Paul Smailes Email and Phone Number

As a Board member, provide broad strategy input to business direction and activity including structure, product development, operations, alliances and M&A opportunities.Contribute to the development of the global business strategy, allocating and managing resources to deliver the overall business objective. Develop suitable contingency plans and execute them decisively in response to potential problems, opportunities and changing situations.Develop the sales and marketing strategy and operational delivery plan, providing leadership and strategic direction for all sales and marketing activities. Define and implement all commercial policies for pricing, product range, target market areas, route-to-market and promotional activities including all aspects of new product launches.Deliver the annual sales & marketing targets including sales, margins, remote stock levels, debtors and fixed costs in order to optimise longer term profitability. Lead key decisions on customer priorities and developments; manage conflicting short and long term issues in the overall best interests of Vickers. Develop senior level contacts within key customers and agents where appropriate in order to facilitate further sales and to improve customer service.Manage and coach a team (some of whom may be located remotely) to ensure that they are properly recruited, appraised, trained, developed and communicated with, so that they are fully competent, motivated and flexible and that key roles can be adequately resourced. Ensure that succession plans are in place and coaching is provided to maintain the correct organisational structure.Benchmark best practice elsewhere in order to influence the development of the business and improve the organisation culture and operations, communicating the vision throughout the organisation and demonstrating (by example), Vickers’ values and culture.

- Accountable for a sales turnover of c£100M and the achievement of margin, working capital, fixed costs and profitability targets.- Manage the development, communication and delivery of the global and regional Business Strategies (5 years) including the formulation of detailed action plans (2 years) to ensure alignment and coordination across the team. - Direct the market planning activities including defining and segmenting markets, key customer selection, pricing strategy development, value proposition development, channel strategy, brand management and the development of promotion and communication plans and media.- Develop value pricing plans aimed at improving the overall margin of the business.- Lead the management of the Sales activity including the development of senior level key customer relationships and key customer plans and ensure alignment with the overall business strategy across the regions. Set annual sales team objectives and subsequent quarterly monitoring, in order to deliver financial targets and overall strategy.- Manage a cross-functional (sales, marketing & technical) and multi-cultural Global Business and Sales team, many of whom are located remotely in different countries. Provide line management, coaching and motivation to the team. Develop the capability and succession plans to ensure individual performance is maximised and business continuity is secured.- Ensure that the technical activities, including introduction to customers and commercialisation of new products are aligned with the Business Strategy to ensure effective and timely delivery.

- Commercial management of the European Esters business. Responsible for product strategy and financial performance of the Esters category- Identified the product range required to meet the market needs including the introduction of new products and management of the product life cycle.- Determined the pricing levels required to optimise profitability. - Balanced external demand with internal production capabilities through the use of targeted pricing policies.- Developed an asset plan to optimise the 11 ester production units, based on the 3 European sites with a total production capacity of 100 ktes, to maximise the margin/stream hour.- Ensured capacity availability ahead of time to meet the business growth plans. - Lead the acquisition of BP's 'Icematic' business resulting in an annual turnover growth of £8M and then subsequently integrated this new business into the Uniqema ways of working. - Appointed as Chairman of the Esters APAG committee for 3 years during which I formed a team to coordinate the collation and sharing of data required to comply with the REACH legislation.

- Developed and implemented a global marketing plan for the Industrial sector in order to deliver the strategic growth from a turnover of £52M to £61M - Lead the commercial implementation of the business plan ensuring both short and longer-term business and customer needs were realised. - Travelled extensively in Europe, Asia and America to meet with customers and gain a greater understanding of the market in order to ensure that the global marketing plan remained updated and was delivered.

- Relocated to Wilton and developed raw material strategies to optimise the procurement of carboxylic acids, polyols, oxo-alcohols and EO/PO with a spend of £80M/annum. - Gained a detailed understanding of the raw material markets to ensure that raw materials were procured at the lowest overall cost and a secure supply positions established.- Developed senior level relationships with major suppliers and attended key global conferences.- Lead an ICI wide Sourcing Team that optimised the procurement of Polyols across the Group, making a saving of £1.5M per annum and was given an Award in recognition of this achievement by Gemini Consulting.

- Relocated to the East Midlands to manage the sales of Petrochemical and Chlor chemical products sold into a range of market segments with an annual turnover of £30M- Accountable for the customer interface including pricing, business development, new product introduction and general sales support.