Stuart Gale Email & Phone Number

Wokingham, Gb

San Jose, Ca, Us

As part of the Field Strategy & Operations team, business partnering with the VP, Global Partners & Partnerships, responsible for leading the strategy definition and channel execution plans for the DMe Field Channel Ecosystem

San Jose, Ca, Us

Reporting to the Senior Director, Global Revenue Operations, responsible for Commercial Levers, Commercial Enablers and Commercial Programmes.Key Projects focusing on FY24 Plan execution, Global SPIFF process and presenting customer data to Field Sales team.

San Jose, Ca, Us

Reporting to the Vice President of EMEA Field Sales, leading a team of 20 commercial managers, programme managers and licensing specialists, with responsibility for Field (Phone, Mid-Market and Reseller) Go-To-Market for B2B offerings, Programme Management and License ManagementKey Responsibilities:• Leadership and Strategy: Lead the development of functional strategies, aligned with overall company and product strategy objectives | Provide visionary leadership to the team, fostering a culture of innovation and continuous improvement• Team Management: Oversee a high-performing team, including recruitment, training, and performance management | Foster collaboration and a shared sense of purpose among team members, whilst ensuring delivery of functional objectives• License Management: Oversight and accountability of our EMEA and America’s License Management programmes, delivering customer insights-based licensing conversations, leveraging third-party Licensing Specialists | Accountable for programme results and return on multi-million dollar spend• Programme Management: Development of a programmatic approach to sales execution, improving efficiency and ‘Time to ARR’ of sales initiatives | Business Owner or Sponsor for key transformation programmes• Go-To-Market: Accountable for delivery of growth initiatives and tactical ‘Gap Closure’ initiatives across our Creative Cloud and Document Cloud offeringsAchievements:• Data-Driven GTM: Introduction of a data-driven approach to GTM planning and execution, starting with the development of an account-level, ‘bottoms up’ TAM model, which enabled propensity-based sales motions, targeting specific customer cohorts with appropriate offers• Ukraine / Russia Response: Led the operational response for the Field business to the outbreak of war in Ukraine, mapping out impacted areas, deciding/recommending operational changes required

San Jose, Ca, Us

Reporting to the Senior Director of Commercial Strategy & Operations, expanded Performance & Operations remit.Leading a team of 14 Commercial and Sales Operations Managers, responsible for ensuring the EMEA Digital Media business is as efficient and effective as it can be by driving our commercial levers. Specifically responsible for:• Performance: Understanding our commercial performance week-to-week and over the course of the quarter, to tell the cross-EMEA story for all product offerings;• Sales Operations: across all routes-to-market, incorporating Pipeline & Opportunity Management across acquisition, in-life, engagement and retention;• Reporting and Automation: Deliver ‘Reporting as a Service’ to key stakeholders across EMEA Sales & Go To Market, whilst developing the intelligent use of reporting and automation to streamline the work of the GTM & Sales Organisation• Operations Planning and Strategy: Developing our data-driven operations strategy, incorporating, Customer Segmentation, Territory Design & Coverage, Customer and Competitor Intelligence; and• Sales Compensation programme;

San Jose, Ca, Us

Reporting to the Commercial Sales Strategy & Operations Director, expanded Commercial Trading remit to incorporate Sales Operations.Leading a team of 7 Commercial and Sales Operations Managers, responsible for ensuring the EMEA Digital Media business is as efficient and effective as it can be by driving our commercial levers. Specifically responsible for:• Understanding our commercial performance week-to-week and over the course of the quarter, to tell the cross-EMEA story for all product offerings;• Identifying short-term opportunities that can help to boost performance;• Identifying risks to our performance that need mitigating;• Track & Drive programmes linked to our in-quarter performance;• Sales Operations, incorporating Pipeline & Opportunity Management across acquisition, in-life, engagement and retention; and• Sales Compensation programme;

San Jose, Ca, Us

Reporting to the Commercial Sales Director, leading a team of 4 Commercial Managers, responsible for ensuring the EMEA Digital Media business is as efficient and effective as it can be by driving our commercial levers. Specifically responsible for:• Understanding our commercial performance week-to-week and over the course of the quarter, to tell the cross-EMEA story for all product offerings;• Identifying short-term opportunities that can help to boost performance;• Identifying risks to our performance that need mitigating; and• Track & Drive programmes linked to our in-quarter performance;

San Jose, Ca, Us

Reporting to the Commercial Sales Director, responsible for driving growth in Creative Cloud products from SMB customers in the EMEA region, across all routes to market. Responsible for:• Creating the FY19 plans for SMB in EMEA;• Leading the FY19 GTM Operational Planning process within EMEA;• Developing a Market Expansion plan for SMB within Emerging EMEA markets, identifying market areas to focus on and key activities required to capture the opportunity;

Reading, England, Gb

Reporting to the Head of Proposition Management, leading a team of 5 pricing managers, with responsibility for setting the pricing for all consumer categories, delivering revenue of £3bn+. Responsible for:• Creating a pricing Centre of Excellence for the consumer business;• Developing a cross-category pricing strategy for both hardware, airtime and out-of-bundle pricing;• Leading consumer device pricing decisions, across Pay Monthly, Pay as You Go, Mobile Broadband and Accessories categories, for both promotional and long-term pricing;

Reading, England, Gb

Reporting to the Head of Direct Trading, responsible for delivery of the trading results for the Pay Monthly Voice category. Responsible for:• End-to-end category execution for both handset and SIMO elements of the category, across the entire O2 UK business;• Category budgeting and corresponding accountability for delivering agreed budgets;• Day-to-day sales performance management, driving channels sales performance, delivering analysis of variance to budget, weekly sales forecasting and development of gap-closure plans;• Product selection, setting of distribution strategy, sales forecasting and evaluation;• Product lifecycle management from launch to exit, including setting initial handset pricing, in-life price changes through to product recall;• Working with handset OEMs to develop and negotiate co-funded promotions and corresponding sales channel execution;• Development of sales promotions and setting the trading content for multi-million pound ATL marketing campaigns;• Managing a team of 5 Trading Managers;

Reading, England, Gb

Reporting to the Head of Direct Trading, responsible for delivery of the trading results in accessories, mobile broadband, mobile insurance and new business categories. Responsible for:• End-to-end category execution for four categories, across the entire O2 UK business;• Category budgeting and corresponding accountability for delivering agreed budgets;• Day-to-day sales performance management, driving channels sales performance, delivering analysis of variance to budget, weekly sales forecasting and development of gap-closure plans;• Product selection, setting of distribution strategy, sales forecasting and evaluation;• Development of sales promotions and setting the trading content for multi-million pound ATL marketing campaigns;• Product lifecycle management from launch to exit, including setting initial device pricing, in-life price changes through to product recall;• Managing a team of 4 Category Trading Managers;

Madrid, Es

Reporting to the Director of Strategic Planning and Project Approval, leading the development of the 3-year Strategic Plan in Telefónica Europe, working with Operating Business (OB) senior management and the Telefónica Europe ExComm. Specifically responsible for:• Preparing, recommending and discussing, the key strategic guidelines and the financial framework for the strategic planning process with T. Europe ExComm and Telefónica SA senior management;• Leading strategic plan discussions with OBs to challenge the consistency and level of ambition of their Business Plans;• Preparing presentation material for and contributing to discussions at T.Europe ExComm Strategy Off-sites;• Preparing presentations to the T. Europe and Telefónica SA Board of Directors outlining conclusions and recommendations of the strategic plans;• Leading the development of market, customer and competitor analysis to inform strategic decision-making in Europe;• Contributing to the development of the long-term equity story of T. Europe and improve capital allocation through Project Approval discussions;

Reading, England, Gb

Worked as a Strategy Manager responsible for commercial, financial and strategic analysis supporting O2’s Consumer Sales channels with a specific focus on O2’s Retail Transformation Programme (RTP):Achievements:• Developed a strategy paper on what multi-channel retailing means for O2's business, gaps in the current process and options to pursue, which lead to multichannel becoming a major strategic theme for the Consumer Sales Directorate;• Lead a research project to understand how consumers shop mobile phones and the subsequent thought paper on what the emerging trends meant for O2, gaps in current capability and options to pursue;• Lead a project to re-define O2’s Retail estate strategy, outlining the size, coverage and shape that the Retail estate needs to be to deliver the business’ objectives over the next 3 years;• Developed a suite of KPIs for the RTP to measure actual performance relative to the programme business case;• Prepared monthly briefing packs for the RTP Board meetings, leading discussions on a number of programme issues including the business case, KPIs and systems change; • Developed a thought paper on best practice in Category Management, establishing O2's performance relative to best practice and mapping out a revised category management process for the accessories category;

Reading, England, Gb

Lead a team of c.20 FTE on an interim basis, responsible for setting and executing the commercial & operational strategy, driving business transformation and new product/ business across all consumer channels (Retail, Online, 3rd party Retailers). Specifically responsible for:• Communicating the distribution strategy to the board of directors and all senior managers in the business;• Driving the execution of major cross-functional strategic initiatives led by the consumer channels including major transformation programmes within the consumer sales area ensuring effective process and implementation;• Leading the commercial planning process for consumer sales including budgeting as well as quarterly updates;• Coordination and prioritisation of IT development needs from the consumer sales channels during the budgeting process. Managing IT development capex (£13m in 08) on behalf of consumer sales through the year;• Managing all market intelligence and reporting on commercial and strategic market changes;

Reading, England, Gb

Strategy and Planning Manager responsible for the development of O2 UK’s distribution strategy, the planning process and other major projects within the Sales directorate. Specifically responsible for:• Centrally managing the quarterly and annual business planning process for Sales & Retail, managing the expectations and requirements of other directorates;• Co-ordinating cross-channel planning for major trading initiatives, including proposition development and new product launches;• Developing, maintaining and communicating the distribution strategy to all major internal stakeholders, ensuring that the strategy is continually up to date and aligned with the company strategy;• Producing ad-hoc market/competitor analysis ensuring that the appropriate insights are drawn out and communicated back into the business;

Reading, England, Gb

Finance Manager responsible for budgeting, reporting and commercial support for O2’s acquisition of its remaining share in The Link Stores Limited from DSGi. Specifically responsible for: • Day-to-day liaison with the The Link finance and commercial teams, monitoring trading performance, managing stock levels and ensuring that DSGi managed The Link in accordance with the principles set out in the Sale and Purchase Agreement (“SPA”).• Ownership of The Link P&L and O2 project cost centre for O2 management reporting purposes, including production of analysis to support the consolidation of The Link into O2’s accounts.• Budgeting and weekly forecasting for The Link and the O2 project cost centre.• Providing commercial support to the project team to aid strategic decision making.• Updating the project team, O2 UK CFO and senior management on project progress vs. business case.

Reading, England, Gb

Worked as the Finance Manager providing full commercial and financial support to the appropriate Heads of Sales for Phones 4 U and DSG International. Responsible for:• The negotiation, drafting and agreement of commercial trading terms and agreements, ensuring satisfaction of internal financial and commercial constraints.• Management of a Commissions Analyst, coordinating the interpretation and calculation of commissions and bonuses for P4U and DSGi (payments to the value of c.£30m per month)• Production, analysis, interpretation and presentation of key channel KPI performance data, both internally and externally.• Analysing channel specific propositions and preparing of business cases with a view to supporting business objectives.

Gb

Worked in the Strategy Group, carrying out strategy and transaction based commercial due diligence projects for a range of banks, corporates and private-equity clients. Responsibility for conducting analysis on companies, interviewing management and presenting conclusions to clients.• Commercial due diligence projects to support proposed acquisitions for corporate and private-equity clients on various companies including: Boots Healthcare, Budgen’s, Chime Communications (public relations firm), Highbury House Publishing (B2B publisher), Linpac (packaging manufacturer) Stirling Group (clothing manufacturer), Trinity Mirror Northern Ireland titles, Umbro and Weetabix.• Worked on behalf of private equity clients, identifying operational risks and reviewing opportunities within Avery Weigh-Tronix, The Factory Shop, GROHE, Pharmacia Diagnostics, Pizza Express, Toys'R'Us, Rosebys and WH Smith.

Reading, Berkshire, Gb

Worked in the Business Continuity and Risk team, aiding the development of the risk reporting process, assisting the business continuity programme and working on ad-hoc projects for the Control & Information department.

Gb

Worked on strategy projects for blue chip clients including Microsoft and Orange and commercial due diligence projects for leading venture capital clients. Responsible for identification, analysis and presentation of key business issues for clients.

Ba (Hons), Social And Political Sciences With Economics

European Talent Development Program