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Senior Commercial Director, delivering strategic goals by partnering with C suite, senior stakeholders and teams to deliver commercial growth and profitability. Fostering collaboration across organisations developing best practises, applying process, data and technology to improve business performance, resulting in progressive career advancement and achievement.Highlights include;* Built global Deal Desk & Bid Management teams, supporting 29% FY23 YoY growth* Led FY23 design/on time release of bespoke CPQ tool for Claroty’s global Sales & Deal Desk teams * Implemented consistent standard work for Quote-to-Order-to-Cash process across SBD (Industrial division) supporting FY21 revenue of $600M * Administered SBD (Industrial division) bad debt reduction. Reduced overdues by $475k in H2 FY22 * Project managed SBD (Industrial division) global cloud based phone implementation. Launched on time within budget (10 locations, 8 regions, 70 users, ROI $250k) in Q1 22* Delivered NTTS $1.1M cost reduction via relocation of onshore operational teams to offshore facility in Bangalore, India. Moving 35 FTEs from 5 locations across Europe & US* Managed global Deal Desk team, contributing to NTTS FY19 YoY bookings growth of 25%, including in year QoQ incremental growthMultiple internal promotions with increasing responsibility and oversight. Consistent career advancement into senior levels, country to regional to global leadership positions, Key strengths include;Global leading | business acumen | motivating | strategic planning | diversity & inclusion | change management | leading projects | collaboration | stakeholder relationships | C suite partnering | team development & coaching | written & verbal communication | critical thinking | complex problem solving | process & system design | best practice implementation | hands on execution | growing teams |Professional training includes;Leadership Training | Unconscious Bias | Effective team communication | Project Management, Conflict Resolution | Time management | Introduction to Six Sigma | Compliance | Finance for non-financial managers | Intercultural communication training |
Phoenix Consulting
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Managing DirectorPhoenix Consulting Sep 2024 - Present
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Senior Director Global Commercial OperationsClaroty Feb 2023 - Apr 2024New York, Ny, UsExecuted on strategic & tactical transformation initiatives of global Deal Desk & Bid Management teams. Partnering with cross functional Go to Market teams, building processes, business systems and infrastructure* Launched bespoke global CPQ tool on time (Q3 FY23) & in budget* Streamlined CPQ thresholds, with simplified approvals/workflows & improved margin control* Reduced average quote approval times to <48 hours & booking errors to <5%* Managed bi weekly forecast review. Identifying key deals to close, risks & upsides* Launched weekly deal clinic, supporting large complex deal negotiation thru the sales cycle, verifying commercial terms & non standard requirements with cross functional stakeholders * Owned price book updates/releases, led quarterly pricing strategy review with Product & Finance* Relaunched Bid Management process, with global approach & process underpinned with Loopio S/W tool, improving internal collaboration & visibility -
Global Director Sales Excellence & Customer ServiceStanley Black & Decker, Inc. Feb 2021 - Dec 2022New Britain, Ct, UsDrove Commercial Excellence strategic & tactical roadmap. Reduced complexity, standardised operational processes supporting Engineered Fasteners division, $600M business. Coordinated & executed strategic initiatives in support of sales goals & global consistency* Collaborated on Salesforce.com (SFDC) design/strategy, improving sales utilisation, introduced KPIs creating management visibility and focus areas * Launched SFDC tactical sales review dashboards* Cooridinated sales incentive plan launch, assessing sales progress, identifying high/low performance, recommending remedial actions/adjustments to maintain seller engagement * Transformed customer success team, implementing standard work & KPI monitoring * Managed implementation of customer self service portal & AI related tools, enchanting customer digital experience * Introduced customer NPS measurement, generating actionable insight* Pioneered omni channel approach to complaints management. Leveraging SAP (complaints module) & SFDC (cases functionally).Reducing open issues by 35% in Q3 FY22* Modernised Returns Authorisation Process (RMA). Introducing automated workflow & aged reporting, reducing customer account blocks by 15% in Q3 FY22 -
Global Sales Operations DirectorNtt Security (Uk) Limited Apr 2016 - Jan 2021Led Deal Desk, Bid & Contract Management, Order to Cash Processing and Business Analytics - teams. Drove continuous improvement of Go to Market strategy for cybersecurity division* Owned global deal desk & renewals team , driving standard work and processes, with renewal win rate of 79% across 4.5 year timeframe * Developed online CPQ tool to enable sales & partner (self) quoting. Supported global trading and post go live support* Monitored weekly bookings progress and managed weekly bookings/revenue forecast cadence* Introduced weekly deal review board (DRB)cadence to understand deal complexity, technical requirements & commercial detail * Administered consistent standard work for global bid management team, driving RFQ/RFP efficiency with OLA and post bid debrief win/loss analysis * Designed, managed and led project for migration of operational teams to new off shore centre of excellence in Bangalore, India. -
Emeia Sales Excellence DirectorHoneywell Scanning & Mobility Dec 2013 - Apr 2016Charlotte, North Carolina, UsPromoted into new role within Honeywell, delivering against business goals and post-acquisition targets for Sales Excellence & Global Order Management. Responsible for business analytics & driving efficiency. -
Emea Sales Operations DirectorIntermec Technologies Apr 2011 - Dec 2013Assumed additional incremental responsibility as interim Sales Manager for UK & MEA
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Emea Sales Operations ManagerIntermec Technologies Sep 2004 - Apr 2011
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Uk Customer Service ManagerIntermec Technologies Sep 2003 - Sep 2004
Richard Jubb Skills
Frequently Asked Questions about Richard Jubb
What company does Richard Jubb work for?
Richard Jubb works for Phoenix Consulting
What is Richard Jubb's role at the current company?
Richard Jubb's current role is Senior Director | +20 years in leadership roles | Commercial Operations | Sales Operations | Commercial Excellence | Customer Success | Client Experience|.
What is Richard Jubb's email address?
Richard Jubb's email address is ri****@****mec.com
What is Richard Jubb's direct phone number?
Richard Jubb's direct phone number is +4411892*****
What skills is Richard Jubb known for?
Richard Jubb has skills like Channel, Barcode, Rfid+, Solution Selling, Enterprise Mobility, Channel Partners, Mobile Computing, Go To Market Strategy, Sales Operations, Key Account Management, Emea, Mobile Devices.
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