Gary Waller Email & Phone Number

Windsor

Key Responsibilities• Developing bespoke Distributed Energy solutions for clients• Leading Commercial negotiations• Structuring complex commercial deals• Leading Client and Supplier negotiations• Driving the commercial close of projects• Investment appraisal

London, United Kingdom

Divisional Sales Director, responsible for the development of business in the Critical Business Sector throughout the UK & EMEA. Particular focus on Energy, Sustainability and Resiliance.CBRE, a leading Global provider of Real Estate & Facility Services on an international scale, with leveraged knowledge and experience built around Energy & sustainability with the key values of Respect, Integrity, Service & Excellence.

London, United Kingdom

Development Director (UK), responsible for building & driving a Sales Strategy, that delivers growth and profit in line with Group requirements and to ensure that the delivery model is always one step ahead of the clients requirements.Notable achievements include:• Re-built the Sales team & implemented a Sales & Marketing strategy focusing on Energy driven solutions incorporating integrated & Bundled FM contracts to specific sectors & clients.. • To bolster the Cofely Soft-service delivery capability, formed “Alliance'” relationship's with key Companies; createing a powerful market offer, generating significant business success.• Implemented training & development for Sales, Estimating & Bid Management team• Bid library created with up-to date case studies & Client reference’s• Benchmarking information gathered to ensure best estimating practicesResults achieved from this new approach, with significant orders secured & a healthy pipeline developed

London, United Kingdom

Appointed by Dalkia International, was responsible for business development globally, with key Strategic Clients. The development of business hinged on establishing relationships at the most senior level & leveraging the benefits coming from Energy centric, multi-country key account contractsNotable achievements include:• Success achieved, with over £30m of new business secured annually• Formed Strong relationships with AstraZeneca, GSK, Pfizer, Eli Lilly, Diageo, JLL, CBRE & others. Focused on establishing & maintaining intimate relationships with client’s at the highest level, to fully understand their strategies, challenges, & requirements & to build bespoke Facilities solutions for them.

London, United Kingdom

Recruited as Head of Sales for Dalkia Retail, with key objective to develop a business model to differentiate Dalkia, generate a pipeline of opportunities (relationship lead) & create a delivery solution that would support retail Clients & generate sustainable profits in line with corporate requirements. This Energy focused, integrated service solution proved to be very successful and allowed the business to grow rapidly both in the Uk and Europe. Notable achievements include:• Delivered sales in excess of £10.5m year on year, with profit level significantly above budgets. • Integrated, multi-region, FM business secured, in which Dalkia took a principal contracting role, self-delivering the majority of services, with energy commitments embedded into the contract,

Having worked for the Rentokil Initial group for six years, was appointed by the CEO to examine the feasibility, then establish a Multi-service delivery business. The commission called for the production of a fully worked business plan, creation of a Sales & Marketing Strategy & the production of a service delivery solution. It also required the compilation of a master “Umbrella Agreement”, tying in the trading arms of Rentokil Initial (UK & International) with each client, in a consistent & concise format.Notable achievements include:• Secured £70m of annualised sales (£400m term value) of new portfolio sales over 3 years, generating annual net profits in excess of £8m. • Built a team with extensive FM experience especially in Cleaning, Manned Guarding & Technical services• Created a Bundled service model that generated significant interest because of the savings generated by this self-delivery model.

United Kingdom

P&L responsibility for £11m turnover business, employing 175 staff, working out of 6 regional offices throughout the UK. Direct reports included six Regional Managers, Finance Director, Health & Safety officer, IT Manager & PA.Notable achievements include:• Delivered quarter on quarter financial growth. • Success achieved following the restructuring of the business & recruitment of key sales & operation’s professionals. • Implementation of revised procurement & cost control processes, had a significant impact on profit growth.

United Kingdom

Success followed the introduction of the new Sales strategy & delivery model, with new Sales support literature & Sales training. National service delivery was extended to facilitate multi region, multi-service contractsNotable achievements include:• £2m annualised new Sales secured each year (equating to 18% annual increase in turnover)• New Sales structure created, with individuals responsible for key Sectors & Accounts, resulted in three major contract wins in the first year, with continued success in-line with Budget coming in the following years.• Created & implemented a new Sales & marketing Strategy that incorporated Rentokil-Initial Group services, delivered as a technical Services lead Bundled FM contract

Joined this successful Building Services company & immediately set about creating a sales strategy to differentiate Honeywell. Following implementation, sales increased by 60% in two years & continued to grow ahead of budgetNotable achievements include:• Secured a long term O&M contract for London Head Quarters of Kleinwort Benson. (Term value £15m)• Won a long term contract for the Long Acre (London) buildings of First National Bank of Chicago (Term value in excess of £5m)• Established preferred bidder status with Drivers Jonas, which resulted in a continued in-flow of sales year on year (Term Value £10m). • Secured a contract for the London region of the Barclays Bank property portfolio (Term value £5m).