Clive Waters

Clive Waters

Work History

Work History

Business Development Manager

Dunn & Bradstreet Ltd.

Territories covered: UK

Key Responsibilities and Achievements:

Managing a sales team of 8, showing leadership in sales

Achieving sales targets, cold calling

Started in company as a salesman to become Business Development Manager

Successfully managed sales team

Sales team was consistently in top 2 of group

Feb 2010 - Present

Consultant Sales and Marketing Director (EMEA)

Hunter Sales Consultancy (UK)
Currently working with a start up company. Tasked to grow sales in the corporate and public sector, developing a brand and instilling a best practise policy of innovation and customer service to maximise the sales effort. I have introduced an ethical sales process within the team that incorporates my cross industry sales experience    
Apr 2006 - Dec 2009

National Accounts Manager


Territories covered: UK, other EMEA and US markets.

Breakingviewsis a global data and information business thatsupplies via a real-time subscription service and in book format, financial commentary, analysis and opinion to professionals such as investment bankers, Government departments, senior corporate executives, hedge fund managers, lawyers and private equity professionals.

Key Responsibilities and Achievements:

I am responsible for the direct sales of Breakingviews services to the major Tier 1 banks and brokerage houses. My role involves new business and client retention. Current retention rate is 98%.

I manage a team of 4 new business sales executives as well as running my own accounts. Cold calling and relationship selling, board level presentations and excellent communication skills are employed. The customer range is top to bottom, from main board members to traders and analysts and requires broad knowledge of requirements throughout the financial industry. Recent new business includes Credit Suisse, HSBC, Allianz and JP Morgan. Revenues range from £ 15000 to £ 200000 annualised.

Sep 2000 - Dec 2005

Corporate Account Director

Tenfore Systems Ltd. (now Morningstar)

Territories covered: UK and Middle East.

Tenfore offers a wide range of low latency data feeds and feed formats for intelligent data delivery to meet the increasingly exacting requirements of the financial services community.

Key Responsibilities and Achievements:

Identify market possibilities for the company’s products.

Managing a sales team of six as well as my own accounts. Maintaining customers through direct account management. Project managing complete solutions, including IT and software requirements.

New Business Sales, Marketing and customer relations. Cold calling, relationship selling and board level presentations through strong communication skills.

Gained knowledge of the financial markets industry.

Consistent target achievement with last year over150%

Increased company profile through sales to SunGard, Collins Stewart Tullett Prebon, Cantors and other known organisations. Revenue ranged from £ 25000 to £ 500000 annualised.

Mar 1996 - Jun 2000

General Manager

Star Air Europe Ltd.

Territories covered: UK, other EMEA and Far East

Star Air operates a fleet of VVIP configured wide and narrow bodied Boeing aircraft.

Key Responsibilities and Achievements:

Expansion of the world wide customer base through promotion of the company

Ensure profitable operations on all aircraft types

Formulate sales strategies and instigate sales campaigns

Liaison with the press and various operational support organisations

New Business Sales, Marketing and customer relations cold calling and relationship selling

Negotiated the single largest charter for the transport of oil workers to the Falkland Islands for a period of 1 year, net value of US$ 8 million

Reorganised the customer database and introduced a first class computerised data tracking system for over 11,000 clients. Successfully co-ordinate flights, with the emphasis on customer care and efficient turn around. Developed an on-line strategy for e-Commerce deployment

Oct 1992 - Feb 1996

Commercial Manager / Instructor

Aerotech Aviation

Territories covered:US, Europe and Korea

Key Responsibilities and Achievements:

The set up of the flight school and air charter department

Selling the charter business and preparing of contracts

Advising potential overseas customers on the rules for training under FAA regulations

Knowledge of CAA and FAA flight regulations

Successfully negotiated contracts with film studios for VIP travel requirements

Recruited over 180 foreign students

Jan 1992 - Oct 1992

Flight Instructor

Aztec Air Inc.

Key Responsibilities and Achievements:

After qualification, teaching students to fly

Taught at all levels from basic students (PPL) through to advanced Instrument flying

Acquired advanced levels of flying skills as a result of my ability to learn complex and technical subjects quickly. Utilised my knowledge of International regulations and communication skills

Achieved flight instructor status in record time

Student pass rates were over 90% for all ratings and licences

Apr 1989 - Jan 1992


I.P.C. Sourcing Ltd.

Territories covered: Worldwide

Key Responsibilities and Achievements:

Maintaining our commercial and military client database

Proactive utilisation of components that were readily available

Liaise with world-wide suppliers

Establish a company from start up

Marketing the right product to the right customer

Cold calling and relationship selling

Very good communication and relationship between the company and suppliers

Building up a loyal customer base and earning a reputation for integrity

Promotion of the company to an international marketplace

Surviving for as long as we did

Jan 1982 - Mar 1989

International Sales Manager

RTZ Group (Aviation Engineering and Maintenance)

Territories covered: Worldwide

Key Responsibilities and Achievements:

Restructuring existing sales team

Developing commercial and military markets worldwide

Formulating a group sales strategy

Implementing strategy by leadership

Negotiated largest contract for landing gear overhaul

Increased domestic sales substantially

Put into operation sales training for the group



Rotherfield Hall College

Attained 3 A and 8 O levels

1989 - 1992

Commercial Pilots Certificate

Bolivar Aeronautical College




Competitive analysis

Long and short cycles

Value propositions

Problem solving

Pipeline management

Closing skills


Team motivation

Account management

Target achievement

Strategic planning


Strong Interpersonal skills

Resource allocation

Sales process mapping

Establishing and measuring KPI’s

Setting up and building sales teams



French:      Intermediate

Arabic: Basic


Technology, Travel, Wine, Good food, Theatre, Opera (some), Reading, Flying, Motor Racing (watching)


Executive Summary

I am a senior level sales and business development Director who excels in running revenue generation sales teams for both new business and account retention.

Utilising a consultative approach, my strengths lie in both long and short sales cycles. I work comfortably in international and domestic roles, bringing with me a multitude of skill sets and a wealth of sales knowledge.

I encourage the development of long term customer relationships, believing that maximum sales results come from ethical selling practices, attention to detail, good follow up, brand awareness and exceptional customer service.

I am highly motivated and goal orientated with a proven record of consistently and significantly overachieving sales targets across a range of industry clients from VAR's, SME's and Tier 1 blue chip companies.

Excellent results focused sales management experience, giving support throughout the sales process using communications skills both internally and externally at all levels. I like to lead from the front.