Freelance Business Development Consultant Fareham, Hampshire, UK
A dynamic and skilful International Sales, Marketing AND Business Development Manager with a proven record of success set against the varied requirements of the Tactical Data Link (TDL), Ground/Air C2, C4ISR and Combat System markets.
|Hourly Rate / Cost:||£52.94 per hour (ex. VAT)|
|Daily Rate / Cost:||£423.53 per day (ex. VAT)|
: Offers a discounted hourly rate to registered charities
|: Freelancer has their own limited company|
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CV (Curriculum Vitae) / Résumé
•A commercially aware sales/business development manager with excellent people and operational skills.
• A team player, who readily takes responsibility and makes decisions, but is also able to work on own initiative
•Good verbal, presentation and written communication skills.
•Able to effectively manage, motivate and coach staff and team members
•Sound technical understanding of TDL message Standards (US MIL-STDS and NATO STANAGS), Combat System software & hardware combined with strong business knowledge and experience
•Large database of worldwide subject related contacts, both government/military and industry.
•Conversant with the United States ITAR with an in-depth understanding of Export Licensing requirements and compliance.
•Full Member of the International Data Link Society
An energetic Sales professional who has repeatedly demonstrated an innate understanding of the military TDL, Ground/Air C2 and C4ISR System market within Europe, the USA and the United Arab Emirates. Extensive experience of the concepts, processes and practicalities of direct line management, team building and the organisation, training and co-ordination of a small workforce.
As one of only four fully qualified operational JTIDS Network Designers in the UK Network Design Cell, designed complex Link 16 Networks for UK, NATO and Non-NATO exercises and operations within the global theatre. As the centre-point of all JTIDS activity within the UK, conducted close liaison with all involved agencies at home and abroad. Liaised closely and assisted with civilian contractor support on a range of Data Link projects and trials but particularly the Tactical Data Link Network Design Station (TNDS). Travelled extensively at home and abroad attending meetings and offering Network Design lectures and presentations to wide-ranging audiences.
•Direct involvement in the engineering management process to identify equipment design problems and formulate engineering solutions.
•Prepared and presented complex and detailed briefings and presentations to multi-national and multi-service senior management audiences.
(2007 to 2011)
UK & European Business Development Manager
On full time secondment from Ultra Electronics Command & Control Systems and, latterly, as a Consultant of my own Limited Company (Coldharbour Ltd), I was employed and then contracted as the UK & European Business Development Manager. Operating from home, I had sole responsibility for generating leads, qualifying opportunities and closing sales for the company which is based in Austin, Texas. Utilising the Miller Heimann Strategic and Conceptual Selling processes in conjunction with the Beyond Selling Value ‘IMPAX’ process, I was able to position Ultra ATS into many European nations including Denmark, Poland, The Netherlands, Belgium, Sweden, Italy and further afield in the United Arab Emirates.
•Penetrated the non-US military European market previously unknown to Ultra Electronics Advanced Tactical Systems
•Positioned the company for a $10m+ win in the UAE
•Achieved personal sales pipeline growth from several million USD to over $50m USD
•Provided Operational Support to The Netherlands Air Force during the large NATO Exercise, Joint Project Optic Windmill (JPOW) in 2009 leading to a successful sale.
(2004 to 2007)
& Battlespace Management Business Unit Sales Manager
Employed as the ISTAR & Battlespace Management Business Unit Sales Manager, I was solely responsible for the development of the company’s fledgling TDL business stream. Maintained the Order Intake and Forecast and attended the monthly BU management meetings. Travelling extensively, I visited my well established MoD contacts in both DE&S Abbey Wood and CAP CCII at MoD Main Building and abroad presenting the company’s Tactical Data Link capabilities resulting in significant sales. Using my technical knowledge and extensive operational experience, I contributed to solutions at many internal engineering meetings.
•Raised the profile of Ultra Electronics LTD at a group level to the customer community resulting in a much wider appreciation of the Group’s capabilities in Tactical Data Links and a 30% increase in TDL sales
•Responsible for re-building a damaged relationship with DE&S customer leading to a £500k support contract that would otherwise have led to disposal of the original equipment.
•Won orders totalling £2.4 million.
•Took responsibility for the organisation of the Ultra stand for three Ultra divisions at the very successful 2005 International Data Link Symposium in Sydney, Australia.
•Member of the IDLS 2006 Live Demonstration Sub-Working Group in preparation for IDLS 2006 in Copenhagen coordinating the access to the live Link 16 network for 15 companies.
(2001 to 2004)
Project Leader and TDL ConsultantEDS Defence Limited
Part of the Future Battlespace Capability Group (FBCG) of EDS Defence Ltd and employed as the Tactical Data Link Network Design Station (TNDS) Project Leader and TDL Consultant. This was my introduction to the Defence industry, with exposure to Project Management, general corporate activities, sales & marketing and business management.
•Successfully Project Managed the re-write of JSP 457 (Defence Naming and Addressing Manual) delivering on time and to budget for CAP CCII(BII).
•Managed the business for EDS’ DCSA IT Catalogue winning some £400k of consultancy.
•Successfully sold the TNDS product to NATO where it is now used in the SHAPE TMS in Mons, Belgium.
(1978 to 2001)HM Forces, Royal Navy
(1997 to 1999)
Ships Operations Centre ManagerHMS Ocean
Initialised, set up and managed the unique Ship Command Operations Centre organisation in the Royal Navy’s largest defence asset utilising combinations of established procedures and innovative new ideas leading to successful completion of the corporate goal.
•Extensive knowledge of the Ship’s Command System enabling rapid analysis of trials results, performance degradation and troubleshooting.
•Contributed directly to the success of the Honduran/Nicaraguan disaster relief effort in late 1998.
(1994 to 1997)
Command System Training Manager
Appointed to head the prime operations and combat system training section of the Royal Navy’s tactical training establishment. Tasked with the throughput of in excess of 500 personnel per annum with prime responsibility for the preparation of operations personnel for deployment to crisis areas. Mentored and managed a team of 12 teachers, reporting to the Operations Director on quality control and strategic training aims.
•Negotiated budget of £75K to procure new computer based trainer thereby rationalising training man-hours by 33%.
•Significant positive impact on morale due to successful negotiation of budget for complete building refurbishment.
2006 - Miller Heiman Conceptual Selling Course
2005 - Miller Heiman Strategic Selling Course
2000 - Qualified JTIDS Network Designer
1999 - JTIDS Network Design and Management Course,
1999 - JAPNMS Management Course
1999 - JTIDS Induction Course
1996 - Bristol University, Management Accounting, short residential course
1991 – Royal Navy 3 month enhanced management course
1988 – Royal Navy middle management training course
1988 - NEBBS Certificate award
1986 – Royal Navy junior management training course
1984 - Maritime aircraft control certificate
1978 - 5 GCE O Levels
Categories & Freelance Skills
- Client Liaison (Account/Client Management)
- Client Prospecting (New Business Development)
- Client Researching (New Business Development)
- Excel (Microsoft)
- Outlook (Microsoft)
- PowerPoint (Microsoft)
- Product Sales
- Relationship Building (Account/Client Management)
- SC (Security Clearance)
- Word (Microsoft)