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CV Industrial Security Sales Leader E & A Honeywell

Industrial Security Sales Leader E & A Honeywell

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CV/Resume ID no.: 95040

Location (Residence): Sudbury, United Kingdom
Citizenship: United Kingdom
  Native: English United Kingdom
  Other: None
Education & Experience: Work Authorization & Relocation:
  Bachelors in Avionics Engineering

Years of Experience: 9 years
Authorized to work in:
   European Union, UK (in particular)
Present Location:
   UK, Sudbury
   UK (in particular)
Category Subcategory Ability Experience
Sales/Marketing Business Development Experienced 18 years
Sales/Marketing Technical Sales Experienced 20 years
CV/Resume Details
1. Summary (Cover Letter) - CV/Resume Part 1 [Mandatory]

Extremely professional, self motivated and computer literate sales leader who enjoys the challenge and responsibility of heading the Industrial Security segment covering Oil & Gas, Power, Chemical , etc all within the Critical Infrastructure Protection initiative. Interfacing with clients and regional management teams using strong presentation and organisational skills to boost growth and help win commercial agreements. A committed, hard working, leader & team player with a successful track record in sales.

2. Work Experience - CV/Resume Part 2 [Mandatory]

2006 February-Present Industrial Security Sales Leader E & A Honeywell
Duties Include:
• Reporting to US based Vice President I have had sole responsibility for sales leadership, coordination and strategies of HPS & HBS sales teams when selling Security Solutions into the Industrial vertical of; Oil & Gas, Petrochemical, Pharmaceutical, Power Plants, etc.
• Continued representation of Honeywell Corporate, and The American Chamber of Commerce to the EU on the European Program for Critical Infrastructure Protection. This involved presenting the position of the US and Honeywell and our strategy of a multi layered approach to security of nationally critical assets.
• Ongoing analysis and quarterly reporting of the progress of industrial security projects in Europe and Africa. Using the HBS Salesfunnel tool in conjunction with business contacts to build up a picture of sales activities and successes within the region.
• Organised detailed four day sales training course for EMEA wide HPS & HBS teams that included presentations of Honeywell and third party solutions and technologies. Training served to cross the divide between often conflicting businesses and promote team bonding and sharing of ideas and local resources.
• Ongoing liaison with EMEA management teams of HBS, HPS and HSG businesses to drive the Industrial Security focus to the local teams. Developed framework of a strategy that has gained EMEA VP level approval and support and continue to develop the roadmap in conjunction with nominated business leaders.
• Raising awareness of Honeywell IS capabilities and structure by meeting with regional management teams at sales and management conferences. Successful meetings in Scandinavia, Central and Eastern Europe, Middle East, UK and Africa that included support for seminar on Honeywell technologies and the recent appointment of a local partner.
• Global security lead for Shell that involves liaison with regionally split management and support teams. Responsible for establishing Honeywell as the provider of security to Shell real estate, upstream and downstream operations. Presented solutions with support from Honeywell development teams to US and UK based Shell senior management.
• Part of a global team meeting with colleagues from HAIL in Pune, India to identify areas of expertise and focus that will complement the ISS team moving forward and broaden the support and project management capabilities of Honeywell globally.
• Organisation and fulfilment of HPS account manager training in UK that included a review of customer penetration in relation to ISS. Adjusting AM approach to focus on customer HSE teams with the ‘Common Platform’ message and the benefits of parallel emergency response, mustering and DVM. The intention will be to roll this message out to the regions.
• Presenting Critical Infrastructure Protection and Industrial Security solutions with the above message to the various HUG conferences worldwide. Sitting on specialist industry round tables to provide industry support and knowledge.
• Coordinating global Honeywell teams from across businesses such as Aerospace (Radar Video Surveillance), Speciality Materials (Spectra Fiber marine defences).
• Assisting regional activities with sales and technical support including assistance with proposal development and identification of non-Honeywell solutions for incorporation into technical bid packages.
• Support global EPC (KBR, Bechtel) account managers to ensure Honeywell are a recognised and approved provider of integrated security solutions on projects with a global reach.
• With the industry shift of EPCs to bundling security into the telecoms or electronics bid packages I have opened senior level discussion with the leading telecommunications solutions provider, Alcatel. The aim is to form a strategic partnership where the bid could be lead by the company with the greater package content.
• Performing initial site surveys of industrial sites to identify risks and recommend solutions to improve all-round security from the threat of terrorism, theft and to meet legislation requirements.
Performance and Development Targets 2007:
Corporate Representation to European Commission
EU Program for Critical Infrastructure Protection - 3 presentations on Honeywell CIP team and deliverables to EU commission, included joint discussion with Peter Kreindler, Tim Keating and Maja Wessels and Commissioner Joaquim Nunes De Almeida European Commission, Directorate General Justice, Freedom and Security and Magnus Ovilius.
Preparation of Honeywell CIP White Paper in March 2007 demonstrating capabilities and references in region.
Submitted application for participation on EPCIP Expert Groups for Oil & Gas, Energy and Petrochem, approval anticipated early 2008.
Trained/Breifed new EU GR (David Bachelor) on HW capabilities before his departure after a 3 month tenure.
Business opportunities restricted due to slow progress of EU initiative and their failure to form Expert Groups in 2008.
Presence on the EU assists HW in creating credibility during customer presentations in EMEA.
This Goal although showing completed for 2007 will continue during 2008.
Grow Awareness of Honeywell CIP Capabilities
Presented HW CIP solutions at HPS Sales Kick Off meeting and User Group Conferences in Barcelona, Norway, Slovakia, Dubai, Salzburg & Moscow. Over 600 customers and HW employees have been successfully introduced to CIP and Industrial Security with the added benefit of Demos at the HUG conferences.
Presented HW CIP/Industrial Security at Seminars in Kenya and Angola. Attended by over 100 customers and potential customers including a senior delegation from Sonangol (Angola LNG)
LNG Roundtable discussions in Houston as a follow on to similar event in Seville in 2006. Representation from companies such as; Chevron, CP, Gasco, RazGas, Brass LNG, Freeport LNG, etc
~40 Customer meetings (non-exhibition) ranging from individual visits thru site surveys to break-out sessions at Seminars and Conferences
CIP Revenue Target for Industrial Security
2007 YE forecast for Industrial Security segment is $71M on a $60M
Booking figures from HBS, missing from the transition to the HUB sales tool (Jan-Sep) could increase the figure by an estimated $3-5M
Direct contact on ~90 projects primarily with HPS regions where there is little/no security support
CIP Training & Sales Strategy
Designed and lead the EMEA training strategy that included:
1. Organised EMEA Champions training in March with 20 representatives evenly split between HBS & HPS and run by Bhaskar's team out of India with attendance from Calabrese and Maciulis.
2. Sole responsibility for Account Manager Training ITALY 8; ROMANIA 11; NORWAY 7; UK 9; NETHERLANDS 11; OMAN 4; RUSSIA 6; SLOVAKIA 10. (Total Attendance of 66)
3. Twice provided HPS EMEA with New Hire CIP overview training sessions in Brussels. A total attendance of 70.

156 Individuals from many geographic regions trained through 2007
Performance and Development Targets 2006:
1. Develop one global or regional Industrial Security account, to standardise or preference on Honeywell for all locations. –
In November Kumba mines in South Africa have committed to use Honeywell for security solutions on its 30+ mining locations throughout the region. The roll-out plan is due to commence in early 2007 after a company security standard has been created. The estimated value of this account in 2007 is estimated at $2M+.
Shell (real estate) is progressing with their global security standard where Honeywell are in competition with Tyco Software House. The ProWatch solution from Honeywell was well received after the initial push of EBI, the next phase will be reference site visits only with Honeywell as the Tyco solution remains in development. It is anticipated that a decision will be made in Q1 2007 (delayed from Q4 2006).
2. Represent Honeywell on the EU Program for Critical Infrastructure Protection and communicate back to all stakeholders the progress of EC in establishing security standards. Directly or indirectly generate business opportunities derived on involvement with EU.
Successful first presentation given in March with dates for the follow up meeting still to be released. There was a push to have the EU use the Chemical industry for a pilot with the HSM Seelze site hoping to benefit from EU funding. This has been proposed, however no decision will be made until the next sitting, when we may have the Showcase site completed
Senior contact made with Alcatel and progressing with potential partnership for EPC based projects.
3. Participate in trade shows and user group activities to generate interest in Honeywell’s ISS offering. –
Attended and presented at a series of regional meetings, seminars and exhibitions.
4. Improve ISS knowledge and skills. –
Completed detailed training on ISS solutions in Louisville, Kentucky and proceeded to provide similar training for HPS & HBS in EMEA. Knowledge of third party and Honeywell solutions has increased through experiences on surveys and in particular the work at HSM in Seelze.
5. Develop the organisational capabilities across ACS relative to our Industrial Security Offering. –
Progress has been made on the structure within the HBS & HPS businesses to provide regional champions for ISS. Currently the champions have demo capabilities and detailed training on recent technologies and solutions. Continuing advancements are being made in conjunction with the regional management teams of HBS, HPS and HSG approve a suitable roadmap to success.
6. Lead the Industrial Security effort in Europe & Africa resulting in the direct or indirect support of $5M of bookings.

• Build up of strong business relationships across various Honeywell business units such as HBS, HPS, HSG, HSM AND Aerospace
• Exceeded 2006 $5M target for Europe and Africa with $11.1M of Industrial Security sales in the regions.
• Achieved $71M against a $60M Global Industrial Security Target in 2007
• Excellent progress is being made with the ISS strategy in EMEA with senior level HBS & HPS ‘buy-in’ achieved the momentum is building
• Role on the European Union Program for Critical Infrastructure Protection

2003-2006 February Divisional Manager – Integrated Systems Kaba (UK) Ltd
Duties Include:
• Sole management of the Integrated Systems Division within a global Access Control/Security manufacturer with full strategic and P&L responsibilities for UK & Eire.
• Liaison with Kaba Group and third party companies to ensure optimisation of Products, Services and Specialism within a broad range of vertical markets including Telecomms, Transportation, Armed Forces, Government, etc.
• Realising market strategies by building focussed business partnerships thus broadening routes to market and raising corporate awareness.
• Managing a teams of Project Managers, Engineers and Support Personnel. Responsible for all aspects of team development
• Negotiation of Solutions and Service contracts with end users at all management levels.
• Designing Integrated Security Solutions to meet and exceed customer requirements & expectations.
• Gaining access to security tenders and unfamiliar market sectors through strategic partnerships.
• Increased Division turnover in excess of 100% over prior year
• Posted a record year for IS Division in last financial year (ending June 2005)
• Exceeded targets set against EBIT, Stock Turn, Debtor Days, Purchases and PR
• Involved in Global Working Group to define future market strategies and cross divisional integration

2002-2003 Integration Solutions Manager Honeywell
Duties Include:
• Management of Major Cross Divisional Projects within Europe and the Middle East specialising in Integrated Solutions covering; CCTV, Security, Access Control & Asset Management.
• Key Account Management of a Trans-Atlantic Retail Group focussing on Integrated Solutions and Services that include: The above disciplines plus GM and Refrigeration.
• Co-ordination and creation of Tender packages, presentations and quotations to end users.
• Negotiation of Solutions and Service contracts with all management levels.
• Successful Pre-Qualifications resulting in Tender Presentations to several major accounts.
• Identified major industrial security and governmental opportunities to the value of £50 million in previously untapped ME market.
• Was instrumental in the bid that won Honeywell the first £2m order within the ME market.

2000-2002 Sales Manager Sifan-Torin Limited
Duties Include:
• Management of Key Global Accounts Based in Europe, Middle East and North America.
• Sole responsibility for the support, growth & development of Sales, Marketing and Pricing Strategies for all North American Based Customers.
• Consulting with key blue chip clientele on their current air-movement product demands and identifying additional areas of current and future growth.
• Negotiation and implementation of global supply and support contracts with key global accounts up to board level.
• Project management & preparation of technical information from current development, and existing products for implementation of self-driven product catalogue and Website.
• Increased sales to Key Global Accounts with values ranging up to four million pounds.
• Negotiated new pricing structure with a major US based customer to maintain profitability on a product that had declined to 25% of peak volume.
• Broadened North American Client-base by identifying New Business Opportunities.
• Instigated the broadening of the product range through development with a major UK manufacturer of ventilation equipment.

1998-2000 Business Development Manager ebm-Ziehl (UK) Ltd
1997-1998 Area Sales Manager
Duties Included:
• Management & Training of External and Internal Sales Teams and Distributor network.
• Responsible for growth of key UK accounts and increased profitability within market sectors including Refrigeration & Air Conditioning, Electronics and Telecomms.
• Solely responsible for the design of a major, bespoke cooling solution, for use as system support for a global telecommunications OEM.
• Successful specification and sale of cooling solution and associated control systems for ‘ON Digital’ transmitter sites.

1995-1997 Technical Sales Engineer Poly Hi Solidur Ltd
Duties Included:
• Selling engineered solutions and semi-finished wear components fabricated from high-density industrial polymers predominantly into bottling, packing and process industries.
• Broadened client-base and increased business of semi-finished components resulting in the creation of a company Distribution Division.

1985-1995 Avionics Engineer Royal Air Force
Duties Included:
• Shift Manager responsible for fifteen multi-skilled avionics engineers.
• Servicing and repair of all avionics equipment fitted to Puma and Chinook helicopters.
• Servicing, maintenance and control of UK Helicopter Night Vision Equipment.
• General Service Medal & Gulf War Medals.
• Trialled and reported on latest Night Vision Equipment, liasing with RAF, Army & MOD.

3. Education & Training - CV/Resume Part 3 [Mandatory]

Bachelors Degree Avionics Engineering
BTEC Diploma in Engineering - Royal Air Force
City & Guilds in Electronic Specialism & Workshops
GCE ‘O’ Levels – 8
Various Training Courses including Media Training, Profitable Activity Management & Planning, Time Management, Project Management & Risk Analysis, Sales Training and Presentation Skills.

4. Computer Skills - CV/Resume Part 4 [Mandatory]
Microsoft Word, Excel, PowerPoint, Outlook, Project & Publisher
5. Other Skills - CV/Resume Part 5 [Optional]

6. Additional Information - CV/Resume Part 6 [Optional]


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Industrial Security Sales Leader E & A Honeywell
CV/Resume ID no.: 95040

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