical directors, project managers, sales consultants and end users in order to enable the deployment of sound networking solutions.
- Single point of contact for IT Directors, Product Managers and Commercial Directors of channel partners providing hands-on account management, presales and sales support (joint customer-facing meetings), product and solutions training to staff.
- Translated business requirements into IT services and network products and developed Value Proposition and Investment Schedule for delivering the solution through our channel partner network across Australia and APAC.
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Volante Systems Pty Ltd
- Managed Services Specialist - Product Manager
2000 - 2004
Volante Systems (Australia) is a SI offering services in the areas of product, software, infrastructure, strategic consulting and managed services.
- Developed the productization of Managed Services - Help Desk, Infrastructure and IT Support services at a tactical as well as strategic level including complete outsourcing, which led to the acquisition of over $1.5 million on annual business.
- Identified opportunities for Consultancy work such as Disaster Recovery Planning (DRP), Business Continuity Planning (BCP), Risk Mitigation, Security and Storage and Information Lifecycle Management in the SME and State Government Sector by deploying and managing Telemarketing campaigns and managing relationships with Computer Associates for the identification of joint opportunities.
- Worked closely with the Marketing Department and Product Management team to develop marketing materials specific to managed services while prospecting new business opportunities and managing a team of 16 Account Managers, 4 presales staff and 2 consultants and provided training on Managed Services and Solution selling techniques.
- Liaisons Officer for the deployment of managed services solutions for government accounts and large corporate organisations in the area of Services, FMCG, Law, Insurance and more.
- Projects ranging from €25K to €900K with 1 – 3 months implementation periods
- Translated business requirements into Managed Services (standard and customised offering), developed Value Propositions, Investment Schedules and Road Map for delivering the solutions and coordinated with Computer Associates for the servicing of specific accounts.
- Monitored 4 presales staff and 2 consultants and coordinated with the IT team of the customer ensuring effective delivery and execution of the solution.
- Liaised with 3rd party providers (Data Centres) and acted as the single point of contact for the customer providing hands-on account management, business support and provided reporting tools and mechanisms for Business Intelligence enabling them to make strategic decisions.
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Commander Australia Limited
- Sales Manager - SME
1996 - 2000
Commander Australia Ltd has been tailoring telecommunications technologies and solutions for the Australian SME market for more than 25 years.
SUCCESS STORIES
- In excess of $14m p/y, number 1 Sales Region for 2yrs in Australia.
- British American Tobacco $250K.
- Soccer Australia $150K.
- Kaba Boyd $100K.
- 1st VoIP system sold in Australia (3Com) $150K.
- Anglican Church $1.2m nationwide.
- Managed a team of 10 new business sales people and 2 rental upgrades.
CORPORATE DEVELOPMENT
- Product Training on features and benefits as well as emerging technologies.
- Solution Selling training on VoIP solutions and Call Centre applications.
- Planning Strategies.
- Overcoming Objections.
- SPIN selling techniques.
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Digicall Pty Ltd
- Corporate Sales Manager - VIC
1993 - 1996
Digicall Pty Ltd is owned and operated by The Brackenbury Group and is Vodafone’s largest channel partner in Australia. The company supplies mobile phones and accessories to retail and corporate customers throughout Australia.
SUCCESS STORIES
- Opened the first retail store in Mascot, Sydney in July 1993 and was promoted to Store Manager.
- Quadrupled the weekly sales within the first 2 months (15 connections per week to over 55 connection per week).
- Promotion from Store Manager to Regional Sales Manager in February 1994 (7 stores initially and growing to 18 stores eventually and 65 sales staff).
- Promotion from Regional Sales Manager to Corporate Sales Manager - VIC in September 1995.
- No. 1 Retail region for Vodafone Australia for 2 years in sales revenue.
- Business plan I had written in 1996 for Digicall, was implemented by Vodafone in 1998-99.
CORPORATE DEVELOPMENT
- Created the Sales Training Manual for product training as well as solutions training that Vodafone Australia used to train its sales people.
- Cross Selling and Up Selling Techniques.
- Ask for the Sale, Overcoming Objections and The Essentials of Customer Service.
- Provided training to store managers on employee moral, employee satisfaction, Successful Communication techniques and handling difficult customers.
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Corporate Express Australia Pty Ltd
- Account Manager
1991 - 1993
Corporate Express Pty Ltd (Sydney, Australia) is the leading single-source supplier of business essentials in Australia and New Zealand with products and services ranging from IT solutions, furniture, print management to office supplies and many more, CEA is truly a one-stop shop.
SUCCESS STORIES
- Increased my sales revenue by 50% the first year by selling across all product categories. Initial budget was $1.25m, achieved $1.9m and joined the Top Guns Club.
- Achieved and surpassed my yearly sales target and joined the Top Guns Club for the second time. Target was set at $2.2m, achieved $2.4m (109%) for the second year
- Developed SGS into a National Account worth $100K per year
- Managed and grew the Unilever account by 35% the first year bringing revenues to the value of $350K per year.
- Managed the Pickles Auctions account nationally and grew revenue by 28% to the value of $220K per year.
- Managed the Sunbeam account and grew business from $50K per year to $125K per year at 38% GP.
- Grew my NetXpress revenue through customer training and support by 50% in 6 months.
