Malcolm Thornton Email & Phone Number

Central East

• Europe's largest manufacturer and supplier of bespoke, handcrafted conservatory blinds, window blinds, and shutters.
• Responsible for business development and product design for customers in the West Midlands, reporting to the Regional Sales Manager. Makes 15 visits to clients per week, on average.
• On track to meet annual sales target.

• A successful family-run commercial roofing with a client list including Alton Towers and HM Prison Service.
• Stepped in to lead this business at sister’s request following an unexpected family bereavement.
• Appointed a new FD and led negotiations with the bank to ensure continuity.
• Identified the benefit of moving the employment status of the roofing teams from permanent employee to sub-contractor status, successfully managing the transition and thereby delivering significant… Show more A.
• Identified the benefit of moving the employment status of the roofing teams from permanent employee to sub-contractor status, successfully managing the transition and thereby delivering significant additional profit.
• Steered the business through this difficult transitional period, mentoring nephew to the point where he was equipped to assume responsibility for the leadership of the company.

• Joined colleague on an 18 month contract to help him build a brands business in Beer/Wines/Spirits.
• Negotiated with Bavaria Beer to become sole agents in the UK for the independent and cash and carry sector.
• Negotiated and gained listings in Costco and Budgens and recruited and led a team of seven agents to distribute Bavaria in the UK.
• Took full control of P&L: revenues for the first year were in line with the strategic plan.

UK And Ireland

• Invited by the Sales Director to manage the planning, development and execution of Sales training in the UK and Ireland and to support European HQ training initiatives, making them more relevant to the British market.
• Implemented a ‘Partnering for Profitability’ strategy in the UK to instigate an organisational and cultural shift from a Sales Team culture to a multi-functional Account Management approach.
• Assisted the HR Department in the development of a selection process that… Show more Invited by the Sales Director to manage the planning, development and execution of Sales training in the UK and Ireland and to.
• Assisted the HR Department in the development of a selection process that was pivotal in the recruitment of high performance talent.
• Delivered an innovative sales force development strategy that utilised coaching and mentoring techniques and which is now recognised as a benchmark across the business.
• Liaised with sales management and internal and external L&D to identify areas for development, resulting in both bespoke and generic training programmes.

UK And Ireland

• Personally appointed by the Sales Director to manage and provide direction for all Nike field sales, managing a team of 16 account executives, ensuring delivery of’ ‘on target’ revenue contributions that were crucial.
• Responsible for the delivery of £56m to the business through Intersport (£19m), Department Stores (£12m) and Nike.Net (£25m).
• Made the strategic decision to focus the sales team on the top 60 Accounts… Show more Personally appointed by the Sales Director to manage and provide direction for all Nike field sales, managing a team of 16 account.
• Made the strategic decision to focus the sales team on the top 60 Accounts and to move 600 accounts onto an online ordering model, Nike.net.
• Successfully managed this transition in the face of considerable opposition, enabling Nike to re-invest the 5 headcount saving to the top 60 strategic accounts.
• Re-aligned the business model for the UK and Ireland’s largest buying group Intersport, educating them to merchandise and sell product as Collections rather than piece by piece. Streamlined the order capture process.

UK And Ireland

• Appointed by the Sales Director assume responsibility for developing the Department store business in order to access new consumers and in particular to grow sales of Womenswear.
• Increased revenues by 25% across the key accounts of Selfridges, John Lewis, House of Fraser and Debenhams.
• Developed and implemented a revolutionary standalone women’s concept within the channel.
• Its success resulted in the creation of 25 stores within stores that delivered benchmark Visual… Show more Appointed by the Sales Director assume responsibility for developing the Department store business in order to.
• Its success resulted in the creation of 25 stores within stores that delivered benchmark Visual Merchandising and stock management methodologies and incremental revenue of £2m.
• Collaborated with Harrods to secure premium retail space to showcase Nike performance product.

UK And Ireland

• Based in Sports Direct’s Head Office, managing the Footwear and Apparel Sales Managers.
• Asked to re-establish the relationship and fully capture and manage the growth potential of this fast emerging business whilst not allowing its discounter model to devalue the Nike brand.
• Secured exclusive branded retail space, resulting in improved product presentation and delivering incremental revenue of £2m.
• Managed a revenue growth form £60m to £73m per annum in a 3 year period.

• Invited to develop a business model and growth strategy for a new Division selling bags, socks, sweat bands, hats and other non-apparel product across the UK and Ireland.
• Recruited and trained a sales team of six.
• Grew the revenue of equipment sales from £850k to £6m.
• Identified and won new distribution opportunities, including Argos, which is now Nike Europe’s largest account.
• Model was so successful that it was copied and rolled out across Europe.

Won Region of the Year for Sales performance in 1994.

Won Salesman of the Year in 1985 and 1989.

Business Studies

Core Competencies

Education record

Activities and Societies: Creativity and Innovation

Education record

Activities and Societies: Getting into the Buyer’s Head

Education record

Activities and Societies: Financial Awareness - Intermediate

Education record

Activities and Societies: Advanced Superior Influencing Skills

Education record

Activities and Societies: Advanced Presentation Skills

Education record

Activities and Societies: Managing Consultative Selling Skills