Transition from client side Industry expert to consulting side Professional Business Services as Sales & Commerce lead for Europe region, working with in country Strategy, Consulting, Technology and Marketing colleagues to develop client relevant industry offerings. The pivot from analogue to digital with enhanced requirements from B2B customers and B2B2C / D2C consumer demand accelerating - data, technology, operations and ways of working require a significant focus and investment.My role is supporting businesses with this transformation but also focus on drive effectiveness and efficiency to improve each line of the P&L from Gross Revenue to Operating Profit.

Leading a transformation & sales footprint expansion via a distributor managed network across Canada, Caribbean & LATAM region. Identifying opportunities to successfully activate products to meet consumer next generation product demands in line with group strategic direction and capitalise on disruptive yet profitable tobacco portfolio launches within competitor strong hold markets.Accountable for full General Management scope - sales, marketing, insights, finance, HR, legal & corporate affairs.Key Contributions & Outcomes: Grew profitable sales of across 12 countries in 2 years, through internal direct team of 5 and distributor matrix network of over 300 sales personnel. Optimising all P&L line items through FY19-21. Following group strategy change in Feb 2019, I conducted a strategic review of Canadian business and changed the operating model from owned entity to a pure distributor approach. This decision resulted in closure of part of the business, leading to staff consultation process and exit from the related commercial key account contracts.  Developed & optimised the Distributor contract and management framework to ensure optimal financial delivery, working capital management and compliance.  Operating model implementation in Colombia with full import, distribution, marketing agency (Dentsu), legal business set up and agreement for retail commercialisation via Grupo Exito Designed & delivered business contract manufacture relationships in Argentina, with launch of cigarette, mass market cigar and roll your own categories. Led working capital initiative for CFO within sales across Imperial Brands.

Led the design and deployment of a new enterprise operating model for Sales & Trade Marketing function, enabling Imperial Brands Strategy (Project Novo). Delivering harmonised structures, standardised processes, ways of working and investment strategy in line with committed spend guardrails. Leading a blended team of 30+ client and KPMG consulting resources. Sales transformation plan & operating model delivered, on time & on budget. Outputs generated at exceptional pace to achieve business simplification, standardised ways of working, decisions made closer to the consumer and Sales team overhead re-investment in line with focus strategy, without impacting Net Revenue delivery.  Ensured world class stakeholder management to navigate the highest profile, yet confidential, project in Imperial Brands history. Engaging with full breadth of team from C-suite sponsors, through general management population, subject matter experts and every influencing party in-between. Development of cluster & market archetype principles to provide benchmark and consistency of management across markets within agreed investment tiers. Design of sales structure to maintain/improve trade customer contacts, through optimising field sales team efficiencies and streamlining management layers.  Utilised technology support through CACI territory optimisation, preparation for Salesforce Consumer Goods Cloud and initiation of outsourced field force opportunity

Accountable for the optimised delivery of Sales, Brand and Trade Marketing initiatives, through a team of 14 senior managers across 40 markets with £4.4b net rev & £2.6b gross margin.Responsible for the approval & ongoing performance management of the ‘Operational Plan’ including Brand portfolio management, A&P investment, Trade Investment and Sales team optimisation.Additional role responsibilities included member of the Reduced Risk product leadership team, Combustible Product Development Supply Committee member & Laos Board Vice Chairman Key Contributions & Outcomes: Delivered sales excellence through performance management across FY18 & FY19, achieving volume, share, revenue and profit targets Drove market activation excellence for zero nicotine vape, Heated Tobacco and optimised tobacco portfolio in Japan Redefined portfolio in Middle East to meet consumer demand trends, driving packaging and machinery development via the MSC team. Designed & delivered a revised Operational Planning approach to ensure a commercial focus rather than historical brand led approach. Driving specific improvements in Trade Investments by >2%.

A Programme Director, specifically selected to design & deploy critical business re-organisation programmes,1. Led deployment of a world class Sales Force global operating model program, focused on people, process & technology. Working with Accenture & Deloitte to design & deploy Salesforce.com2. Led back office standardisation, enabling the outsourcing optimisation of Record to Report, Source to Pay, Order to Cash processes and corresponding master data. A global design initially deployed to UK, prior to roll out across 32 countries. Front Office Key Achievements & Results Field sales transformation across 45 countries involving 5000 employees, standardising structure with clear purpose, focus & clarity on rep & Leader roles. Implementation of a standardised CRM platform (Salesforce) with Deloitte as System Integrator to top 15 markets. A overall £50m cost reduction programme delivered on time & on budgetBack Office Key Achievements & Results Led Programme design, build, test & deployment to UK market through a blended 30 internal and 115 consulting team utilising both on & off shore resources. Launched on time (16 months from concept to launch), within controlled scope and under budget (£20m spend to initial launch) via multiple rapid Request for Proposal processes with clear Statement of Work deliverables (IBM & Accenture). Recognized as exceptional by internal audit & Accenture Quality Assurance Managed transition of the programme into overall finance transformation, integrating with other finance initiatives – enhancing budget control from >£40m to >£100m.

Led a team of supply chain Project Managers responsible for End to End product change initiatives from concept ideation to consumer sale, across Western Europe & Americas regions.Improved product launch introduction time to market by average of 4 weeks through implementation of new requisition and approved process, including stand up of a global best practice community.

Directed commercial teams across Grocery (Coop / Somerfield), Distributive (P&H and Bestway) & Convenience (BP, Esso, Shell) channels, with direct management of Coop & Somerfield integration with 2bn stick volume & £68bn ITUK profit.In addition, led the UK Trade Marketing team to define strategy to optimise visibility, pricing and distribution - utilising data analysis and consumer, shopper & retailer research.

Project management of UK cigarette, Americas tobacco and global papers PLM projects from initial concept to launch by agreed dates and within agreed budgets. Control the interface between Sales, Marketing and Manufacturing departments through building strong project team relationships and providing clear communication reports.

Brand management of the value brand portfolio JPS & Route 66 for expansion across Europe & Central Asia.Trade Marketing executive, responsible for trade engagement with UK Duty Free, Ferry operators and NAAFI, developing account plans and trade investment strategies.