Malcolm Savage

Work History

Work History
Jul 2008 - Jul 2009

Sales Director UK

Orange Business Services - Trading Solutions

Responsible for the leadership, management, coaching and training of the sales organisation

Achieved all revenue growth, sales orders and profit targets for the period 2008 to 2009.

Won several large Managed Services contracts to BNP Paribar, ICap, Louis Capital, Soc.Gen, GFI & UBS.

Sales leadership of the 1st Low Latency Managed Network contract for Orange Business Services in the UK sold to GFI worth £60,000.

Sales leadership of a large Voice Recording Managed Services contract sold to Zurich Financial worth £800,000.

Sales leadership of a large Voice Recording Managed Services contract sold to UBS worth £750,000

Sales leadership of ‘Unified Communications’ software solution to Total Gas worth £115,000.

Refocused the sales team to win more new business in existing and new accounts. This objective was achieved by using a ‘Value Selling’ methodology and focused tactical campaign management.

Leadership and delivery of a ‘Sales Transformation Programme’ introducing the ‘Value Selling’ Methodology and Salesforce.com CRM system into company.

Introduced and opened up new routes to market for Trading Room Solutions through the System Integrators and Contact Centres channels.

Aug 2007 - Mar 2008

Sales Director, Global Accounts, System Integrators & Government

Telstra Europe

Responsible for the leadership, management, coaching and training of the sales team.

Responsible for the leadership of the Global Accounts Sales Transformation Programme.

Leader and coach to sales team that sold a large Managed Services contract to Standard Bank with a Total Contract Value of £3.6 million.

Recruited high level sales professionals.

Introduced and managed new strategic partners for Telstra, such as IBM, EDS, VeriSign, HP Procurve and NSC Global as a sell with and sell through channel. Joint partnership with BCS selling Video & TelePresence Solutions.

Implemented ‘Standards of Performance’ disciplines for all sales teams.

Jan 2005 - Feb 2007

Sales Director, Europe, System Integrators

Verizon Business (formally MCI Worldcom)

Responsible for the leadership, management, coaching and training of 15 Specialised Sales Professionals working with cross functional support teams based in several countries across Europe

Responsible for the sell to, sell with and sell through strategy and performance of all the Systems Integrator accounts in the EMEA Region.

Achieved all the revenue growth, sales orders, SG&A and margin control targets set for the period 2005 to 2007.

Grew revenue from $79 million in 2005 to $110 million revenue in 2007.

Achieved a Profit of $41 million on a $70 million revenue plan in 2005.

P&L responsibility for a $110 million revenue and profit plan in 2007.

P&L responsibility for a $79 million revenue and profit plan in 2005.

Opened up new logo accounts for Verizon such as Bearing Point, Atos Origin, CGI & SAIC.

Achieved New Business Sales selling through EDS into Finance Accounts EBS, ICAP, ABN Ambro & AON.

Leader and coach to the sales team - winning a $31 million, 9 year contract with IBM for a new Data Centre in Pero, Italy.

Leader and coach to the sales team - winning a $5million, 3-yearcontract with Getronics for a new GlobalWide Area Network (WAN)

Re-structured the sales channel to fully integrate all cross-functionalteams.

Personally responsible for the relationship and management of the EDS account which at the time was Verizons largest European revenue generating account and most strategically important in EMEA region.

2003 - 2006

Sales Director UK Major Accounts

MCI Worldcom

Responsible for the leadership, coaching, management and training of 50 Sales Professionals in the Major Accounts Retail Sales Channel in the UK.

Responsible for all sales to the largest and the most important National & Multi-National accounts in the UK Retail channel.

Achieved all revenue growth, sales orders, SG&A and margin control targets for the period 2004 to 2005.

Successfully re-structured the channel from geographic territories to vertical sectors, which significantly increased new business revenue that year.

Implemented new performance management processes & procedures, which increased sales and team motivation.

Launched and implemented ‘Project Breakout’ a major ‘Sales Transformation Programme’ to facilitate and help the Major Account channel become a ‘World Class’ Professional Sales Force.

Introduced a UK Government Initiative to secure private finance for major UK infrastructure projects (PFI) into WorldCom and took personal leadership

of a PFI bid for the UK Government Highways Agency Department communication solution for UK Roads Integrated Infrastructure (NRTS).

Jan 2003 - Dec 2004

Sales Director, Partner Channel France

MCI Worldcom

Responsible for the leadership, management, coaching and training of the Sales Teams in the In-Direct and Partner Channel in France.

Responsible for all In-Direct Dealers and Partners in France, this included coaching and training the dealers and supporting their sales campaigns.

Achieved all revenue growth, sales orders, SG&A and margin control targets for the period 2003 to 2004

Implemented a major sales campaign ‘’Retain The Base’ to defend, secure and grow the existing revenues.

Responsible for dealer revenue management and cross border processes for all French Dealers and Partners.

Responsible for commission plans and commission payments to the French Dealers and Partners.

Implemented and delivered a major recruitment plan to find new Dealers and Partners across all French regions.

Built joint ‘value propositions’ with main French Dealers and Partners and delivered them to their customers across all the regions of France. 

Jan 2001 - Dec 2003

Sales Director UK, Global Accounts

MCI Worldcom

Responsible for the leadership, management, coaching and training of 80 Sales Professionals account managing 275 Global Accounts.

Responsibility for all A-End Global Account Managementout of Europeandall B-End Global Account Management out of US & Asia.

Responsible for revenue growth, sales orders, SG&A and margin control targets.

Responsible for channel strategy, relationship management and marketing forall Global accounts based in Europe.

Achieved all revenue growth, sales orders and margin control targets and objectives every year from 2001 to 2003.

Increased sales in the first six months from the existing $500k monthly recurring revenue (MRR) per month to $3 million monthly recurring revenue (MRR) per month. This was achieved by cutting out layers of management, flattening the sales organisation, implementing Key Performance Indicators (KPI’s) and putting more sales people in front of customers.

Managed all customer and team activity and through the challenging and difficult Chapter 11 period that WorldCom faced over an18 month period.

Integrated the existing voice sales teams with new data sales teams, as WorldCom acquired new companies.

Leader and coach to sales teams winning several large contracts for Global Frame Relay, Internet & Leased Lines in Barclays Bank. (BarCap)

Leader and coach to sales teams winning Managed Services contracts in HSBC.

Dec 1999 - Jan 2001

Head of Corporate ‘Private Finance Initiative’ Public Sector Sales

BT plc

Responsible for all Outsourcing Sales in the Government led ‘Private Finance Initiative”(PFI) to Corporate Accounts in UK.

Responsible for the Leadership, Delivery and Implementation of a ‘joint venture company’ with construction company Carillon to launch an Integrated Infrastructure Proposition for the Public & Private Sectors.

Created and delivered an innovative ‘Cost Model to Asset Model’ proposition for several large Corporate Enterprises in Banking Sector.

Sales Leadership and personal involvement in winning one of the largest PFI Government Contracts for the Design, Build and Management of the UK Government facility at GCHQ in Cheltenham.

Developed & sold innovative Managed Solutions into the Property and Construction sectors in UK.

Developed & sold Innovative Managed Solutions into the Facility Management Companies in the UK.

Apr 1998 - Mar 1999

Head of Global Business Solutions (Specialist Sales)

BT plc

Responsible for the leadership, coaching, management and training of 50 Multi Skilled Sales Specialists, supporting Account Management with ICT solutions into Global and National accounts.

Responsible for a revenue plan of £325 million.

Achieved all revenue growth, sales order and objectives targets for the period 1998 to 1999.

Responsible for the leadership and the management of the sectors ‘Partnership Alliance Programme’ for Nortel, Cisco, Alcatel, Tandberg,

Responsible for the leadership and delivery of a ‘Transformation Programme’ changing from a product led sales organisation into a solution led sales organisation.

Responsible for the leadership, delivery and implementation of a major company wide ‘Change Management Programme’ to research and implement a ‘World Class Development & Training Plan’ for BT Corporate Clients Division.

Apr 1993 - Mar 1998

Sales Director, Construction & Property Sector

BT plc

Responsible for the leadership, management, coaching and training of 54 sales professionals, account managing Property and Construction accounts located in the UK.

Achieved all revenue growth, sales orders, margin control targets and objectives for the period of 1993 to 1998.

Responsible for the Leadership and Delivery of the ‘Sales Transformation Programme’ changing from geographical sales territories to Vertical Market Sectors

Awarded ‘Most Rounded Business Manager’ 1997/8.

Winner of BT prestigious ‘Masters Club’ 1997 and 1978.

Achieved one the best scores in ‘People Satisfaction’ index with 99% overall in the Corporate Clients Division.

Appointed Management Board Member of ‘Construct IT’ an independent organisation focused on the UK Construction Industry, sponsored by UK Government.

Appointed Member of several advisory panels, including, The Construction Confederation & The Construction Industry Board.

Keynote speaker at numerous Industry conferences and forums.

Responsible for the leadership of the BT team working with UK Government to implement an IT strategy and implementation programme for the UK Construction Industry.

Involved in setting up the‘IT Centre of Excellence’ for the Construction Industry with Salford University and the ‘Construct IT’ Board.

Delivered unique innovative Telecommunications and Facilities Management propositions for Europe’s top five property companies.

Member of the ‘Project Jaguar’ team set up to outsource all of BT’ Facilities Management across Europe.

Apr 1990 - Mar 1993

Sales Director - Multi-National Account Management.

BT plc

Responsible for the leadership, management, coaching and training of 40 sales professionals account managing multi-national accounts located in the UK.

Responsible for all revenue growth, sales orders, SG&A and margin control for all Multi-National accounts within the National Sales Operation.

Achieved all revenue growth, sales order targets & margin control objectives for the period 1990 to 1993.

Responsible for the leadership, delivery and implementation of an important ‘Sales Transformation Programme’ to integrate the UK National Sales team with the rest of BT’s European sales teams.

Responsible for the leadership and successful outcome of ‘Opportunity Management Workshops’ between the UK and European Sales Teams.

Responsible for the Integration of the International Sales Specialist teams into the National UK Organisation. 

Jun 1986 - Mar 1990

Group Sales Manager – International Account Management

BT International

Responsible for managing a team of Global Account Managers and Support Managers looking after BT’s International Accounts.

Achieved all revenue growth and sales order targets for the period 1986 to 1990.

Responsible for brokering and managing a european agreement between AT&T, KDD and BT to deliver a ‘one stop shop’ process for implementation of global private circuits ordering.

Represented BT at all international conferences and customer meetings in the USA - before BT opened sales offices in the USA.

In partnership with AT&T sold the first ‘Transatlantic T1’ circuit to Goodyear.

Sold major Global Video Conferencing contract to Coca-Cola.

Education

Education
1970 - 1973

London Business School, U. of London

Skills

Skills

Sales Transformation