case studies
1. Transform sales by focusing on sectors & markets
Worldwide data messaging. Subsidiary of DHL. London based, £15m revenue.
A significant opportunity had been identified in the Middle East, which the company failed to exploit after a couple of false starts.
The CEO required someone to:
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Drive sales to monetise the opportunity
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Open up new business with large customers beyond existing countries
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Restructure pricing and discounts to optimise profitability
2. Establish a B2B sales team from scratch
National telecoms company, acquired by Private Equity; €460m revenue
There was no sales activity in the business sector and at best a transactional relationship with customers at this former incumbent state monopoly.
A cultural transformation was required in a newly competitive and de-regulated market.
The task was to establish a pro-active direct sales force of 250 people where few staff had been recruited, in a greenfield project where little experience existed.
3. Turnaround and grow acquisitions in Europe
Telecom service provider in 12 countries across Europe. Revenue €400.
Growing rapidly through acquisition, some of the investments were failing to meet expectations of performance.
The Board required someone to:
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Rapidly turnaround and grow individual country organisations in Belgium, France, Denmark & Ireland as Managing Director, full P&L responsibility.
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Integrate multiple acquisitions with the operations model of the parent and align with the new business model.