Resume - 14 years with Texaco. ChevronTexaco. Sales & marketing professional. concentrati...

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Resume #5196

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A demonstrable track record of delivering bottom line earnings in diverse & competitive markets, including retail, fuels & lubricants, covering a number of key industry segments. Have led teams of >60 & across international boundaries. An MBA from City University London with commendation. Reputation for providing creative approaches to problem solving & implementing new, successful approaches to personal selling.

Major Achievements

* Increased bottom line earnings by $0.7M in 2001 as U.K. sales & marketing manager & by $2.1M in 2002.

* Focussed on the growth on 'non oil' income. Revenues exceeded $0.35M in year one.

* Introduced comprehensive financial management reporting into business, including introduction of the 'balanced scorecard'. Introduced concept of future indicators of performance for the first time.

* Maintained focus on the business during the merger of Chevron & Texaco & the relocation of the sales order processing, sales administration & finance departments from Stoke to Cheltenham. Brought a new focus on differentiation through service.

* Delivered new & innovative sales tools leading to 12 new contracts in first 3 months of launch

Career History

British Benzol PLC 2004-Present

Regional Sales Manager

Reporting to the Chief Executive, responsible for implementing 'turnaround' strategy in defined geographic area.

* Re-opened sales function at Basingstoke depot. Rollout plan includes responsibility for 4 depots throughout Southern England.

* Developed customer focussed strategy, including project management

* Developed 'brand position. Creating differentiation through 'Cause Marketing' Partnering with MacIntyre care homes.

* Introduced company wide KPIs, including tools for management.
CHEVRON TEXACO 1990 - 2003

Regional Marketing Director, Europe, Africa, Middle East. 2002 – 2003

* Co-ordinated marketing & brand strategy throughout 128 EAME countries. Supervised segment managers & in country marketing co-ordinators. Responsibility of budget of $7.6M & the marketing of 13 billion litres of lubricants.

* Worked with in-country sales & marketing managers to maximise the growth drivers of profitable new business. Developed new Diesel engine oil campaign (URSA) campaign. Highlighted our service differential in a market hard to differentiate "Relentless Dedication"

* Responsible for the development & deployment of regional marketing initiatives. Major achievement included a new suite of sales tools, including high quality interactive sales presentations adaptable throughout the region

* Ensured that marketing strategy, desired product slate & roles & responsibilities for product & solutions are well understood & deployed to the whole organisation. Major achievement included the transition of a major product line from additive supplier to current global partner.

U.K. Sales & Marketing Manager 2001 – 2002

* Responsible for 315.000 bbls of sales p.a. With revenue's of $64M, an expense budget of $11M & a capital budget of $1.2M.

* Formulated & implemented tactical & strategic plan

* Encouraged & led the sales team to achieve increased profitability of $3.1M.

* Supervised a direct & non direct workforce of 61 employees'.

* Maintained all quality initiatives including the retention through audit of QS accreditation.

* Introduced new financial management system including the 'balanced scorecard'

* Inaugurated the personnel development committee & championed the deployment of personal development plans.

Manager Tenant Network, Retail Sales 1999 – 2001

* Led team of area managers incl. real estate manager to achieve sales, profit & rental income.

* Worked with an asset base of $50M operating expense of $12.5M, sales volume was 302mlpa; fuel revenue was $55M with rental income exceeding $6M. The team managed 178 sites throughout the U.K.

* During a difficult trading period the tenant class of trade exceeded the objectives of other sales channels by 20%.

* A detailed strategic plan was developed with targets introduced for every site - resulted in above plan performance of rental income

* Volume & average throughput grew during this period due to a focussed approach & the introduction of more stringent site standards.

* Rental income exceeded plan by over $0.6M - result of a rental recovery programme & successful negotiation of long overdue rents.

* As part of a small team ran two major overseas (Rome & Barcelona) conferences. Gave presentations to an audience in excess of 100 of our most important tenant & dealer partners.

Regional Manager Retail Sales 1998 – 1999

* Led team of area managers to achieve sales & profit targets through retail sites in S.England

* Managed all sales channels in geographic area, including company owned, tenant & dealer class of trade.

* Signed contracts with 31 new dealers, focussing on preferred marketing areas where a targeted approach increased margins taking into account the cost of logistics.

* Integrated 7 new sites acquired following a $21M investment programme. Oversaw implementation programme, including re-branding, training, merchandising & engineering etc. Sales on average grew 7% following handover.

Business Development Manager Commercial Fuels 1996 – 1998

* One of three managers covering the U.K & responsible for sales of middle distillates through the authorised fuel distributor network

* Account responsibility for 15 accounts with sales >750 mlpa & revenue of $450M

* Renegotiated contracts on a timely basis & indeed grew network by 3 distributors during this period.

* Qualified as a B.S trained auditor & regular carried audits on the sales & quality systems of our distributors.

Manager Team Fuels Commercial Fuels 1993 – 1996

Area Manager. Commercial Sales 1990 - 1993

VEROSPEED Area Manager Sales 1988 - 1990
BICC VERO'S Production Controller 1987 - 1988
J.SAINSBURY Distribution Supervisor 1985 - 1987
HUMBERSIDE POLYTECHNIC 1983 - 1985
BANK LINE Marine Cadet Merchant Navy 1979 – 1983

Qualifications

M.B.A. (Directors commendation) City University London.
Postgraduate Diploma in Marketing. Chartered Institute of Marketing
Postgraduate Diploma in Management (DMS)
HND Business & Finance. Humberside Polytechnic.

Personal Details

Date of Birth: 1st October 1961
Marital Status: Married. 2 children
Driving Licence: Full, Clean.
Interests: Football, watching both the professional game & my son, where I help coaching & act as treasurer, Rugby, Golf (Handicap 18), NASCAR (American stock car racing).

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