Career
1997 to 2014 Food Systems International
Sales Director and Managing Director (since 2005)
Suppliers of new and refurbished machinery and turnkey processing and packaging systems for the food and pharmaceutical industries, working with suppliers and customers all over the world to provide the optimum solutions in terms of engineering and budget constraints for each project. Company turnover in the region of GBP 5 million p.a.
Responsibilities:
• Annual sales targets and profitability
• Direct & indirect management & office responsibility for the U.K., Thailand and Korea – 46 employees
• Strategic alliance agreements with various business partners around the world
• Project management, after-sales service, manufacturing, purchasing, operations, installation and commissioning, HR
• Markets served include biscuit, bakery, snack, cereal, chocolate, confectionery and packaging
• Marketing, product design and engineering development, patent application
• Strategy to build the business from the outset
Key Achievements include:
Growth experienced from start up to over GBP 5 million per annum
Growth of business from start up in S.E.Asia to projects worldwide including Australia, India, the U.K. and the U.S.A.
Development and sale of patented, baked stackable crisp/chip production and automated packaging process
New offices set up in Hong Kong, Korea, Thailand and the U.K. with factories also in Thailand and the U.K.
Development of a virtual global corporation using strategic alliances and partnerships
Merger with a company in Thailand to expand regional capability
EBIT / Profitability one of the highest in the industry at around 15%
CRM system developed internally
1989-1997 APV Baker (Baker Perkins) CCS Division
Regional Sales Manager – Asia Pacific
Manufacturers and suppliers of processing machinery for the confectionery, cereal and snack industries worldwide. Company turnover in the region of GBP 20 million p.a. (GBP 6 million in Asia Pacific)
Responsibilities:
• Annual sales targets and profitability for the region, primarily for the cereal, snack and confectionery sectors
• Direct & indirect management responsibility for 10 group company employees
• Negotiations of agreements with agents, distributors and corporate offices in each country
Key Achievements include:
Growth of 100% in both sales and profits, leading to Queens Award for Export Achievement in 1995
Development of a “Capability Manual” as a training aid for all sales people
Won the company’s “Sales Manager of the Year” award three years’ running
Organised relocation to the region – Hong Kong for 16 months and then Seoul, Korea in 1994
1987-1989 Sterling Publications Group
Advertising Sales Consultant
Publishers of annual industry manuals comprising numerous contemporary articles highlighting the latest technology or matters of interest, supported by advertising revenue
Responsibilities:
• Sales of advertising space in Power Technology International, Automotive Technology and World Pulp and Paper Technology to marketing directors in companies worldwide
Key Achievements include:
First consultant to achieve bona fide sales to large multinationals such as Du Pont, who had previously blacklisted Sterling
Set up VAT-registered business
1986-1987 W.R.Grace (Cryovac)
Applications Engineer (U.K., Ireland and Europe)
Manufacturers of multi-layer barrier bags and shrink-wrapping materials for the food and pharmaceutical industries
Responsibilities:
• Design and sales of packaging equipment solutions to support the packaging material business, primarily to the poultry and cheese industry sectors
Key Achievements include:
Developed the designs of various machines to make them more user-friendly, hygienic and saleable
Won a major plant order from a notoriously difficult customer and secured repeat business, gaining a reputation for quality of service
1981-1986 Baker Perkins Ltd
Contracts/Proposals Engineer (Biscuit, Cereal and Snack Division)
Manufacturers and suppliers of processing machinery for the biscuit, bakery, cereal, snack, chocolate and confectionery industries worldwide. Company turnover in the region of GBP 100 million p.a.
Responsibilities:
• Preparation of layout drawings and plant proposals/specifications, conducting site surveys and presentations to customers. Management of workload for team of three draughtsmen
• Conducting customer demonstrations and new product development trials, plus associated plant commissioning work around the world in all product areas
Key Achievements include:
Installation and commissioning of company’s first twin screw cooker extruders in Japan and pioneering development of new techniques such as coextrusion
Qualifications
Degree in Mechanical Engineering from Leeds University (1978-1981). Sponsored by Baker Perkins (thick sandwich)
‘A’-levels in maths, further maths, special maths, physics and general studies from Warwick School (1970-1977), 11 ‘O’ levels.
Numerous employment-related courses – CdipAF, Profitable Sales Management (TACK), International trading, etc.
