Peter Wilcox Email & Phone Number

London, United Kingdom

Privately owned company dedicated to introducing new skills and talent into the UK IT sector.£6m annual t/o; 100 employeesResponsible for setting strategy and restructuring the commercial side of the organisation to take advantage of the changes in government legislation and positioning the company for future consolidation in the industry.

Global Energy Management business within Global Professional Services organisation.£20m annual t/o; 320 employees.Interim role covering sales, marketing and account management functions in EMEA with an international team of 60 people. Having acquired EnergyQuote JHA, Accenture wanted to integrate the business into their organisation and grow it 30% year-on-year as part of the 5-year business plan.• Positioned the business through change management, sales strategy, sales… Show more Global Energy Management business within Global Professional Services organisation.£20m annual t/o; 320 employees.Interim role covering sales, marketing and account management functions in EMEA with an international team of 60 people. Having acquired EnergyQuote JHA, Accenture wanted to integrate the business into their organisation and grow it 30% year-on-year as part of the 5-year business plan.• Positioned the business through change management, sales strategy, sales force productivity, pipeline growth, new business and business retention to achieve these targets.• Restructured sales & marketing teams and revised the sales model to support the go to market strategy.• Reduced Business Development costs by 50%.• Tripled pipeline value, and increased average deal size by 300% in 6 months.• Exceeded the business FY16 revenue and profit targets. • Developed Marketing strategy, rebranded and repositioned all sales collateral and contracts.• Integrated business and all staff commercially and contractually into Accenture working practices.• Produced departmental business plans in conjunction with Practice Leads. Show less

Outsourced Logistics provider.£18m annual t/o; 40 employees.Appointed on a project basis to position the company for its next stage of growth for private-equity backers. Developed a new sales structure, strategy and processes and implemented a consistent marketing strategy for outsourced personalised logistics.• Developed a sales and marketing strategy and an industry-knowledgeable sales team providing niche solutions for the premium end of the market through a consultative… Show more Outsourced Logistics provider.£18m annual t/o; 40 employees.Appointed on a project basis to position the company for its next stage of growth for private-equity backers. Developed a new sales structure, strategy and processes and implemented a consistent marketing strategy for outsourced personalised logistics.• Developed a sales and marketing strategy and an industry-knowledgeable sales team providing niche solutions for the premium end of the market through a consultative sales approach to support the company’s growth plans.• Instigated routes to market appropriate to target segments and target services to prove best approach.• Implemented new targets and incentive schemes to facilitate bigger deals for newly recruited sales team.• Improved bid quality through a new proposal format and a new bid review process. • Created an extensive set of KPIs through CRM system to test assumptions and demonstrate growth.• Delivered a £12m first-year pipeline from a standing start within 6 months (the first wins from the newly targeted profile of company, with a 40% win ratio), whilst achieving revenues in line with the company budget despite limited lead-time and, through KPIs, validated sales assumptions. Show less

Global Energy Management specialist.£100m annual t/o; 900 employees.Following the successful acquisition of M&C, in 2013 Schneider Electric wanted to fully-integrate two separate energy management consultancies to form one global structure. Led European sales integration with responsibility for New Business Sales of energy management and sustainability product set to corporates and SMEs across all EMEA markets.• Conducted analysis of existing organisational structures and… Show more Global Energy Management specialist.£100m annual t/o; 900 employees.Following the successful acquisition of M&C, in 2013 Schneider Electric wanted to fully-integrate two separate energy management consultancies to form one global structure. Led European sales integration with responsibility for New Business Sales of energy management and sustainability product set to corporates and SMEs across all EMEA markets.• Conducted analysis of existing organisational structures and roles.• Assessed performance and identified best practice across teams.• Developed plan for new sales force structure, segmentation and routes-to-market.• Ensured stakeholder buy-in, then implemented new structure and objectives.• New structure in place by end 2013; achieved 25% reduction in costs, maintained sales revenues, increased average contract value by 50% and sales pipeline by 30%. Show less

Global Energy Management specialist.£38m annual t/o; 400 employees.Responsible for Sales, Marketing and Commercial functions globally through an international team of 50 across 20 countries. In 2010, following acquisition, the Private Equity owners wanted to grow the business to recoup their investment in a 3 to 5-year timeframe. • Tasked to set the sales strategy and improve the overall performance of the sales and marketing function to enable the exit.• Undertook… Show more Global Energy Management specialist.£38m annual t/o; 400 employees.Responsible for Sales, Marketing and Commercial functions globally through an international team of 50 across 20 countries. In 2010, following acquisition, the Private Equity owners wanted to grow the business to recoup their investment in a 3 to 5-year timeframe. • Tasked to set the sales strategy and improve the overall performance of the sales and marketing function to enable the exit.• Undertook analysis of existing structure and personnel.• Segmented the sales teams and agreed routes-to-market across 20 countries.• Recruited a Marketing Manager, a Commercial Manager and their respective teams.• Implemented a full suite of KPIs and a CRM system.• Played a pivotal role in the acquisition process and sale to new owners.• Delivered £12m p.a. of contracted new business sales, doubled sales values in 2 years, improved win ratios by 50% and over-achieved new business sales targets each year (achieving between 101% and 123% through effective segmentation, partnerships, process, focus, metrics, reporting, training, and the right people), with the result that we grew the business 75% in 2 years, enabling the private equity owners to exit having tripled their investment in under 3 years. Show less

Responsible for new business income across 8 newly acquired businesses. Facilitated cross selling, better penetration of specific markets and involvement in Group bids resulting in pipeline growth of 300%.Member of Board, integrating new acquisitions into company, improving Business delivery models and operational infrastructure.Achieved revenue growth of 25% and profit growth of 48%, achieving 120% of target.

Member of global management team with full financial and operational responsibility for UK subsidiary. Restructured organisation, refocused sales and marketing, and developed product strategy whilst maintaining revenue and improving margin.Key role in sale of business to new investors and integration of UK business with a significantly larger competitor.

Grew divisional revenue, profit and new business by over 300% in 5 years through sales strategy of new sales teams, new businesses and new products.Responsible for new business, account development, marketing and product development as well as full financial and operational responsibility.Responsible for new business income across 12 businesses. Instigated sales processes, strategy, structures, marketing plans and surveys and developed new business areas and new product areas to… Show more Grew divisional revenue, profit and new business by over 300% in 5 years through sales strategy of new sales teams, new businesses and new products.Responsible for new business, account development, marketing and product development as well as full financial and operational responsibility.Responsible for new business income across 12 businesses. Instigated sales processes, strategy, structures, marketing plans and surveys and developed new business areas and new product areas to increase sales. Exceeded new business income targets each year achieving between 116% and 145% of target. Show less

Responsible for worldwide sales of the new Payment Processing product family. Role involved formulating worldwide sales strategy, setting up service offering and building team as required.Won largest 2 orders in company history and achieved target.

Reporting to MD, led team of 2 Sales Managers and 8 Sales reports plus support infrastructure, selling IT Security products and services to financial institutions, governments, SIs and Telcos in EMEA. Responsible for business, strategy, results, operations, process, budgets. Won largest order in company history.Progressed from Finance Sector Manager to UK Sales Manager to General Sales Manager EMEA.Exceeded sales target each year achieving between 110% and 150% of target.

Selling IT hardware, software and services.Maintenance win (£1m) against TPMs and OEMs + 1st IBM services sold to a large retail bank.Sold largest software deal in UK (£4m) to a large retail bank Won National Sales Excellence Award.Exceeded sales target each year achieving between 120% and 200%.