Thomas Crummy

A highly driven Commercial Manager with over 30 years’ experience in a wide number of areas of business – Partnerships, Marketing, Business Development and Customer Service. An enthusiastic motivator, who thrives on the success of his team with an extensive background in working in pressurised and dynamic environments. Focused and committed to managing performance using commercial judgement and skills to achieve the desired results.

I am highly organised with the ability to effectively deliver results through coaching, training and performance management. A flexible professional with excellent communication, planning and influencing skills with high personal integrity and the ability to relate to and create trust in all

Highlights and Expertise

• Extensive background in people management, training and performance management
• Proven background in project management, planning and delivery
• Develops effective relationships with agencies, partners and third parties to reach objectives

Professional Experience 

Business Development Manager – Scottish Power Mar 2013 to Date 

Key Role: Member of the business development team responsible for the creation and integration of the partner sales activities

Achievements:

• Proven sales success levels meeting all targets within budget.
• Identified and developed key partners to appropriately expand operations to suit operational model
• Delivery of quality sales processed through multiple partners and activities achieving a balanced sales model.
• Project management, managed both sales performance and qualities elements of the operations
• Provided key and critical insight support to ensure each activity was created fit for purpose

Planning/Delivery Manager – British Gas – Sainsbury Energy Team July 10 to Dec 2011 

Key Role: Member of the strategic team responsible for the creation and integration of the Sainsbury Energy Contract – specifically, planning and processes development

Achievements: 

• Successfully winning and delivering the important new “white labelled” Sainsbury Energy Contract
• Developed core processes to deliver excellent customer service and management information (this included proposition development, customer experience and process amendment)
• Project managed the change processes to ensure on-time deployment of field activities • Provided key and critical insight support to ensure each activity was created fit for purpose

Partnership Development Manager – British Gas Services July 08 to July 10 

Key Role: Responsible for new business acquisition of domestic contracts for the British Gas Services Division (which includes Gas Services, Dyno, Electrical), channel owner for performance and partner management

Achievements: 

• Defined, developed and managed the Partnership Strategy for the Services division of British Gas from market entry to maturity – Budget £2 million with five team members
• Achieved significant sales performance – 150% year on year growth over a 2 year period, below forecasted expenditure – customers proved to be lower cancellation and churn rates than base
• Created and managed all direct partners plus developed and introduced new channels / types of business to British Gas e.g. B&Q, Bounty, Countrywide, SAGA, Voluntary Benefits schemes and core affinity programmes.
• Identified, contacted and contracted a range of various direct partners to deliver an affinity programme
• Worked extensively with energy businesses to cost effectively acquire energy customers through appropriate joint activities.
• Developed and led a cross group steering party to maximise all commercial partnership activities

Strategic Development Manager – British Gas Services Oct 05 to June 08

Key Role: Developed the new business strategy for partner development for British Gas – then developed key partners opportunities for mutually beneficial and cost effective programmes of activities

Achievements: 

• Developed the overarching concept / business models for a number of activities to fit the commercial requirements for each partner – e.g. DIY Sheds (B&Q and Home Retail Group), Banking (Lloyds TSB, Barclays), Insurance (More Than, SAGA) and Estate Agencies (Countrywide)
• Worked closely with all areas of the British Gas business model (operations, customer communications, legal, IS telephony, H&S, commercial plus Senior Management)
• Managed to manage and maintain close partner relationships through each project despite the normal pressures to trying to connect two large organisations in this way
• Planned and managed periodical engagement sessions to maintain momentum on activities

Channel Development Manager - British Gas Energy Aug 04 to Sept 05

Key Role: Joined this team to deliver the British Gas entry to the affinity/partnership market place – mainly entry to the switching site market place. My Role was relationship based to manage a number of the switching sites to ensure effective sales processing and performance

Achievements: 

• Successfully created and developed appropriate commercial relationships with most switching sites in a very short timeline (2 months)
• To over deliver on the important first years sales target – 120%

Test & Learn Manager - British Gas Energy April 02 to July 04 

Key Role: Developed and managed both the strategic plan and test programme for the future business models for the Energy Field Sales Channel (2,500 person team)

• Reviewed through insight the data used for prospect targeting to improve data quality and performance success of field operatives – improved both employee satisfaction and increased sales per agent performance
• Developed and managed field based tests on new field sales agent / call centre integration to create new business operation Earlier Role:

My earlier career has given me extensive experience in many areas of business: -

Role: Highlights/Experience 

Campaign Manager - Managed numerous Direct Mail, Newspaper and outbound telesales campaigns

Project Manager - Integration of newly acquired businesses into British Gas models Sales Development Manager - Managed inbound call centres (30 + agents) to maximise sales opportunities

Marketing Services Manager - Delivered core sales and marketing processes

Marketing Manager - Created and managed promotional platform for a British Gas business Business Analyst - Numerous projects including Market Research, gas purchasing etc

Customer Services Agent - Extensive experience dealing with individual customer enquires

University of Glamorgan, Pontypridd HND Bus & Finance, CMS, DMS Newry College of Further Education BTEC National in Business Studies