Jeff Willis Email & Phone Number

London, United Kingdom

Neuss, Germany

Appointed to turnaround the German PC Business Unit that sells and markets laptop computers to corporate customers and value-added resellers. Achieved profit after two quarters following appointment.• Devised and implemented the strategy and business plan; led the successful turnaround. • Increased gross margins, in a low margin and highly competitive environment, by analysing customer segmentation and initiated a change in customer and product mix, implemented improved customer acquisition, improved pipeline management and forecasting in CRM, and focused channel strategy on targeted products.• Improved cash flow by reducing inventories and overhauled inventory control processes to prevent excess inventories.• Devised and oversaw the implementation of channel programmes that improved effectiveness of go-to-market for indirect sales and fulfilment of direct customers. This also contributed to achieving sales-in and sales-out targets.• Implemented processes that successfully reduced the ‘days of channel inventory’ with the subsequent improvement of channel inventory-turn; both sales-in and accounts receivables improved.• Revised sales target setting to ensure that focus was on the target customer segmentation and on higher margin products.• Restructured the business, reducing fixed expenses.

Weybridge Uk

Set-up and directed this European department for the development, go-to-market and sales of new solutions and services. Appointed to increase the profitability of Toshiba’s PC sales in Europe. Devised a strategy to increase average gross margin by improving service-sales’ attach rate, creating cross-selling opportunities and improving overall proposition of Toshiba as a solution provider.• Generated a significant increase in service sales in addition to introducing a new and diverse range of business solutions.• Led Project Management of new initiatives defining the business case, the outputs, the outcomes and the benefits. Defined the team structure, coached and monitored development ensuring budget and timelines were met. • Led cross-functional engagement across sales, marketing, supply chain, IT, finance, quality control, engineering, R&D and technical support, which aided development and gained internal support.• Devised product proposition, pricing strategies, sales methodology, launch tactics and promotional activities.• Developed the route-to-market methodology and collaborated with channel partners on sales and order processing methodology.• Initiated a highly appreciated sales-training programme for consultative solution selling.• Presented Toshiba solutions and Services at Channel Events, industry events such as Gartner Symposium, and in the press.

Germany

P&L and budget responsibility for Toshiba’s PC and TV EMEA Marketing and EMEA Channel Team for pan-European Distributors and Resellers.• Improved marketing efficiency by aligning central and local activities, driving synergies, reducing duplication, unifying systems and platforms (such as website development and content management). Resulted in reduction of marketing fixed expenses.• Improved effectiveness of marketing activities in: brand awareness, on-and offline campaigns, PR, Event Marketing and Social Media. Achieved by improved product proposition, single central on-brand asset creation, engaging co-op partner for increasing amplification, devolving media spend to the regions and measuring campaign RoI.• Led creation of Pan-European Account Team that grew revenues with major distributers and channel partners.• Devised Pan-European Channel Programme that achieved double-digit growth.• Set-up pan-European Channel Management being the senior point of contact for escalations, controlled channel conflict, conducted QBRs and negotiated T&Cs.• Ensured regional buy-in and support of central marketing and Channel Management by setting-up and leading an EMEA Matrix team to collaborate on strategy, programmes and deliver projects.

Breda Area, Netherlands

Directed and grew the revenue and volumes of Toshiba’s PC business in The Netherlands, Belgium and Luxembourg.• Developed and implemented a re-organisation to focus on targeted customer segments in B2B and B2C that successfully increased market share in the territory.• Analysed market data to identify and set targets for growth and acquisition opportunities in the B2B and B2C (retail) segments.• Devised and oversaw roll-out of channel 'breadth-and-depth' programme that increased sales through channel partners.• Developed processes to improve financial forecasting, sales-in and sales out planning and scenarios, channel inventory management and tactics to correct variances versus plan.• Improved Product Marketing processes that gained greater control over pricing, volume, succession planning and margin structure, which resulted in increased EBIT.• Reduced fixed expenses, including outsourcing of the repair centre, without impacting the business’s development.

Zürich Area, Switzerland

Responsible for Toshiba’s PC operations in Switzerland covering sales, business development, marketing, service, finance and controlling. Targeted and measured on sales, P+L and balance sheet metrics. Successfully grew sales and market share across B2B and B2C.

Neuss, North Rhine-Westphalia, Germany

Head of EMEA Server and Solutions business. Managed and motivated direct reports and led matrix organisation in EMEA, covering sales, business development and product marketing.

Ba (Hons), Economics

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