Mark Kay Email & Phone Number

Sydney, Nsw, Au

Sydney, Nsw, Au

► Re-design of lead-to-cash process underpinned by effective reporting cadence, driving transparency and a robust sales & production forecasting► Implementation of enhanced system stack: Microsoft Dynamics CRM/ERP, Rippling HR & payroll driving productivity improvements► Operational Planning process enabling effective procurement, building of devices and delivery on-time to customers► Introduction of CX principles through LBGUPR journey mapping improving revenue and NPS

London, London, Gb

All about the weather!

Monroe, Louisiana , Us

► Establish Program team to deliver EMEA wide ‘Strategy Refresh’ through enhanced sales execution and revenue growth► Primary focus on enhancing commercial agility through tooling, quoting enhancement/automation and greater market alignment improving win rate > 40%► Lead multiple workstreams and hold business/key stakeholders to account for delivery of milestones and/or progress against lead indicators► Review strategic direction and take action to continue driving maximum revenue benefit► Continued accountability for Strategic Pricing, Revenue Management and CX functions across EMEAKey Achievements:★ Return of EMEA region to month-on-month revenue growth through overall transformation activity★ Set up of Revenue Management function, driving >$15m incremental revenue★ Reset of approach to CX resulting in improved NPS, >+20 with response rate >20%

Monroe, Louisiana , Us

Focused on enabling Lumen EMEA to win the right business; accountable for all Pricing, Bid Management, Commercial Management including in-life, and off-net vendor management ►Introduced and refined a single governance process for Lumen EMEA (post Level3 and CenturyLink merge) resulting in effective decision making utilising all available tools (e.g. Salesforce, Altify)►Created series of core commercial initiatives to improve speed-to-market such as documented playbook, and real-time opportunity reporting giving greater confidence to Commercial team and educating Sales and Product community►Continual focus on greater enablement and automation through change in working approach and tooling e.g. Pramata for Contact management simplification, Internal 'fastprice' tool for rapid speed-to-quote improvements...Key Achievements:★ Set-up of Poznan commercial centre providing effective and efficient commercial support that improved both productivity and win rate★ Internal NPS improvement from 0 (2018) to +36 (October 2020)★ Integration of EMEA commercial functions following Level 3 and Centurylink merger

►Define, design and execute B2B software pricing and licensing framework (SaaS/PaaS/On-Prem) in collaboration with multiple stakeholders ►Design and validate approach to quantify product roadmap, enabling prioritisation and a focused approach to both market and specific clients in Retail and BPO channels►Implement and execute a transparent governance process driving stakeholder engagement for effective GTM releaseKey Achievements:★Enabled simple sales messaging through design of user friendly value case providing a clear link to licensing and Client ROI

Clerkenwell, England, Gb

►Built and Managed a commercial function across 8 countries to support opportunity/sales growth in excess of 300%►Defined commercial approach for Direct and indirect channels►Instigated structured approach to Bid and Opportunity Management, improving RFP win rate in excess of 25%► Launched commercial in-life management program resulting in effective business partnering Key Achievements:★ Established near shore centre of analytical excellence driving quality and productivity improvement of 30%★ Implemented pricing automation for lower TCV opportunities significantly improving speed-to-market

London, Gb

Key Commercial role in Vodafone Group's hugely cash generative Partner Market business unit. ►Lead and negotiated re-sign and acquisition contracts for numerous Partner Markets with TCV in excess of €20m including C-Level briefings►Extensive cross-functional work across all parts of Vodafone Group (Supply Chain, Roaming, Brand, Enterprise etc..)Key Achievements:★ Implementation of Salesforce CRM to revolutionise governance, reporting and ultimate transparency for Partners leading to greater fee generation

London, Uk, Gb

Based on US East Coast, I set-up and recruited a Commercial function to support the rapidly growing VGE Americas organisation.Highlights► Lead pricing and governance process to drive annual revenue with 10% year on-year growth► Manage all bids from inception to signature for US based MNCs owning risk logs and mitigation► Own executive deal sign-off focusing on clear execution risks and mitigation► Develop high performance team culture and framework by designing clear achievable KPIs & personal development goals►Negotiate and/or coach sales team to execute key deals through direct participation or working through key stakeholders Achievements: ★ Collaborate to deliver near-shore Commercial Centre, increasing team productivity by approximately 25% delivering effective in life management

London, Uk, Gb

Based in UK, recruited and set-up a new commercial function to support the needs of the evolving sales region constituting a mix of operating companies and partner networks.Highlights:► Lead pricing and governance process to drive annual revenue with 10% year on-year growth► Manage all bids from inception to signature for European based MNCs ► Own executive deal sign-off focusing on clear execution risks and mitigation - across both OpCo and Partner Networks► Develop high performance team culture and framework by designing clear achievable KPIs & personal development goals►Negotiate and/or coach sales team to execute key deals through direct participation or working through key stakeholders Achievements: ★ Simplify disparate OpCo/ Partner working practice increasing speed to market through process improvement ★Delivered training workshop in collaboration with Vodafone Procurement Company to share learning on pricing approaches to RFP and contract negotiation

Farnborough, Hampshire, Gb

► Work with key global clients to review supplier agreements and deliver analytical insight for increased cost savings and efficiencies► Overall responsibility for virtual team to ensure reconciliation and collation of spend data, savings and benefits for a portfolio of key accountsKey achievements:★Design, sign-off and build of new analytical solution for internal and external use creating new revenue line and step change in data availability

Middlesex, Gb

Based in Tokyo, I was responsible for commercial matters in the Japanese and Korean markets - in particular delivering change in working practice to drive revenue growth through pricing improvement ► Re-engineer sales and distribution working practice by challenging current working methods and identifying skills & process gaps in line with BA objectives►Strong cross functional working with both UK and Regional Offices►Lead and negotiate relationship with regional corporate partners►Strong understanding of Japanese and Korean business culture and customs enabled change to be delivered in a resistant environmentKey Achievements:★Design and execution of new simplified price strategy in collaboration with key stakeholders that delivered 5% yield improvement on £120m p.a. revenue

Middlesex, Gb

Middlesex, Gb

North Ryde, Au

North Ryde, Au

Msc, Catchment Dynamics And Management

Bsc, Geography

Erasmus Exchange (4 Months), Geography