Technical Sales Management. Project Management

As well as being the Secretary for the CEA General Technical Committee, I was excited to be their Special Projects Manager.A major CEA project was the development of the CESAR anti-theft system to also include emissions data on behalf of the construction industry . https://www.cesarscheme.org/ Driven by the needs of OEMs and hire companies across the UK, I had been tasked with the development of the CESAR security scheme to incorporate emissions information. I heard… Show more As well as being the Secretary for the CEA General Technical Committee, I was excited to be their Special Projects Manager.A major CEA project was the development of the CESAR anti-theft system to also include emissions data on behalf of the construction industry . https://www.cesarscheme.org/ Driven by the needs of OEMs and hire companies across the UK, I had been tasked with the development of the CESAR security scheme to incorporate emissions information. I heard from suppliers of machinery into major UK contracts that there was an increasing requirement to quickly and easily access the NRMM emissions stage classification including supporting documents in order to satisfy the needs of our clients in real time.I had been asked by the industry to look at providing a durable solution and I am happy to report that the CEA are rolling out a version for beta testing. Show less

Delivering specialist association management services.

Jemms-Cascade develop and create high precision, bespoke and sometimes prototype production-line assembly tools. The products are industrial quality end-effector solutions for challenging fastening and drilling applications in manufacturing. Key sectors include Automotive, Aerospace and Off-Road.Working in close liaison with some of the top level automotive and aerospace production and design engineers across Europe, the position required a deeply consultative approach which allowed all… Show more Jemms-Cascade develop and create high precision, bespoke and sometimes prototype production-line assembly tools. The products are industrial quality end-effector solutions for challenging fastening and drilling applications in manufacturing. Key sectors include Automotive, Aerospace and Off-Road.Working in close liaison with some of the top level automotive and aerospace production and design engineers across Europe, the position required a deeply consultative approach which allowed all stakeholders to fully understand the brief before our commitment to manufacture.Although Jemms are the market leader in the US, they were relatively unknown in Europe. I was responsible for introducing and promoting products and services and despite initial hurdles of being unknown and unproven in the region, I built up a portfolio of over 600 key decision makers and influencers in the relevant sectors. I established major projects or development work in such companies as Audi, Volkswagen, Daimler, Nissan, Honda and Renault as well as Airbus, Rolls Royce Engines, Caterpillar, JCB, Case New Holland and John Deere to name a few.My initial route to market was to assess and recruit the best distributors available in order to accelerate access and opportunities in the region. I also developed strong alliances with a broad spectrum of major power tool companies, together with their client base.As well as technical training and negotiating deals with distributors, I spent a great deal of time developing my direct contact with end user customers. Organically, this meant successfully forging a close bond with the Design Chief as well as the Finance Director, back in Detroit. I soon built up a small team for direct business. I recruited an internal sales co-ordinator, a direct sales engineer in Poland as well as Italy and also a repair engineer in the south of Germany.My activities in Europe generated sales exceeding €1m per annum within the first 4 years and continue to flourish Show less

‘Alliance Tools, Brazil’, manufacture bespoke handling and assembly equipment, predominantly for the very demanding automotive industry. My duties included technical liaison and project management with the end user customers in Brazil such as Peugeot, Volkswagen and MAN Diesel. My role was to fully understand and interpret their technical needs as well as research and procurement of the high specification components for each machine in order to satisfy their requirements.I was involved… Show more ‘Alliance Tools, Brazil’, manufacture bespoke handling and assembly equipment, predominantly for the very demanding automotive industry. My duties included technical liaison and project management with the end user customers in Brazil such as Peugeot, Volkswagen and MAN Diesel. My role was to fully understand and interpret their technical needs as well as research and procurement of the high specification components for each machine in order to satisfy their requirements.I was involved heavily in strong negotiation in these tight economic times in order to provide a quality solution within budget for the customer whilst not compromising technical capability.An example of one of my major successes was to convince senior Faurecia (Tier 1, global seat manufacturer) purchase managers to adjust their budget upwards in order for us to design and build 30 high quality units rather than budget, short term solutions. This created peace of mind for the customer as well as leaving acceptable margin in the project for us. A perfect win/win. Show less

Generation of new business through prospecting and cold-calling to consultancy based selling.

Desoutter (Atlas Copco) is a major player in industrial assembly power tools around the world. They have dedicated sales teams in many mature markets. However, in fledgling and emerging markets my responsibility as International BDM was to work with local distributors to develop their technical and commercial ability in order to maximise their effectiveness. Global sales were heavily influenced by my choice and development of local distributors. My ability to adapt to the various cultures as… Show more Desoutter (Atlas Copco) is a major player in industrial assembly power tools around the world. They have dedicated sales teams in many mature markets. However, in fledgling and emerging markets my responsibility as International BDM was to work with local distributors to develop their technical and commercial ability in order to maximise their effectiveness. Global sales were heavily influenced by my choice and development of local distributors. My ability to adapt to the various cultures as well as being trustworthy and ethical helped reinforce and improve business and therefore profit.• Personal responsibility for managing turnover of €4 Million per annum for the global Assembly business.• I was the global technical expert for Desoutter’s industrial assembly tool range.• Responsible for writing and delivering technical training on the entire range of Desoutter assembly tools.• Responsible for developing business strategies with global distributors in order to set and achieve sales targets. (This included setting and monitoring of a recovery plans if required.)• Selected, recruited and trained new distributors and sales staff in order to gain the greatest return from any given region.• Managed end user expectations through regular on-site visits with Distributor. • Personal responsibility for managing customer Project spends up to €250K. Developed very close bonds with blue-chip end-user customers including major international names such as Electrolux, Samsung, Philips Electronics, Black & Decker, Nissan, Rolls Royce, etc. Personally responsible for the following successes:• Doubling of turnover in China and Poland.• Retaining both share and profitability in the Brazilian market despite challenging economic climate.• In the last 18 months my turnover had grown by 24% and profitability by 35%. Show less