Mark Kay Email and Phone Number
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I am a senior commercial leader with over 15 years’ of global experience gained within large blue-chip organisations in UK, EU, APAC & North America, shaping teams and commercial models to deliver client value and win great business.Most recently, I was responsible for the overall transformation strategy, programme management, strategic pricing and customer experience teams at Lumen EMEA along with a newly created Revenue Management function. My team worked cross-functionally with senior business leaders to drive business improvements that positively impact the customer journey, the success of customer facing teams and top line revenue. Prior to this I have completed successful roles at Truphone, Vodafone and British Airways enabling teams to win across multiple geographies. I promote an inclusive, collaborative culture where everyone feels valued and has an opportunity to grow and share different perspectives. One that embraces change, encourages new ideas and celebrates success. I am committed to delivering ongoing value for customers through ease of business and competitive commercial solutions to help fulfil a promise to always deliver an exceptional customer experience. I believe in a customer first approach and so it is important to continue to evolve and transform and enable our customers’ success and drive their success. Away from work I enjoy, cycling, travelling and experiencing new cultures – especially the food. I still hold a season ticket at the London Stadium to cheer on West Ham United, in the hope that one day they may win the premier league, although the Europa Conference League in 2023 was a good start! I am enjoying exploring Sydney and regularly attend Super Rugby and NRL fixtures. Specialties: Management | Business Development | Commercial Management | Pricing | Change Management | Business Transformation | Contract Negotiation | Leadership | B2B Sales | Telecommunications | CX | Sales Operations
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Business Operations ConsultantRanlytics Feb 2024 - PresentSydney, 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
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Senior Director Commercial Operations & Business TransformationCareer Break May 2023 - Jan 2024London, London, GbAll about the weather! -
Senior Director Commercial Operations & Business TransformationLumen Technologies Jul 2021 - Apr 2023Monroe, 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% -
Director Commercial OperationsLumen Technologies Jan 2018 - Jun 2021Monroe, Louisiana , UsFocused 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
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Head Of Commercial And Pricing (Interim)Connected World Services (Part Of The Carphone Warehouse Group) Feb 2017 - Nov 2017►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
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Commercial DirectorTruphone Nov 2013 - Oct 2016Clerkenwell, 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 -
Principal Commercial Manager - Partner MarketsVodafone Group Services Oct 2011 - Oct 2013London, GbKey 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 -
Regional Head Of Commercial - AmericasVodafone Global Enterprise Apr 2010 - Sep 2011London, Uk, GbBased 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 -
Regional Head Of Commercial - Northern EuropeVodafone Global Enterprise Jun 2007 - Mar 2010London, Uk, GbBased 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
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Performance ManagerHrg Worldwide Apr 2006 - May 2007Farnborough, 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 -
Revenue Development Manager, Japan & KoreaBritish Airways Apr 2003 - Mar 2006Middlesex, GbBased 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 -
Price Product SpecialistBritish Airways Jun 2002 - Mar 2003Middlesex, Gb
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Business Development ExecutiveBritish Airways Jul 2001 - May 2002Middlesex, Gb
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Business Development ManagerBoc Group Mar 2000 - Jun 2001North Ryde, Au -
Graduate Management ProgramBoc Group Sep 1998 - Mar 2000North Ryde, Au
Mark Kay Skills
Mark Kay Education Details
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University Of LeedsCatchment Dynamics And Management -
The University Of SheffieldGeography
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Ruhr University BochumGeography
Frequently Asked Questions about Mark Kay
What company does Mark Kay work for?
Mark Kay works for Ranlytics
What is Mark Kay's role at the current company?
Mark Kay's current role is Senior Director Business Transformation and Commercial Operations.
What is Mark Kay's email address?
Mark Kay's email address is ma****@****mac.com
What is Mark Kay's direct phone number?
Mark Kay's direct phone number is (905) 477*****
What schools did Mark Kay attend?
Mark Kay attended University Of Leeds, The University Of Sheffield, Ruhr University Bochum.
What skills is Mark Kay known for?
Mark Kay has skills like Commercial Management, Pricing, Pricing Strategy, Pricing Negotiations, Analysis, People Management, Deal Structuring, Bids, Revenue Management, Change Management, Contract Negotiation, Team Leadership.
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