CV CROSS-SECTOR EXPERTISE IN BUSINESS DEVELOPMENT/HR & TRAINING/PROJECT MANAGEMENT

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CV/Resume ID no.: 84152
Last Updated: Saturday, September 27, 2008

The people who get on in this world are the people who get up and look for the circumstances they want, and if they can't find them, make them. I believe I'm one of those people.

I am a highly disciplined, self-motivated, technically & commercially alert professional, and I work comfortably at all levels. I have worked in different sectors (construction, air transport, education, media) at senior management, as well as at senior project management and business development manager levels. I actually started my career in oil & gas, and I still consult in this sector today.

Board member on numerous government, commercial entity & NGO boards for many years.

1999 - to date
Freelance management consultant
• Member on board, and on executive management group
• Project Management, through architectural partnerships and other firms
• Senior recruitment consultant, including international head-hunting, search & selection, networking.
• Training consultant, needs analysis, programme coordinator, senior trainer in management soft skills & sales
• People management, including human resources, planning, performance management, hire & fire, union negotiations
• Preparation and implementation of business plans, marketing and sales plans
• Senior sales management & team leadership, product start-ups, increased sales targets
• Other.

2001 – 2005
CEO, Director, Senior Project Director and Advisor of Foundation for Tomorrow’s Schools
• Full responsibility for Foundation’s setting up and start-up, including research leading to its set-up, Cabinet project proposal presentation, memorandum set up, notarial deeds, organisational set-up, management team & recruitment and other.
• Full P&L responsibility.
• Master budgeting (circa over Euro 200 million), and individual project budgeting (circa Euro 5.8 million per school), project financing and implementation.
• Focused on Cost-control - Succeeded in building TWO schools at a cost of circa Euro 5.8 million instead of the traditional circa Euro 14 million.
• Construction project management, numerous projects – large & small, project champion and leader, from inception and project planning to final completion, snagging, commissioning and client handover. Built projects in one third of the time, with 50% of the spend.
• Tendering - Planned, scripted and/or coordinated (from publication to award) of over 250 tenders and other public calls.
• Responsible for the implementation of an “Accessibility for persons with Special Needs” programme.
• Other

2000 - 2002
CEO of Management Training Institute of the Malta Institute of Management
• Full responsibility for start-up of training centre subsidiary company organisational set-up, management team & recruitment and other.
• Full P&L responsibility.
• Responsible for over 170 education & training programmes per annum.
• Increased turnover from circa Euro 200,000 to circa Euro 860,000 over 18 months.
• Forged and negotiated new education partner collaboration agreements with different UK & European universities, tutor/trainer selection and contracting, marketing of all courses, staff, facilities other.
• Introduced various telesales KPIs in a non-technological environment.

1999 - 2000
Chairman and CEO of Challenge 2000 - A national YEAR 2000 task force set up under the auspices of the Minister of Education.
• Full responsibility for launch of task force - branding, strategic marketing plan, media and company-targeting campaigns, other.
• Full P&L responsibility.
• National awareness campaign and drive to make sure companies were prepared for the 2000 changeover.
• Managed and organised many conferences, seminars, workshops, in-company meetings with company high level officials and staff, other.
• Other

1996 - 1998
Managing Director of People Enterprises Limited – owner of 3 newspapers & 2 magazines.
• Full responsibility for start-up of 4 new publications, annual conferences, bi-monthly seminars, two shows/exhibitions, organisational set-up, sales team & targets, recruitment, induction and other. Managing editor of two magazines, one directory, one newspaper.
• People management: lead 3 business unit managers with 70 FTEs
• HR: selection, induction, training, mentoring, continuous motivation and development of a team of over 300 FTEs
• Introduced various telesales KPIs in a non-technological environment.

1994 – 1995
Appointed by Government as CEO, Consultant and Event Manager of the Mediterranean Crans-Montana Forum in Malta
• Full responsibility for operational start-up, based on an MoU between Swiss based conference organiser and Government Ministry.
• Negotiated all international sponsorship deals
• Responsible for all international media buying & coverage, including direct TV coverage on with Euronews, print media reporting through 17 national newspapers in 11 different countries, various news websites.
• Senior project management function – directed all logistics, security, diplomatic and customer service arrangements for over 80 heads of state and heads of governments, minister and other VIPs, plus their political and business delegations.
• Headed focused marketing effort to secure involvement of business delegations to attend political conference.
• Introduced various telesales KPIs in a non-technological environment.
• All logistics, staffing, facilities management.
• Other

1990 - 1994
Managing Director of Malta International Airport
• Full responsibility for company start-up, based on converting a government department set-up to a commercial entity, including organisational set-up, union negotiations, management team & recruitment.
• Senior project management function – directed completion of all construction and finishing works, handover of terminal as construction site, to terminal as functioning building.
• Fully responsible for move of ALL operations from old terminal to new terminal.
• Executive Board Member of ACI-Europe, representing 17 airports in the Southern European/Mediterranean Region, including Rome, Tel Aviv, Istanbul and other airports.
• People management: lead 6 division managers, overseeing 9 TL’s and 300 FTEs
• HR: selection, induction, training, mentoring, continuous motivation and development of a team of over 300 FTEs
• Controlled absenteeism below 7% and staff turnover under 10% year
• Increased duty free sales turnover by 75%, to circa equivalent of Euro 20 million, in 12 months.
• Increased retail outlets from 6 to 18, retail space by 240%.
• Increased passenger throughput by 20% over three years.
• New business initiatives: Created an airport shopping concept of 15 new retail outlets, launched an executive club membership programme, introduced a staff appreciation scheme and trophy, introduced a complimentary airport magazine for arriving passengers, introduced advertising opportunities throughout terminal, introduced pay car-parking, other.
• Other

1988 - 1990
CEO of Malta Investment Management Co. Limited – a state-owned company with an investment portfolio responsibility of over 110 state-owned subsidiary companies; liquidated over 40 companies, sold over 25.

1984 - 1988
Advertising Sales Contact Centre Manager, Team Leader, Call Centre Agent at Sterling Publishing Group plc, UK
• Among the top 10 sales agents in first 4 months, to Manager in 18 months.
• KPI’s: discussed, agreed, achieved and surpassed, eg average speed of answer < 30 seconds, abandon rate at < 8%, unacceptable calls below maximum of 5% and customer satisfaction above 85%, outgoing calls volume increase > 25%, 35% conversion rate on winback, 30% conversion rate on upselling/inbound sales, conversion ratio improvement from 20% to 35% for 80% of team members etc.
• knowledge management: drive project to assure quality in procedures, scripts and communication flow in team
• Project management: key contributor in project meetings to develop the launch plan, CRM, provisioning application requirements and training roll-out
• Up & cross selling: deliver results at 30% conversion rate, as established by marketing plan, through occasional and sustained inbound, outbound and winback incentives scheme.
• Incoming calls: manage volume increase of incoming/client return calls of 30%
• Cost control: maintain cost per customer at 10 – 5% below budgeted (agent utilization above 94%).

1983 - 1984
Production manager & senior development engineer with manufacturing plants Hydraulic Units Limited and Engineers Instruments Limited, Malta.

1980 - 1983
Field Technical Engineer with Dowell Schlumberger in Libya.

1986-87 University of London, UK
Conducted research within the sphere of knowledge-based systems management - research not complete, should lead to award of Ph.D.

1984-85 Cranfield Institute of Technology, UK
Master of Science Degree in Operations Management, Management Information Systems
M.Sc.(Cranfield)

1987-80 University of Malta, Malta
Bachelor of Science Degree in Mechanical Engineering Disciplines (B.Sc. (Eng.) Hons.)

Professional

• Member of the Malta Institute of Management for twenty years, Council Member for ten years, and Honorary Secretary for seven years.
• Member of the British Continuity Institute.
• Fellow of the Institute of Analysts & Programmers.
• Member / PRO of the Malta Libya Friendship Society.
• Previously a member of The Malta Chamber of Commerce, and a Board member of Young Enterprise and AIESEC.

IT-literate – conversant with Microsoft Office application software, Project Office, Access, Internet, Email, other.

Continuous learning & development – have attended so many refresher courses and programmes, conferences and seminars, to ensure own continuous professional development, and will continue to do so.

IT-LITERATE

• A QUICK LEARNER

• A well educated, well-qualified executive.

• A dynamic and visionary leader – who has continually made the difference!

• A leader of people who has demonstrated outstanding results in complex, multi-cultural/national environments in permanent roles and advisory or consultative positions and positions of trust.

• Honest, loyal and committed.

• Dedicated and hard-working, with passion and determination to take a company/organisation or operation to a next, higher level.

• A strong communicator and negotiator, a listener and a people person, with a focus on results and synergies.

• Strong background in Professional Services and Business Development, able to identify and exploit business niches and opportunities.

• Experience at Board / Executive Management levels, and in growing companies through formulation and start-ups, as well execution of visions, strategies, business plans, policies and objectives to ensure continuing growth and success.

• Extensive Operational Business Experience with full P&L responsibility.

• Focus on Strategic/Tactical Management, Business/Product Development, Sales, Marketing, Contracting, Human Resources, Education & Training, Outsourcing, People Management, Programme/Project Management, JVs, and other.