Richard Warriner Email & Phone Number

Greater Manchester, England, United Kingdom

Leading a Renewals Sales Team for a major US Tech vendor across the EMEA Region.Ensuring best practice adoption across our three EMEA Sites and promoting a fast paced, high performance culture that delivers outstanding results for our client.Leading multiple renewal and customer success motions. Specialties include: Account Management | Performance Management within a Sales Environment | Commercial Management | Revenue Optimisation | Developing People | Onboarding new motions | c-Sat |

Emea

EMEA Business leader for our largest outsourcing contract supporting a major US tech business.Responsibilities include:* Leading a large contact centre sales team to deliver annual revenue >$500m Core revenue / >$1B incl ELAs* Client relationship management: NPS; Innovation; Growth incl Customer Success motions; Stakeholder management; Customer insights and Clients for Life management* Operational delivery including: performance management; multi lingual recruitment; speed to competence; channel partner management and people development across 3 EMEA sites* Developing a strong sales culture to optimise client success; design and delivery of SPIFs with record attainment and consistent growth for our client* Significant focus on achieving key sales metrics and consistent improvement in metrics* Full P&L responsibility including weekly reporting and business planning

Manchester, United Kingdom

Establishing a family business: Creators of a unique personalised children's book "Behind the Magic Door"​ written by my daughter..• Created the publishing business, recruited a team to create: a personalised book; web site and delivery capability• All key measures (customer satisfaction; sales; margins) materially outperforming targets with existing business momentum driving very high double-digit YOY growth.The book has been an international hit having already sold thousands of copies and shipped to 53 countries achieving an average feedback score of 4.9/5.https://behindthemagicdoor.com

North West

Responsible for business development and strategic client relationship management for MBS’s largest local government client and JV Strategic Partner. JV delivered 8 key services: ICT, Revs & Bens, Customer Services, Highways, Property, AP & AR, HR Advisory and Payroll.• Creation of ~£100m pipeline for qualified external and account growth opportunities • Identifying consultancy led transformation projects to support business development• Led multi disciplined bid teams including: o Successful bid for 200FTE/£23m TCV service transfer currently progressing o Successful PQQ for bundled service [£37m TCV], progressing through ITT o Competitive Dialogue bid for Local Authority dual service contract [£60m TCV] (successfully completed first three rounds prior to Board withdrawing)• Development of strategic account plans for Board reporting• Exceeded budgeted profitability by over 50% whilst delivering agreed savings

North West

Sales lead for Serco Global Services (SGS), Central Government Sales OpportunitiesLed the SGS Central Government Sales Team including: leading new business sales opportunities for contracts to £500m+ TCV; sector strategy; market intelligence; partner strategy and proposition development.Responsible for building the sales pipeline; assembling bid teams (PQQ’s / ITTs); managing bid budgets; site visits; supplier presentations; bid quality (incl internal and external quality reviews); design and implementation of C-Sat, stakeholder management and internal business approvals.• Creation, qualification, progression and maintenance of £1B+ sales pipeline• Identified key strategic and large scale framework opportunities that gave Serco a competitive advantage in the marketplace• Account management for key accounts incl P&L responsibility: Companies House, JobCentre Plus (JCP), NBFH & Avanta contracts [c£13m ACV / c450 FTE]Key achievements / activity incl:• JCP account – sold additional capacity and services to increase volumes to peak at 10 fold; settle at 5 fold plus contract extended to maximum term generating >£35m TCV• DWP Contact Centre Framework bid, estimated TCV £100m - £150m – won• DWP Network Services Bid, TCV ~£50m - lost• Child Maintenance Options bid, TCV £18m - lost• GPS Communications Framework bid, estimated TCV £60m - £100m – won• UCAS contact centre bid, TCV £3.4m – won• DH Healthy Start Bid, TCV > £10m - won• FCO, Legalisation Service Contact Centre, TCV <£3m - won• Defra Contact Centre, TCV £2m - won

North West

Strategic market & account development:• Account management for key accounts incl responsibility for P&L: Companies House, JobCentre Plus (JCP), NBFH & Avanta contracts [c£13m ACV / c450 FTE]• Leading bids across highly skilled multi disciplinary teams• Leading on partnering opportunities within major bids incl identification, scoping and commercial negotiation with partner directors • Development of account strategies and creation of strategic account plans• Design, implementation & management of C-Sat processes for key accounts & consistently securing upper quartile resultsKey achievements / activity:• Led the Companies House account including the maximum extension of an additional five years TCV ~£14m• Commercial lead for JCP and CH bids - £35m+ / £11m – both won• Led the Employment Related Support Services bid, £3B+ TCV - lost• Led the Avanta contact centre bid, £3m TCV – won• Led the Health & Disability Assessment Services (HDAS) Framework bid, £1B+ TCV - won• Led the Vertex PIP bid, £400m TCV – lost• Led the JCP account incl growing volumes to peak at 10 fold; settle at 5 fold; contract extended to maximum term generating >£35m TCV (continued in Serco)• Won the DWP “Supplier of the Year” award

Variety of Finance Manager and Commercial Manager roles across utility & public sector contracts.Apr 07 – Jan 09 Commercial Manager, Public SectorJul 06 – Apr 07 Promoted to Commercial Manager, Water AccountMar 05 – Jul 06 Acting Senior Finance Manager, Water Account (Maternity Cover)Apr 03 – Feb 05 Promoted to Finance & Contract Manager Water AccountJul 02 – Mar 03 Finance Manager Water Account (>1,000 FTE / £60m ACV)Jan 00 – Jul 02 Promoted to Finance Manager Enterprise ContractsJun 98 – Jan 00 Promoted to Finance Manager New BusinessAug 97 – Jun 98 Appointed Activity Based Management (ABM) Analyst Skills/experience include• Designing pricing dynamics for complex business areas• Negotiating penalty & incentive regimes• Designing internal & client governance regimes• Ensuring a P&L focus is maintained• Managing a team of business support accountants• Working with open book agreements• Risk management – both contractual & BAU• Business continuity planning• Contract variations & change control• Client satisfaction & internal reporting through to Board level• Outcome based contracts that maximise operational delivery• Managing commercial relationships with the client and expert advisor to senior management• Structuring large contract extensions• Working in bid environments as a key member of multi disciplined teams• Protecting proprietary IPR & negotiating IPR sale agreements• Managing commercial aspects of a contract exit• Designed & delivered ‘Commercial training’ module for 100+ managers to improve both commercial & financial awareness

Business reviews in target areas identified in the annual plan Assessing operational efficiency and risk management

Progressed through various roles. Initially as a graduate trainee; area management role covering 16 stores, head office role analysing stock losses. Then joined a fast track finance training scheme and went to Homebase as a corporate auditor.

Cima Qualified, Accountancy, Qualified

History, History, Economics, Psychology

Activities and Societies: University chess club and chess teamOrganised the annual University Chess Championships as secretary to BUCA