Summary

  • Self
    • Global Independent Contractor, Jan 10 - Present
  • Brightpoint Inc
    • Global Account Director, HTC, Dec 07 - Dec 09
    • Global Snr Vice President, Smartphone Div, Jul 06 – Nov 07
    • India CEO, Apr 03 – Jun 06
  • Self
    • Global Independent Contractor, Jan 99 - Feb 03
  • Iridium
    • Africa Sales & Marketing Director,Jun 98 – Dec 98
  • Millicom
    • Vietnam President, Jun 97 – Jun 98
    • Vietnam Commercial Director, Apr 96 – Jun 97
    • Ghana GM, Sales, Marketing & Customer Care, Jun 95 – April 96
    • Pakistan Sale & Marketing Manager, Mar 95 – Jun 95

Work History

Work History
Nov 2007 - Dec 2009

HTC Account Director

Brightpoint Inc

Tasked with the strategic planning and implementation of the global HTC/Brightpoint partnership, reporting to the COO and communicating at the group CEO and board level. Managed a team of 6 regional directors. Responsible for growing and managing the HTC account across all regions (25 countries). Negotiated and managed the master global agreement for APAC, the Americas and EMEA. Strong emphasis on value added services and distribution covering operators, enterprise, online and retail. Facilitated quarterly regional business reviews between HTC and Brightpoint senior management. Entrusted with the HTC Roadmap, planned and supported regional/entity go-to-market strategies.

Accomplishments,

  • Approximately $1 billion revenue per annum
  • Approx. 7% margin on $500 Average Selling Price per device = $77million Gross Profit
  • HTC relationship accounted for approximately 20% of total company revenue
  • HTC became Brightpoint’s single largest customer and vice versa
  • Responsible for the global marketing development fund, approx. $18 million per annum
  • Management of annual global performance rebate of approx. $5m
  • Managed global forecasting for a rolling inventory of $330m, strong focus on sell-in and sell-out
  • Implemented and operated back-end management reporting to ensure FIFO of all SKUs
  • Tracked and managed the average selling price and margins (differed by SKU by 0 - $90 between regions)
  • Gained in-depth knowledge of smartphone operating systems, Windows Mobile, Android, Blackberry & i-Phone
Jun 2006 - Nov 2007

Head of Windows Mobile(Smartphones)

Brightpoint Inc

Global strategic responsibility for Microsoft Windows Mobile Smartphones, (except N. America) reported to the regional president. Was accountable for managing existing ODM/OEMs and building a multi-ODM/OEM strategy. Was responsible for managing the Microsoft relationship. Managed a team of four to achieve growth of Windows Mobile across all regions and entities. Identified and strengthened complementary opportunities in Logistics & Customization. Planned and implemented a sustainable After Market Service (AMS) strategy. Drove channel development and support. Oversaw product development.

Accomplishments,

  • Producing annual revenue of $182m
  • Restructured AMS to become profitable
Apr 2003 - Jun 2006

CEO, India

Brightpoint Inc

Reported to regional president and board with full P&L responsibility for the distribution and AMS of Nokia handsets. Was responsible for Greenfield start-up and entity management with 640 employees. Negotiated agreements and managed third party logistics network. Provided customized services to network operators. Established and managed relationships with OEMs and network operators.

Accomplishments,

  • Approx. $97 million revenue per annum
  • Indian entity paid back initial investment and profitable within 3 years
  • Team of direct and indirect sales provided annual revenue of $55m
  • Team of 645 direct employees in 9 locations across India
  • Network of 16 warehouses across India guaranteed 24hr delivery
  • Network of 9 level 3 and 250 level 2 centres accomplished 74,000 repairs monthly and annual revenues of $43m
May 2001 - Aug 2002

Contractor

Western Wireless International d.o.o.

COTE D’IVOIRE,

  • Responsible for undertaking commercial audit of GSM-900 network operation and re-writing commercial plan, presented to President of Western Wireless International
  • Tasked with implementation of commercial plan as interim COO
  • Doubled revenue within 6 months and then together with corporate banker presented the operation for sale

GHANA,

  • Restructured the business plan to reflect current market realities
  • The plan had the dual purpose of negotiating with the government and ensuring a realistic network rollout for both fixed and mobile operations
Jul 2000 - Jan 2001

Contractor

Hutchison 3G

Member of commercial team that focused on pre-launch user acquisition. Developing business plans for the following:

  • Internet Service Provision
  • Horizontal Portals
  • Vertical Portals
  • Broadband: DSL, Cable modem & Fixed Wireless Application
  • Affinity Credit Card
  •  3G Magazine
May 2000 - Jun 2000

Contractor

Turkcell

Conducted commercial audit in preparation for entry of 3rd operator (Telecom Italia Mobile) Audit covered:

  • Target Market
  • Positioning
  • Pricing
  • Products and services
  • Distribution
  • Customer Care and Billing
Mar 2000 - Apr 2000

Contractor

Hutchison Telecom

Member of team that:

  • Developed commercial strategies for the DCS 1800 licence bid
  • Compiled the commercial presentation
  • Prepared business plan to cover the licence period (25 years)
Aug 1999 - Jan 2000

Contractor

Inmarsat

Commercial audit of the land mobile vertical markets

  • Initiated strategies for regional Inmarsat service providers
  • Developed a reporting structure for the mini-M products and services
  • Responsible for developing a global distribution support package
Jan 1999 - Jul 1999

Contractor

Vivendi Universal
  • Accountable for developing commercial strategies for the Hungarian and Czech DCS 1800 mobile licence bids
  • Initiated and managed market research projects for both countries
  • Managed and compiled the commercial presentation
  • Prepared multi scenario business plans to cover all eventualities over licence period (15years)
  • Developed relationships with manufacturers, suppliers and local authorities
Jun 1998 - Jan 1999

Sales and Marketing Director

Iridium LLC, Africa

Was accountable for developing and managing individual sales, marketing and business plans for all African countries and Turkey. (Strategic and tactical) The position reported into the CEO and was a Greenfield start-up operation. Was accountable for P&L in all regions. Hired regional directors and established performance objectives and reporting structures. Devised, monitored and managed budget for all regional office functions. Established, agreed and managed targets and revenue. Managed relationship with regional service providers.

Accomplishments,

  • Hired regional directors and support staff
  • Identified, recruited and contracted regional service provider partners
  • Negotiated and signed agreements with state authorities
Jun 1997 - Jun 1998

President, Vietnam

Millicom International Cellular

Promoted to the position of president with full P&L responsibility and managed all commercial, technical and financial aspects of the Vietnamese operation, reporting to the president of MIC Asia. (Singapore and Luxembourg) Accountable for 52 direct staff in three cities to manage Business Cooperation Contract (BCC) with Vietnamese telecommunications authorities. Negotiated and managed interconnect agreement with Vietnam Post and Telecommunications. Committed to expanding business activities and developing future opportunities involving new technologies, such as The Internet and CDMA, requiring high-level negotiations with Vietnamese government officials.

Accomplishments,

  • Compiled and managed 1998 budget for 42 million USD,Ebitda 20 million USD
  • Achieved and maintained 78% of wireless market share
  • Responsible for GSM network of 3 switches, 190 base stations, serviced 150,000 subscribers through 425 points of sale and 6 customer care centres
  • Increased AMPU from 295 to 351 minutes per month by researching existing subscriber needs and providing tailor-made services
Apr 1996 - Jun 1997

Commercial Director, Vietnam

Millicom International Cellular

Responsible for sales, marketing and customer care, reporting to the president. Coached the Vietnam Mobile Services (BCC partners) sales and marketing team.

Accomplishments,

  • Introduced sales training and market-driven sales planning, monitoring and management concepts resulting in a 250% increase in sales within ten months
  • Increased direct and indirect sales force from 120 to 1,200 to better cope with rise in demand
  • Revised distribution channels to achieve a national increase in points of sale from 20 to 217 within ten months, including the standardization of interior design and POS material
  • Initiated a dealer program accounting for 63% of sales thus lowering direct operating costs whilst increasing subscriber base 
  • Created internal design department and refined advertising campaigns to boost “Mobifone” into the top-five best-known brand names in Vietnam
  • Redesigned customer care department to monitor all enquiries thus providing a better service and reducing churn
Jun 1995 - Apr 1996

GM, Sales, Marketing and Customer Care, Ghana,

Millicom International Cellular

Member of senior management team reporting to the managing director with P&L responsibility for Sales, Marketing and Customer Care. Played a key role in restructuring operations and developing commercial strategy, including the expansion of services into two new regions of the country.

Accomplishments,

  • Developed innovative sales promotions to achieve an increase in connections of 350% over an 12-month period
  • Created a network of dealers responsible for 20% of all sales
  • Initiated a dynamic advertising campaign which significantly enhanced brand image and awareness
  • Established mobile rental program to increase airtime usage
Mar 1995 - Jun 1995

Sales and Marketing Manager, Pakistan

Millicom International Cellular

Provided interim management support for the sales and marketing department, reporting to the managing director.

Accomplishments,

  • Planned joint marketing launch with Pizza Hut™ to enhance brand image in highly competitive cellular market
  • Designed and implemented “Subscriber Welcome Program” to verify subscriber details for billing purposes thus reducing churn and bad debt

Education

Education
Jan 2010 - Present

EMBA

Thunderbird, School of Global Management
1994 - 1996

The Chartered Institute of Personnel and Development
1992 - 1995

BA

The Open University
1977 - 1982

Selborne College

Skills

Skills

Communication & presentation

Manage cross-cultural teams

Maximize scarce resources

Restructuring & change management

Executing on greenfield opportunities

Developing corporate stratagies

Identify, plan & implement commercial opportunities