Commercial Director
Airswift
Total years of experience :22 years, 8 Months
Commercial Director - Global Bids (Jan 2017 - Present)
Key Achievements:
• Renewal of ExxonMobil Global MSA renewal - This was a challenging bid requiring huge collaboration globally and many detailed analyses. This was the first truly Global, large piece I was heavily involved in so I took great pride in helping to deliver a win.
• Shell Turnaround Qatar win - This was our first foray into bidding for this kind of work and it delivered $350k in under three months.
• Development of new forecasting tool showing expected nett profit performance expected from new bids.
• Creation of report detailing ROI performance of major global accounts.
Key Responsibilities:
• Responsible for delivery of key tenders; RFP/RFQs; renewals for any global clients and also local clients across EMEA.
• Forecasting and tracking of performance for our largest global accounts
• Detailed ROI analysis and forecasting, going beyond standard GP analysis to incorporate overhead support and financing costs for true bottom-line profit views.
• Support with P&L responsibility for the business unit and work with the Leadership & Management team to ensure all budgeted financial KPI targets including Headcount, Revenue, GP and EBITDA are met.
• Provide margin analysis and recommendations to Senior Sales Team based on trends and market understanding.
• Continued to be signatory with responsibilities for all Qatar operations.
This period saw me take on an expansion of initial responsibilities, bid preparation and MI initially into full operational responsibility for Middle East.
Key Achievements:
• Delivery of Manpower Licence for Dubai.
• Delivery of $1m positive variance to budget for Overheads in 2016.
• Smooth transition post-merger with incorporation and expansion of Swift’s Kuwait LLC.
• Seeing growth and development of those who worked under my leadership in this role.
• Increasing commercial and analytic awareness across Senior ME leadership team..
Key Responsibilities:
• Delivery of Overhead Budget for region including tracking and signoff of Sales team’s bonuses.
• Delivery of all bids, RFQs, RFPs aligned to group strategy.
• Responsible for development and implementation of Regional Strategy in line with Group strategies.
• Responsible for supplying the commercial proposals for all regional bids and tenders.
• Responsible for professional development and mentoring of colleagues with varied backgrounds and expertise.
• Ensuring compliance with local labour law and taxation regulations to mitigate Company’s risks.
• Updating of ABC and Compliance registers on a monthly basis and ensuring 100% compliance
• Management of regional GM, Bids and Tenders and Compliance functions .
• Monitor actual performance Vs. Budget/Forecasts at country level and produce VP reporting and strategy around results.
• Management of partner relationships.
• Management of insurance renewals and new insurance requirements specific to new clients/bids.
Key Achievements:
• Reduced outstanding invoice balance from c. $5m to $1.5m in first three months.
• Implemented new RFQ/RFP modelling and review process.
• Through analysing performance of finance team and identifying weaknesses and training needs, we improved efficiency, DSO and cashflow across region.
Key Responsibilities:
• Driving reduction of DSO for region by reviewing and redeveloping invoice reporting methodology.
• Delivery of all aspects of bids, RFQs, RFPs for Middle East.
• Responsible for development and implementation of Regional Strategy in line with Group strategies.
• Monitoring performance of all finance staff on invoice submittals and accuracy.
Key Achievements:
• Implementation of new IFRS compliant provision structure with special attention to provisions for Debt Management customers.
• Developed a new reporting and analytical structure with external banks to enable them to track the valuation and quality of the portfolio. This involved specifying new internal data extracts and numerous meetings with the main bank, RBS, to implement and track against with their approval. By focussing on the main stress points within their modelling we managed to improve the leverage we received during a time where most companies were experiencing falling funding levels.
• Redevelopment of write-off process which enabled us to reduce the company’s gross bad debt line by over £50m per year.
Key Responsibilities:
• Portfolio reporting and ad-hoc analysis on all aspects of Financial services.
• Securitisation reporting and ad-hoc bank support analysis. First point of contact with RBS regarding data.
• Provisioning reporting with backup variance analysis.
• Loss forecast development and tracking
• Management and mentoring of 3 Senior Credit Analysts
• Forecasting and tracking of full bad debt P&L, good and bad debtors, provisioning, arrears populations, special account type populations e.g. Debt management, IVA, Bankruptcies etc.
• Informing collections team on arrears contact strategies to enable best P&L results.
• Implementation and tracking for EIS and LED models.
Senior Risk analyst - Bad debt forecasting and financial analytic support
• Heavily involved in two renewals of securitising deal for £996m and £1.06b respectively. During these negotiations I was involved with both meetings with bank representatives and analytical support. Received an internal award as recognition for my involvement.
• Created forecasts to track securitisation measurements vs. triggers with less than 0.5% variance.
• Oversaw the company's change, in 2011, from GAAP to IFRS provisioning methodology. This involved both defining and implementing the IFRS model from first principles.
• Devised recent IFRS based provision movement and debtor forecast which the business is currently tracking against.
• Provided data support and business knowledge to work with external consultants in detailing and rolling out EIS and LED Basle III compliant models.
• Utilised as deputy to my manager, The Risk and Forecasting Director, which entailed deputising for him on Fridays as he only worked 4 days, and also when he was on holiday.
Responsibilities: • Monitoring quality and performance of c. £1.5b credit portfolio, tracking both internal performance and external bureau data to provide
• Providing support to company treasurers both in regular reporting to support securitisation deal and also in ad-hoc requests from various banks.
• Forecasting and tracking full bad debt charge P&L for the business including provision movements, write-offs, recoveries and VAT relief.
• Managing and organising workloads for 4 risk analysts in Risk and Forecasting Director's absence.
• Bad debt Provisioning reporting and development. Initially under GAAP principles but now under IFRS.
• Providing analytical support to finance team
• Ad-hoc analysis work.
SIEMENS BUSINESS SERVICES: February 2002 to August 2004
Account Technical Administrator (HSBC):
• Developing and Managing the existing Access database used to produce performance statistics on a large financial account.
• Producing daily and monthly statistical reports on service performance levels which allowed me to work alongside Siemens account management to identify fault trends and provide possible causes and strategies to eliminate these occurrences.
• Working alongside HSBC management to successfully reduce fault call rates.
Responsibilities: • Representing Siemens in Monthly Operations Meetings with HSBC Management Team.
• Call Management - Managing engineering queries and response times and communicating those to customer Problem Management.
• Day to Day administration required of our team as well as administrative support to the customer ensuring adherence to strict SLA targets.
• Main liaison point with HSBC in all formal meetings
During my time in this role I gained invaluable experience and insight into the world of I.T. and network engineering. I have developed my technical skills and knowledge by learning from all the engineers on my team and also from off-job courses I have attended. These include printer support and Ethernet network support. I have been able to put this new knowledge into practice through site visits to HSBC branches and call centres.
NATWEST: September 2001 to February 2002
General Clerk:
Key Responsibilities: • Filtering and processing cheque book applications
• Solely responsible for distributing chequebooks for the North West area
• Supporting other members of the team with high workloads including Fraud and Card Despatch
Sep 1998 - July 2001, University of Liverpool B Sc Mathematics
Sep 1996 - July 1998, King Edward VI College, Stourbridge, West Midlands A-Level (4): Mathematics (B), Computer Science (B), Physics (B), General Studies (C)
Sept 1991 - July 1996, Hagley R.C High School, Worcestershire GCSE (9) 4 A*s (including Mathematics and English), 4 Bs, 1 C