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Summary

In 2015 I made a conscious choice to change after 15 years in retail management because I loved technology and what it enabled. I have had the IoT bug ever since. It's just starting to happen and get interesting. I wanted to also think more like an entrepreneur and behave accordingly. I got to start up Spark's IoT business in the Ventures space and build the business case for the first carrier enabled LoRaWan in New Zealand. NEC taught me mixed realities but especially 3D and the passport to Artificial Intelligence (AI).

I believe I can identify where the value is both commercially but more importantly for a partner. New Zealanders will need a sense of imagination to go on this journey and my role is to make this real.  Being able to not just educate but sell and enable has given me a huge advantage.                                                                                                 

Expertise and Experience

  • Internet of Things complexities across LPWA networks and platforms including Sigfox, LoRaWan, DigiMesh, IoT platforms, NB-IoT and numerous others including 3GPP standards.
  • Advisor to Cities across all facets of both Smart Cities and the associated technologies. 
  • Robust understanding of new IoT messaging models for low and high power device management
  • Able to understand vast spectrums of tecnologies and evolve strategic deployments to a commercial outcome. 
  • Execution of such - Productisation and understanding where the value is for partners and our business. 
  • Driving change with ultra pace and manage multiple stakeholders with differing requirements.
  • Driving a sales number to completion not just endless proof of concepts. I'm still a retailer really!
  • Powerful presenting to small and large audiences.
  • Managing organisational change across small to medium teams and quickly re-purposing the teams.
  • Development of complex web build/commerce execution with both a global and multi-language focus.
  • Deliver commercial and profitable results. 

Work experience

Director - Commercialisation and Product Smart Cities/IoT/Biometrics

NEC New Zealand
June 17Present

Started with NEC and wrote a change business case and was promoted to deliver it within 8 weeks. 

  • Re-built the core purpose of the Smart Cities and now re-building the Biometrics product base
  • Productised the Smart Cities product into Network, device, platforms (software) and visualisation approaches. 
  • Built all pricing models and also the full business and strategic plan to payback and applicable capex outputs. 
  • Developed the product approach for other channels extending the Smart Cities stack into core verticals. 
  • Developed core partnership programmes with 2Degrees, Auckland Council and a number of other government agencies
  • Managed ITS (intelligent Transport Systems) alongside Smart Cities 
  • Pipeline sitting at $NZXXM in March 18 with a long term plan in place at core councils. 
  • Worked with Japanese team for Smart Cities overall approach. 

Head of Smart Cities/IoT

Spark Ventures New Zealand
Dec 2015Apr 17

Lead the Smart Cities approach and team, but quickly identified core vertical marketplaces. Given the mandate to deliver Spark Ventures quickest commercialisation and pathway to profitability. 

Working with an incredible technical resource we have

  • Built and tendered the overall strategy for IoT within Spark for the SLT (senior leadership team)
  • Evolved a network platform recommendation for a new network for low power devices (battery). Managed and wrote  the commercials and outcome for the SLT recommendation. 
  • Build all the consumer commercial modelling for the network matching this across the Sigfox and likely LTE entry approach. Directed Spark how to commercialise the network and compete in this new sector.
  • Implemented a build for Spark first software defined network for Farm Wi-FI. Market size identified as $XXXM
  • Evolved the Thingworx platform commercials as being fit for purpose and available for all parts of Spark to re-sell.
  • Worked with the  Spark Digital and Wholesale teams evolving the channel including multiple Board, Exec and Industry  presentations
  • Partnering - evolving these terms and conditions and managing the new world requirements of intellectual property (IP) and who will commercialise what. 
  • Developed with Uniservices the funding request to MBIE for a data Marketplace partnership over 7 years - first round approval

Spark Secondment - Energy Industry

Spark New Zealand
 Jan 2014Sept 14

Seconded to run a discovery team to final recommendation for Spark to consider Energy market entry. 

  • Lead project through to final presentation to board
  • Ran in house team including all virtual assigned resources for project. 
  • Managed external partners including PwC relationship and outcome
  • Evolved core battery approach and in home approach for future product offering
  • Reviewed all Gentailers and new market entrants to build complex financial modelling and recommendation
  • Worked with EA on approach and likely market place shift
  • This project ran across the strategy team and included resource across core channels within Spark and was the stepping stone for a number of future capabilities/thinking surfacing only now. 

Head of Mass Market Retail

Spark New Zealand
Oct 2012Dec 2015

Bought into Spark to rebuild this channel. Total serviced storefronts including Mass market, Grocery, Route and Convenience number over 4000

  • Managing over 50% of the prepaid channel acquisition via Mass Market Retailers. Bought into Spark to re-energise this channel
  • Completely re-wrote all master trading terms and financial modelling. 
  • Newly won JB HiFi from Vodafone in March 14
  • Successfully launched Pay Monthly into JB HiFi and Harvey Norman and focusing on growing Pay Monthly and entering IPTV pay as you go marketplace with Lightbox and Broadband entry.  
  • Brought Vodafone and 2Degrees to the table and managed a consented entry for the three brands into the Grocery channel to create a combined channel to market for Telco services into Progressive and Foodstuffs Group. 
  • Management of the top-up pin system for all NZ top up points via electronic distributors. Circa $65M including new system deployment.
  • Total of 13 staff supported by this category
  • Then we re-branded from Telecom - Spark

National Sales Manager Consumer

LG Electronics NZ Limited
Oct 2011Oct 2012

I returned to Consumer Electronics to work for LG managing the commercial sales function. This role made me realise that often you can never go back!

This role had 4 direct reports and 7 indirect reports and comprised over 250 storefronts. 

  • Responsible for the sell in for both consumer physical/online storefronts and a broad set of commercial partners from Government through to private enterprise.
  • Strategic direction for all retail and commercial channels in cooperation with internal and offshore Korean management.
  • Tasked with ensuring that Retail sell in/sell out programme.
  • Responsible for all terms of trade and financial deliver to P&L

Online Manager

Tourism New Zealand
Jul 2009Sep 2011

After a successful presentation to the CEO and members of the Executive I was appointed to this position with the mandate to run the online team and also the complete re-build of the consumer site www.newzealand.com. This site has over 12 million annual visits in 5 languages and 12 country editions.

  • Ran the re-build project of www.newzealand.com and all supporting databases which were unchanged for several years. 
  • Managed external relationships between Industry, Operators and Government partners.
  • Managed external contractors involved in architecture, content delivery networks, SEO, analytics and paid marketing to campaign level.
  • Wrote, prepared and delivered the presentations to industry partners and other government partners. 

Head of Region – EMEA

Fusion Electronics Limited (UK subsidiary of New Zealand Company)
Jul 2006Mar 2009

Reporting to the Chairman – Fusion Board New Zealand

This position was created to expand the company’s markets within the UK and Europe/Russia. In January 08 the role was expanded to manage Asia and the Middle East. The product line up included Marine electronics, Car audio and mass-market consumer electronics.

  • Expanded storefronts representing Fusion from less than 500 to over 2000 across Europe and the UK. This was done over a two-year period and included Europe’s largest retailers in these sectors.
  • Fusion EUA team expanded  with an 85% YOY growth in 06 - 07.
  • Managed new line up consumer offering to UK mass retailers including Tesco, Sainsburys, PC World, Amazon and DSG group (Dixons/Currys).
  • Successfully entered the marine marketplace in 08 with the establishment of 7 European distribution partners.
  • Migrated all warehouses to 3PL and outsourced the operation of these warehouses.

General Manager - Marketing

Sony esolutions b.v. Brussels – Belgium
Jun 2004Mar 2006

Reporting to the Director – Online Sales Sony Europe. Reporting levels included Vice President Europe and Sony Tokyo Senior Marketing on a monthly basis.

 17 country websites, utilising 5 languages.

  • Achieving targeted budgets for the period included revenue, GP, traffic volumes (both paid and unpaid), web conversion to invoice and inventory value/freshness.
  • Managed complex traffic modelling and grew web unique visits by over 65% YoY
  • Managed a team of 5 staff across the online platform and 5 staff across Marcoms, acquisition, retention modelling and product teams.
  • Turned around business from significant loss to profit.  
  •  Pioneered premium channel across  EU www.prestige.sonystyle.co.uk

Manager - Consumer Sales/Device

Vodafone New Zealand Limited
Sep 2002May 2004

Reporting to the General Manager of Consumer Sales

  • Managed the Consumer Sales Team with 500+ storefronts and the device team across Vodafone. This area of the business produced a combined turnover in excess of NZ$XXXm in FY03. 12 staff
  • The business generated over 50% of total connections for the Vodafone NZ business.
  • Renegotiated all device supplier contracts for +$5M gain
  • Rebuilt the retailer marketplace based on reworked financial terms of trade to re introduce significant Vodafone KPIs.
  • Re-built forecasting system delivering 97% accuracy

Education

University Entrance

Auckland Grammar School
Jan 1980Dec 1984

School Certificate and University entrance both by exam - all subjects

Interests, Awards and Achievements

2018 Understood the long term funding model for Auckland Council and how to truly seed Smart Cities..with funds!

2017 Formed own start up business in food sector and realised the timing was too soon so parked it.  Tough to do but the best experience as a new entrepeneur. 

2016 Just about got Spark into the Energy sector....nearly. 

2015  Created own investment business and currently mentoring numerous IoT start ups and approaches with small seed investments. 

2014  Launched a properly development company. 

2011  Re-launched my Country's web site that my team rebuilt  www.newzealand.com site in 4 languages/all databases

2008  Got to live out a dream and work as a contractor to F1 race team

2004  Completed Marketing Major and subsequently B.Com whilst working full time. 

2003  Vodafone Leadership in Action - six month NZ/AU share leadership training.  Lived through my Daughter's open heart      surgery and realised its always about Family. Global Leadership finalist - Vodafone Global Group. 

Love property, cycling, anything fast and family time.