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Vanco plc  
Commercial Manager/Director  
   
Period Employed [Contract] August 2004 to June 2005
   
 Business Sector Telecoms - Virtual Network Operator (VNO)
Company Turnover £400M
Employees 500
Description of Company Activities Provision of corporate data networks to international blue ship clients in 240 countries
Reporting Lines CFO, UK MD, Global Sales Director
Direct Staff Responsibility 1 Direct (25 Indirect)
   
   
Overview of the Role

Reporting directly to the CFO and UK MD on all commercial matters including, strategic bid review, market and competitive analysis, business development opportunities, para-legal support for the bid teams and project management
   
Remit of the Role  
   

Brought in primarily to develop a global cost model and forecasting system and as part of the due diligence recommend best business practice across all telecoms operations
 
Key Projects & Activities
 

  •  Financial engineering and development of commercial bid strategy

  • Developed FX derivatives for offering to international client base

  • Developed the FX and deal financing proposition with the global sales team.

  • Bid management and project co-ordination

  • Bespoke analysis of prospect markets, industries and services/products

  • Managed the bid process and resource allocation including risk management

  • Development, drafting and negotiation of T&Cs alongside corporate and external legal teams.

  • Analysed performance and proactively recommend business improvement strategies

  • Identified and recommended key business process improvements

  • Developed new business acquisition programme for EMEA

  • Developed global bid/costing, investment appraisal and forecasting models

  • Monitoring and reporting of KPI on major project rollouts

  • Monitoring of project budgets versus actual

  • Identification of incremental billing opportunities on key stages of project stages

  • Proposal of project portal system to interface with Oracle financials

  • Developed costing processes and methodology for bid preparation

  • Harmonisation of working practices in the Technical Consulting Department

  • Development of ‘smart purchasing’ programme with resellers and suppliers

  • Identified key business process requirements and user requirements for Oracle roll out.

  • Developed key reports providing information on cash flow and project profitability for major projects.

  • Project lead for IFRS for sales reporting including segmental reporting and derivatives
 
Key Achievements
 

  • Deployed of bespoke global sales forecasting and costing system

  • Secured major global procurement deal saving £500k per annum

  • Aided securing global data contract, value £40M.

  • Developed FX policy for global operations (with PWC)

  • Developed deal financing offering via Syscap and Barclays Capital Services

  • Developed pre sales qualification process including strategic and risk analysis
 
Reason For Leaving
 
Contract completed
 
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