Summary
Profile:
• Eighteen years experience of advising boards, specialising in sales and management consultancy(including board level facilitation), coaching, and headhunting.
• Strong experience in sales and marketing, especially relating technology to business drivers
• International experience in mainland Europe, North America, the Far East and Australia.
Competencies:
• Designing, developing and delivering workshops for change - especially to management groups
• Coaching executives, specialising in mentoring sales managers and directors
• Recruiting and headhunting - developing the processes, winning the business and executing the plan
• Well developed communication and influencing skills at board level, especially sales skills
• Strong man management skills, and enjoy developing people through coaching
• Outstanding ability to absorb new information and synthesise key points quickly and accurately
• Specialist in managing virtual/cross-functional teams in complex environments
• 20+ years experience in developing and presenting ideas for change
• Project leader of large scale/high profile projects/programmes
• Highly organised with an eye for detail
• Good financial awareness and business planning skills, including developing and managing budgets.
Specialties:
Executive Coaching and Leadership Mentoring Sales and Management Training - development and delivery
Design, development and delivery of sales training and management training focused on improving bottom line results. Experience includes:
Management training
Leadership, change management, team building, managing teams, coaching, managing virtual teams, market segmentation
Sales Skills
Building rapport, questioning & listening, qualification, forecasting, strategy & tactics, account management, opportunity management, objection handling, negotiation, closing, business acumen, buying & selling cycles, channel selling, solution selling.
Personal Effectiveness
Time & personal management, project management, effective communication, finance for non-financial managers.
Expertise
Design, development and delivery of sales training and management training focused on improving bottom line results. Experience includes:
Management training
Leadership, change management, team building, managing teams, coaching, managing virtual teams, market segmentation
Sales Skills
Building rapport, questioning & listening, qualification, forecasting, strategy & tactics, account management, opportunity management, objection handling, negotiation, closing, business acumen, buying & selling cycles, channel selling, solution selling.
Personal Effectiveness
Time & personal management, project management, effective communication, finance for non-financial managers.
Experience
-
Fowler Associates
Partner
- CurrentRecent Projects:
• Redeveloped the whole multi-level SMB sales and management training curriculum for a large global IT supplier with built in sustainability back at the desk and a set of key ROI measures that the business could track.
• Ran the sales management development program globally for large financial services company, followed by one to one telephone coaching sessions for key managers, up to and including VPs.
• Worked with the newly formed senior management team for the indirect channel at global IT company during the first year of the channel partner launch.
• Re-orientation of the European Nortel Networks organization from voice products to complex data solution sales. Ran board level facilitation sessions and developed a 3 tier training program to train management and sales (600 people) in the new methodology. Managed the outsourced teams of trainers delivering 5,400 man days of training across EMEA.
• Designed, developed and delivered a programme to move MCI-WorldCom from commodity voice minute sales to managed data solutions. Included board level, sales manager and sales workshops in 5 European locations and 3 locations in Asia Pacific.
• Ran the Sales Management Development Program (3-day workshop) in UK and Central Europe for all Dell sales managers, up to and including GMs and VPs.
• Developed the sales manager's induction guide for Dell globally, and a number of the global sales induction modules.
• Developed and delivered business focused training for the IBM/Cisco relationship in Europe.
• Developed the Key Executive Messages course, for the European arm of a global company, ensuring that all customer facing people understood the company's end to end value proposition.
• Leader/Mentor for the Sales Academy, a program bringing new non-industry sales and management people into a rapidly expanding technology company.
• Led profiling exercise of sales people, assessing skills and knowledge of individuals
Education History
-
Mathematics
The University of Manchester
2000 - 2000Including two years Psychology
Qualifications
NVQ7 in Executive Coaching & Leadership Mentoring from the Institute of Learning and Management (ILM)
INLPTA NLP Diploma
FInstLM - Fellow of the Institute of Leadership & Management
