Eur Beng

Playing a pivotal Group role in identifying, evaluating and developing growth opportunities across new, emerging and existing markets for the long term growth of the buisiness Key Responsibilities include : • Identifing and cultivating strategic partnerships, alliances and business opportunities to accelerate market penetration. • Collaborating internally with sales and marketing teams to provide additional market access to existing segments / clients together with the development of new segments. • Working with Government bodies, knowledge providers and private sector. • Developing an understanding of the market drivers and funding mechanisms and policies / regulations which are driving the market. • Developing C suits relationships with key external stakeholders (Partners, Alliances, Government Bodies and private sector end users ) • Supporting and providing training to upskill the sales team to expand their reach into their existing markets through the opportunities associated with the energy transition agenda.

A board member of iconsys : A leading platform independent provider of integrated automation solutions Key Responsibilities: • Sales Strategy & Planning: Develop and implement group-wide sales strategies that align with company goals and objectives. Set clear sales targets and KPIs for the team, ensuring consistent performance across all market sectors. • Leadership & Team Management: Manage and lead a team of sales managers and sales professionals. Provide coaching, mentoring, and performance evaluations. Foster a culture of teamwork and high performance. • Revenue Growth & Business Development: Identify new business opportunities, drive the acquisition of new clients, and ensure the retention of existing clients. Work on strategies to expand the company’s market share and increase revenue streams. • Cross-Department Collaboration: Collaborate with other departments such as marketing, operations, and Engineering. • Sales Performance Analysis: Monitor sales performance through regular analysis of data and metrics. Provide feedback and make adjustments to strategies to ensure targets are being met or exceeded. • Client Relationship Management • Market & Competitor Analysis: Stay up to date with industry trends, market dynamics, and competitor activities. Use this information to adjust sales strategies and identify competitive advantages. • Budget & Resource Management: Manage the sales budget, allocating resources effectively to maximize ROI. Ensure that the sales team has the tools and training needed to succeed. • Reporting & Communication: Provide regular updates to senior leadership on sales performance, trends, and challenges. Communicate strategic goals clearly to the sales team, ensuring alignment and clarity. • Sales Process Optimization: Continuously assess and refine the sales process to ensure efficiency and effectiveness. Implement best practices and leverage technology to streamline operations.

• Responsible for UK Solutions / Project sales in the UK • Launched and managed the energy transition / industrial decarbonization initiative in the UK for solutions including : • Team recruitment and re assigning responsibilities for the Energy Transition market • Assigned initiative owners for, Wind, Hydrogen, Offshore Electrification and CCUS in close collaboration with the ABBs Oslos office and Global Product Groups based on the UK’s ambitions to becoming the world leader in energy transition. • Full appraisal of the sectors, including, Drivers, Government legislation (PMs 10-point plan for a green industrial revolution, key players, routes to market, partners, offer profile. • Developing a substantial funnel of opportunities for CCUS, Offshore Electronification, Offshore Wind and Hydrogen • Liaison with ABB European Marcoms and Marketing for targeted exposure in the market • Working with ABB consulting, ABB GPGs and with the Northern European HUB to understand the challenges and provide high value offering including, as an example the requirements of process performance and pressure balancing system for CO2 Transportation and storage in collaboration with a strategic partner. • Identification and screening of major pursuits (Telecoms, electrical and Automation) • Providing support and guidance to the Account Managers and Pursuit managers to ensure timely position and engagement in the pursuits, understanding the opportunity profile, players, schedule, financial status, critical issues and developing value propositions to the various players / stakeholders

Optilan is a leading global independent security and communications systems integrator. • A member of the UK board • To develop and deliver the sales strategy for the UK regions operations (UK, mainland Europe, Turkey and Africa) • Develop and manage the internal and external sales team, delivering the regional sales delivery plan. • Development and deployment of new growth initiatives • Responsible for a circa £35M sales budget • Restructuring the sales team – development and deployment of a Sector focused Account Management programme • Restructured the Sales Support Function including the development of SMEs. • Staff recruitment and development • Development and deployment of a companywide Customer Relationship Management database for opportunity management, individual and team forecasting against budget • Development of new sales and bid procedures for the department including bid screening, bid review and table of authority • Core member of the deployment team for the new SAP ERP system • Personally responsible for circa 40% of the groups order intake.

Managing and motivating a sales team to ensure the achievement of aggressive targets for revenue and margins Responsible for all sales primarily around ICSS but also Electrical solutions, Instrumentation and Telecoms solutions Supporting the Sales team in major global pursuit strategies Leading Global Pursuit Teams (Across Divisions and Countries) to maximise ABB product and service portfolio pull through. Developing pursuit specific Global execution models for major pursuits to meet customers requirements with regards to cost, quality and schedule Responsible for leading and managing a significant growth initiative covering Australia, Spain, Italy and UK Interface Manager for all projects being delivered in Azerbaijan Georgia and Turkey (AGT) region for projects being executed from the UK project delivery centre.

Responsible for development and deployment of sales and marketing initiatives in the Azerbaijan Georgia and Turkey region. Also responsible for Sales and project Interface Management for BP which is one of the largest strategic accounts for ABB.

Promoted to International Pursuits Oil and Gas Sales Manager. Primary responsibility was for Kazakhstan and Azerbaijan and working with major Asian players for Chinese funded projects in Kazakhstan.

Transfer from ABB UAE to ABB UK reporting to the UK, Oil and Gas Sales Manager. Primary Responsibilities include : • Development of a business plan for the Oil and Gas Sector in Kazakhstan, development and deployment of Alliance agreements with local partners, and promotion of Main Automation / Main Electrical Vendor initiatives for Oil and Gas Projects. • Opened an office in Kazakhstan • Pursuit Leader for a number of large Domestic and International pursuits, managing teams globally across multiple Business Units, Execution Centres and Countries. • Development and Management of Selected UK EPC’s.

Senior Account Manager reporting to the Vice President of Sales & Account Management for Middle East and Africa. Responsible for the UAE, primarily focused on ADNOC (Abu Dhabi National Oil Company), which is a Strategic Account for ABB.

Director of Automation responsible for the Gulf Countries. Promotion from Automation Business Manager to Automation Director following the growth achieved since April 2003 and a new focus on Automation for the group in line with the 2005 to 2008 corporate programme. A strategic focus for the business for 2005 was the continuing development of the automation service activity which, with a launch of a new and growing team in Jan 2005 saw a growth of 230% by Q4 2005. Based on the growth and potential of this business, the approval was given in Q3 2005 to develop a services/execution centre for the Zone.

Business Manager for the Automation activities within the Gulf Countries. Reporting to corporate Head Quarters in France for the activity, responsible for all Automation Business operations within the Gulf Region. Re-structured and developed the team to ensure the achievement of aggressive targets for revenue and margins. An integral part of the role included the formulation and implementation of a business development plan for new revenue channels and market diversification, including new alliance agreements, training centre, product launches, development of support arrangements with end users and management and participation in exhibitions.

HG Systems have been supplying Integrated Process and Automation Control Solutions since the 1970s. Promoted to Business Unit Manager. Managing and motivating a team including, Sales Engineers, Project Managers, Principal Engineers, Lead Engineers and Systems Engineers to ensure the achievement of aggressive targets for revenue and margins : typically 10% saving on hours and 10% saving on bought in equipment. This involved reporting directly to the Managing Director, with full strategic and functional accountability for the business unit. An integral part of the role included the formulation and implementation of a business development plan for new revenue channels and market diversification. This included the development of key alliances and Strategic Partnerships agreements.

Promoted to Manager of Sales Operations for large capital automation systems (typical project values of £30K - £1M). This involved reporting critical issues to the Director of Sales and deputising in his absence with the responsibility for the development and growth of the company’s core businesses in Food and Beverage, Metals and Power industry sectors. Also responsible for the Development of the Sales part of the Business Plan constantly reviewing the strategic implementation of the Business Plan together with technical consultative selling.

An Account Manager for an International Company, consultative selling for large capital automation projects The turnover of the company in 1996 was £3.0M and in 1997 was £4M. Of this turnover I was accountable for 20% and 21% respectively.