Consulting

Requested to re-join Essentra Group and drive new growth initiatives: - Established Commercial Excellence team and increased responsibility to include Marketing function- Secured long term contracts to improve quality of earnings- Led and secured China Market entry through JV with State Owned enterprise- Presented Business to potential acquirers during divestment by listed PLC- Responsible for company Rebranding process- Led Sales & Marketing Transformation process under Private Equity ownership

Member of Global Management Team with full commercial accountability of Filter Products Business leading global sales team of 23 professionals throughout Asia Pacific, Middle East, Europe, North America, and LATAM. $400m P&L. Led reporting to Group Exec Team, preparation/presentation of sales budgets, strategy plans for sales growth business reviews, translating commercial progress, short-term action plan, and sales targets, along with status of strategic initiatives.• Averaged 10% annual organic growth with gains in all regions. Secured multi-year contracts with key customers in USA, Japan, Indonesia, and Russia.• Achieved $15m growth in MENA region from zero base within 18 months of Dubai greenfield investment and become fastest growing sector of Essentra filters business. • Gained 23% sales efficiency following reorganization of sales team, introduction of commercial strategies, implementation of Salesforce.Com, and new incentive based on conversion of new opportunities.• Salvaged potential $25m loss while also increasing company share of business to 100%.• Awarded 2-year $5m deal critical for long-term growth in demonstrating filter supply outsourcing to other customer markets. Designed business model for Asia Customer Operations team to out-source complex filter requirements, freeing valuable space in their high-cost Singapore facility by utilizing free capacity at Essentra’s low-cost facility in Indonesia.• In first year, implemented system to evaluate pipeline and achieve consistent reporting. Identified $161m pipeline value at 30% conversion rate. • Vastly improved internal communication in “mini-conglomerate” that supported success in customer award of several multi-year contracts for innovative filter products as it re-launched several key brands, e.g. leading multinational tobacco company sales growth from $40m to $120m. • Supported recruitment process for personal replacement. Worked additional 12 months to ensure smooth transition.

Co-founded consultancy business with Chinese partner specializing in identifying strategic growth opportunities for UK businesses to partner with state owned-Chinese companies. Currently remain as non-executive investor.• Provided business advice to UK delegates. Initiated business development networking, set up introduction meetings. • Led startup of U-Store business venture in Shanghai; became co-investor. Market is now established with huge growth potential. Business has grown to 7 employees managing 3 centers in Shanghai. (http://www.ustore.net.cn/)• Proposed establishment of self-storage business using Western business model. Arranged for Chinese delegation to visit self-storage businesses in UK to demonstrate low cost/risk model.

Member of Global Management Team. Promoted to GM of full operations in SE Asia with accountability for regional sales (300 employees, 2 factories in Malaysia and Philippines, $30m business). Increased responsibility to include role as VP of Global Sales (commercial staff of 40 including Sales & Technical Support teams and 3 Regional Sales Directors, c. $600m sales).• Recognized as having gained market leadership following successful tenders with multinational tobacco customers.• Business lead in acquisition of Central Malaysia Printers.• Won 100% of business on $14m YOY deal from ‘next-door’ competitor with 27-year history. Recruited former site GM, Quality Manager, and customer service liaison located within customer’s facility in Melbourne. Initiated brownfield start-up in Manila following compelling and creative proposals to regional customers. Strengthened credibility in new region with excellent service into factories in Malaysia and Philippines. Both regional factories accredited under ISO 9001, ISO 14001, and OHSAS 18001 to achieve world-class status. • Improved staff turnover from 25% to 11% (below average in Malaysia) and earned Malaysian Ministry of Employment Annual Award alongside of largest customer. Transitioned Chinese-owned business to Western multinational philosophy through introduction of new corporate values, training on Six Sigma and Lean manufacturing, and creation of continuous improvement teams. Secured ISO accreditations, waste reduction, and efficiency improvement.

Sector Finance Director with team of 3 at Head office, plus direct reports as Regional Finance Directors in America and Europe, along with Finance Controller at each of 12 operations (with site finance staff). Financial control and reporting for global business with annual sales of $600m, EBIT of $100m, annual capex of $35m.• Co-developed strategic plan to re-focus Specialty Packaging Sector into dedicated Tobacco Market business, shareholder approval secured to invest $50m over 3-year period to fund aggressive global projects yielding 13% p.a. growth.• Held lead role in Asset Purchase of packaging company in North Carolina. Negotiation secured ground-breaking 9-year 100% supply agreement. Complex deal required coordination of partial bids from other suppliers to replace existing, in-house supply. • Realized rapid sales revenue increase between by ±13% per annum (2001-2010), more than doubling to $600m, with key growth steps from greenfield plants in Richmond VA, Reidsville NC, St Petersburg Russia, and brownfield site in Manilla. Sector became fastest growing and most profitable division of Alcan packaging.• Achieved unprecedented 9-year contract for 100% of major customer’s (in North Carolina) printed carton requirements, in excess of $1bn over term.• Sold Steel Cans for $40m, exactly value predicted in strategic plan. (6.5x EBITDA). Print finishing business sold for $25m, 90% of expected valuation in declining commercial print market.

Tobacco Products and Financial Services