David Heaven Email and Phone Number

Working with the business to optimise the Pricing Strategy of ADP UK's product portfolio in order to align with business strategyManage the UK pricing book by defining optimal list prices of the main product offerings for the UK market, ensuring a simplified pricing structure is maintained.Develop and maintain pricing models for all product ranges and business sectorsWorking with UK FP&A and UK CFO on discounted requests ensuring the approvals required are gained and in line with the UK and Global sales policy.Design and develop appropriate models using accessible financial data to determine client and product trends and profitability.Assess and analyse commercial trends and activities in the Human Capital Management sectorWorking with Strategy and Marketing to complete market and competitor analysis

Advise UK, Nordics & Ireland Sales Teams to enable them to make informed decisions - both in general operational decisions and in executingProvide Brand Leaders with full financials, and Bid Justification for all pricing requests, to enable them to make informed judgments in order to maximise Mainframe Revenue, help improve market share and profit targets Constant communications with Sector and Brand Management to develop excellent relationships where profitability and margins are communicated & understood so that revenue and GP is maximisedImprove customer satisfaction by providing quick, reliable, value-added pricing & processes. Manage pricing related issues within the business by providing commercial guidance, promoting profitability & the containment of riskEnsure all pricing is approved within the relevant delegations and guidelines. This ensures no audit exposureAdvise Sales teams of new solution offerings to enable them to be more creative in there customer offerings

Ensure UKI Pricing Manager is supported fully in making informed decisions and judgements - both in general operational decisions and in executing Support IBM UKI/Nordics Hardware revenue, market share and profit targets by managing pricing performance : eg : working with Sector and Brand management to develop excellent relationships where profitability and margins are communicated & understood so that revenue and GP is maximisedImprove customer satisfaction by providing available, quick, reliable, value-added pricing & processes. Manage pricing related issues within the business by providing commercial guidance, promoting profitability & the containment of risk

Actual Reporting: Running daily Actuals during Month & Quarter-end, this was sent to Regional F&P & Brand Operations, to assist with AssessmentsReview and Report non-organic revenue growth while maintaining focus on organic growth.Provide daily assessments/bridges by Region to inform management where they expected to end for the quarterAd-hoc reporting and analysis for Regional, Brand or Sector executives;Tracking, analysis and trending IBM’s European SWG revenue across regions, countries, brands, sectors and multiple SW platforms.Stream Forecasting: Analyse multiple revenue streams identifying areas of growth potential or concern, Ongoing liaison and review with regional F&P teams ensuring any revenue exposures are minimized or communicated up the line as appropriate; Drive regional forecasting and measurement activity ensuring the most accurate view of current revenue performance at any given timeForecasts: Responsible for the monthly deployment of the forecast to the IMT’s/SW BrandsForecast Presentations:Bi-weekly Reporting to World Wide F&P & HQReports/Analysis including Bridges and Roadmaps to get to ForecastsTrend AnalysisPipeline AnalysisExec Compensation Calculations:Calculation of Attainments for around 12 Northeast SWG ExecutivesLiaise with EMEA Northeast Operations to obtain Quotas & measurement MethodologiesCommunicate Attainments to EMEA Incentive & Commission Centre on a quarterly basesChase up and clear Queries in a timely manner

Project managed the design and launch of the Contracts Monitoring DBv2 & the Exceptions DB, these DB’s were set up to help the Operations teams streamline their daily processRan and reconciled the Unauthorized Contracts to check that IBM had not paid money to non-contracted customers. If revenue had been paid out I organized the notification to the customer and followed this process until IBM had recovered the revenue.

Worked both as the Sales Opps and Sales Manager for 5 months while the Sales Job was vacant, which incorporated the following:Worked with six EMEA regions on a daily basis to help close and identify/rectify problems within the YTD 2002 renewals business.Provided quarterly targets & achievements to the renewal teams across EMEA and passing these results to the commissions teams for payment

Working with both customers and IBM staff to make sure that PA contracts and license migrations are completed in a correct and timely manner, resolving any problems that occur to ensure no delays in the licenses being transferred to the customer. Issue Quarterly targets to the North Region PA renewals team on a timely and accurate basis, reconciling these quarterly target lists to make sure that the correct values are being claimed and provided the commissions team the results for payment.Implementing a Database so all Business Partner Sales reps can view their customers at any time during the quarter.

While working in the Purchase Ledger department where I had control of approximately 50 ledger accounts including the catering supplier and restaurant expenses, petrol expenses & Diners Travel Account which totaled around £110k per month Fully responsible for 9 inter company accounts, working closely with Lotus Staff in Staines and in the overseas offices, handling charges coming in and out of Lotus UKResponsible for the Fixed Asset Register with up to 3000 assets with a NBV of £7 million, working on a monthly basis with the I.S. Procurement department to ensure that all the equipment bought is applied to the fixed asset register on a timely manner