EMPLOYMENT HIGHLIGHTS
2022 – PRESENT ADTRAN HOLDINGS, UK, REMOTE –
DIRECTOR (FINANCIAL PLANNING & ANALYSIS)
Outline
- Director for a major European telecommunications vendor, which provides network equipment for data, storage, voice, and video services along with associated services and SAAS solutions.
- Functioning as a Finance Partner to the Chief Revenue Officer, leading FP&A for the sales-related areas; including global sales planning, departmental expense planning, and setting sales commission strategy.
- Developing and implementing financial models to support strategic decision-making, supporting integration activities and ensuring profitable growth for the combined organisation.
- Providing accurate and timely financial performance analysis, identifying key trends and variances, collaborate with crossfunctional teams to drive financial performance improvement.
- Monitoring and analysing key performance indicators (KPIs) to ensure business objectives are met, developing and implementing internal controls and procedures to ensure accuracy and integrity of financial data.
Key Achievements
- Steered negotiations for strategic contracts with two Tier 1 customers, by acquiring the best deals for ADVA, whilst leveraging terms and conditions to reach profitable agreements, which led to securing €80 million in annual business.
- Project managed the consolidation of penalty and LD payments globally.
- Fronted and coordinated the combined sales planning process for 2023, which provided;
❖ Realistic combined company annual sales targets to use as a basis for the combined company budget, and sales compensation targets for the full sales organisation.
❖ Holistic view of anticipated sales for company executives; including specific markets trends for various areas of the business, whilst supporting the decision-making process regarding business planning for upcoming years.
2017 – 2021 ADVA OPTICAL NETWORKING LIMITED / ADTRAN HOLDINGS, YORK, UK –
DIRECTOR (COMMERCIAL FINANCE)
Outline
- Acted as a Commercial Finance Partner to sales leaders in the EMEA region worth €300 million (T/O), led strategic contract negotiations, supported integration for acquisitions, led the sales planning process to ensure profitability targets.
- Managed and guided Munich-based commercial managers in developing and executing financial plans and strategies to drive business growth and profitability.
- Provided financial analysis and guidance to senior management and other key stakeholders to support decision-making and drive performance improvement, oversaw EMEA business cases.
- Identified and implemented process improvements to enhance efficiency and effectiveness in financial planning and analysis activities, liaised and partnered with relevant finance teams to organise relevant accruals.
- Owned customer credit management to ensure adherence to the applicable policies and procedures, reviewed KPIs and coordinated with other teams to understand correct pricing strategies across the product portfolio.
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Key Achievements
- Assembled a team of commercial managers to cover the entire EMEA region.
- Fulfilled role as UK and Netherlands Site Director.
2014 – 2017 ADVA OPTICAL NETWORKING LIMITED / ADTRAN HOLDINGS, YORK, UK, REMOTE –
COMMERCIAL SALES DIRECTOR
Outline
- Appointed as Commercial Lead for all key UK customers, operated as Account Manager for UK-based customers, led the sales contract negotiation process for all UK customers, coordinated with the bid team for UK tenders.
- Assisted the sales team to establish customer pricing, balance customer needs; and ADVA profitability, headed several critical successful customer bids and ensured optimal profitability and minimal risk for ADVA.
- Kept up to date with industry trends and market dynamics; and leveraged knowledge to identify new business opportunities, collaborated with cross-functional teams to align strategies and drive business success, provided business case analysis to support optimal pricing.
Key Achievements
- Renegotiated £100 million annual sales contract, which improved financial terms and conditions for ADVA, whilst increasing contract profitability.\
- Negotiated contract for new business with a strategic customer, which led to £20 million in new business over a 5-year period.
2014 – 2017 ADVA OPTICAL NETWORKING LIMITED / ADTRAN HOLDINGS, YORK, UK –
COMMERCIAL MANAGER (BT & SALES COMPENSATION)
Outline
- Managed global sales compensation processes; which comprised of the conceptualisation and development of plans,
calculation of payments, and the forecasting of spending per sales forecast.
- Served as a Finance Business Partner to BT’s (ADVA’s #1 global customer) sales team, led the annual budgeting process for the BT sales team, conducted monthly forecasting for OPEX, performed sales forecast analysis to project accurate targets.
- Shared recommendations for the CSO, implemented changes in the sales compensation processes to improve objectives;
and ensured their alignment with company goals.
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Key Achievements
- Pioneered a new sales compensation management tool, which provided improved clarity for all sales employees, whilst improving the visibility of future payments.
- Devised global sales compensation guidelines, which eradicated all ambiguity from the sales compensation process.
- Formulated an interface within the accounting department, which facilitated the sharing all relevant sales-related information.
PREVIOUS EXPERIENCE
- ADVA Optical Networking Limited, York, UK – Sales Controller (EMEA) (2006 – 2010)
- Kerry Ingredients – Graduate Accountant / Assistant Commercial Accountant (2005 – 2006)
- Kerry Ingredients – Graduate Accountant / Assistant Factory Accountant (2003 – 2005)
