Global Commercial Director
International Workplace Group
Total des années d'expérience :11 years, 5 Mois
Leadership
• Member of the Global Senior Leadership Team (SLT), responsible for financial investments, performance and strategic roadmap
• Head of the Memberships and Virtual Office product with a global P&L over $270m and direct reports of over 25 staff globally
• Global Product Director with responsibility for nurturing and growing partnerships with vendors and suitable global service providers with a combined SLA of over $250m
Performance & Achievements
• Achieved consecutive month on month growth of over 20% in revenues by implementing new go to-market strategies to capitalise on hybrid working trends and expand customer membership base by creating a full suite of loyalty rewards and benefits
• Piloted and scaled the IWG Loyalty partnership with commercial partners including Gyms, Health Insurance, Office product suppliers and multiple enterprises throughout the EMEA region leading to a direct reduction in customer attrition by 5%
• Spearheading the digital transformation of our products specifically the introduction of customer-centric Virtual Office leading to an increase in our eCommerce sales by over 35%
• Optimised the existing service offering and pricing to ensure maximum willingness to pay is captured with minimum renewal price discounts - increasing average revenue per customer by 7%
• Introduced data analytics that connect the CRM and financial systems to provide deeper and meaningful insights to target D2C and effectively lowering customer acquisition costs by 12%
• Revamped the member benefits offered by adding new partners such as Priority Pass and Plaza Premium to complement our network offering to increase our global footprint and IWG Value-add
• Steering the Group in a full strategy & product overhaul to align with current global shift in worker dynamics and expectations
Team building
• Created a new Global PMO function to reduce IT bottlenecks and improve service delivery of business requests
• Recruited and developed off-shore Go-to-market and Network Partnership & Loyalty teams consisting of 15 FTEs
Leadership
• Strategic advisor to the Government of Tanzania and The World Bank in scaling regional pilot projects and creating successful business cases for national implementation of Health System Strengthening programs
• In-country lead for both program and non-program teams including Finance & HR - responsibility of over 15 staff members
Project Delivery
• Developed, designed and implemented National Healthcare programs in Sub-Saharan Africa along with the responsibility for leading the Tanzanian Country Office and management of in-country teams which includes project managers, associates and analysts
• Designed and implemented community engagement plans in collaboration with Ministry of Health to increase demand of Emergency Transports Systems and increase number of births in health facilities versus at home
• Advised the Prime Ministers office for Public Service Management and the Ministry of Health in allocation of public funds for production and management of Human Resources for Health
• Partnered and co-designed with multi and bi-lateral organisations such as USAID, WHO and The Global Fund to help design and support the strategic deployment of resources towards creating dynamic and efficient programs on the ground
• SpecialAdvisor to the Private Health Sector consortium of Tanzania in creation of a Unified digitalHealth Strategy for implementation across more than 600 private health facilities
• Managed annual and 5-year Program plans along with Program budgets, bi-annual variance analysis and coordination with field teams in filtering latest financial performance
Leadership
• Country Manager for AstraZeneca Malta, oversaw and maintained relationships with suppliers and the Government affairs team along with co-ordinating tenders for existing and new products
• Lead the UK Marketing Company Finance Transformation along with the IT team by migrating to new finance systems for planning and reporting, ensuring a smooth transition between planning cycles
Commercial Delivery
• Developed and reported the annual Long-Term Plan to forecast 10-year forward sales and 5-year costs for the UK along with responsibility of coordinating 3 annual planning cycles
• Project managed the cost and supply chain optimisation programme conducted in conjunction with Deloitte Consulting, resulting in identification of savings over $10m in the P&L split between Sales, Marketing and Medical departments
• Analysed distribution channels and suppliers to help with upcoming RFPs and create cost savings by streamlining various suppliers and distributors to single sources
• Partnered with Market Access teams to conduct feasibility studies and pricing strategies for new product launches along with negotiating with Department of Health on new product pricing and contracts
• Built a top-level forecast model to analyse current operations and trends for the year including both sales and cost variabilities to help in budget management and reporting
• Analysed daily sales position and engineered new automated sales models for mid-month and month-end forecasts of total sales including estimates for both imports and exports
Operational & Organisational design
• Executed an internal restructuring by creating a detailed analysis of salesforce effectiveness and generated tailored KPIs leading to a qualitative reduction in headcount to improve the product and brand P&Ls
• Set-up of shared service centre for UK Marketing company along with recruiting and training of finance officers to handover finance operations to central team
• Devised a new flexible automated manpower model for the UK marketing company to forecast headcount including FTEs
• Lead advisory projects involving full suite of sell and buy-side services, debt refinancing, and working capital reports
• Developed advanced valuation, cash flow, and profitability models to support client initiatives for M&A, debt covenant compliance, and IPO readiness projects
• Full financial analysis of financial statements. Analysed and reviewed complex areas of the business, most notably; asset life and valuation of intangibles, using DCF Modelling and international revenue recognition policies
• Undertook business development research in the European market for both the telecoms and FMCG industries resulting in discussions with the Vodafone M&A directors and Reckitt Benckiser Strategy Director on potential targets
• Prepared detailed Information Memorandums including asset for sale analysis alongside organisation of data rooms for both sell and buy side parties
1st Class with Honrs