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Commercial Manager

Work Experience

Current - Advanced Research Associates Ltd. – Director
• Established market potential for new LPG and CNG systems in the Automotive and HGV sectors for a large Tier 1 manufacturer based in USA and Italy.
• Developed sales leads and arranged introductions between OEMs and key client staff.

2000 – 2003 Lotus Engineering – Senior Commercial Manager Lotus Performance
• Substantially reduced Production costs of Lotus V8 engine, tested and implemented engineering improvements and implemented production quality improvements.
• Reduced cost of high performance K-series engine, saving Lotus Cars £0.4m and making an additional £0.4m margin for LP.
• Took responsibility for P&L and delivered a profit to Lotus.

Engineering sales
• Sold a key contract for design / analysis of a new engine.
• Initiated discussions and developed a business relationship with a key Japanese Automotive Manufacturer.
• Developed key clients in USA, Sweden, France, Italy and Germany. Developed relationships with several automotive Tier 1 companies.

North American client unit
• Sold engineering projects to key clients and developed new clients in the Tier 1 and motorcycle sectors.
• Delivered all projects to budget and time whilst returning excellent customer satisfaction ratings.
• Developed key North American accounts with several Tier 1 companies, 2 motorcycle manufacturers, an off-highway military / civilian vehicle manufacturer and an Alternative Fuel system supplier.

Central Engineering sales
• Forged relationships with Key Automotive Executives and senior foreign Government officials (Iran).
• Investigated and reported sales potential for new industry sectors. Developed high level contacts within the sectors.
• Investigated sales potential for new car markets for Lotus Cars.
• Maintained accounts for North American clients and delivered sales to target and within expense budget.

1995 - 2000 Lotus Engineering - General Manager of Powertrain CAE
Responsible for technical and commercial development of the Powertrain CAE (Design Analysis) group of up to 26 staff.
• Developed department to deliver in excess of a 5-fold increase in turn-over (highest growth within Lotus) and improved margins. CAE was the only team to exceed the company targets for 5 consecutive years and overtook the established market leaders.
• Generated a flat team structure with high Staff / Management ratio.
• Managed workload by outsourcing (responsible for supplier development) and developed strategic partnerships that led to a company take-over.
• Initiated strategic partnership with leading Engineering Software house.
• Led analysis teams for several Engine projects, including Lotus V8 and a world engine (now manufactured at a rate of 1.3 m units p.a.).
• Applied own problem solving skills to identify failure mode of Aluminium MMC brake rotors. Made recommendation to manufacturing process and geometry to avoid failures.
• Reduced hardware and software annual license costs by £0.5m also improved staff morale and quality of service within the IT dept.
• Provided business plans and management recommendations to secure financial backing for Lotus Engineering Inc.

1987 - 1995 Lotus Engineering – Senior Engineer to Principal Engineer
• Led several Powertrain CAE projects for key automotive clients including: Lotus 2.2 and 2.0l T/C, HP V8, Family (1.4/1.6 – production rate 0.5m units p.a.), Far Eastern 1.2l, European 3.6l, Prestige German city car engine, Luxury V12 and 2 race engines.
• Developed new techniques to improve the accuracy and efficiency of analytical procedures. Conducted analysis of many different engines ranging from single cylinder 500cc up to a 6.5l V12. Developed and documented thermal, structural and dynamic analysis procedures Trained in excess of 30 new employees.

1985 – 1987 Rover Group – Senior Engineer – Project Engineer
• Took a key role in the analysis of the K-Series Engine. This engine is still highly regarded in the industry and is used in current products for Rover, MG, Lotus and Caterham.
• Developed base engine analysis software.

1980 – 1985 ERA Ltd. & Zenith-Solex Fuel Systems – Engineer
• Delivered engine emission and performance testing for two key clients.
• Tested new CVT concept for a major Automotive Manufacturer.

Education

1980 - 1984 Loughborough University of Technology
B.Tech. (Hons) Degree in Automotive Engineering and Design [equivalent to B.Eng (Honours)]
1995 - 1998 University of Hertfordshire

MSc (Distinction) in Automotive Engineering, Design, Manufacturing and Management.

Skills

A General Manager with Business Development and Project Management experience in the Automotive Consultancy sector. Strong technical background in Powertrain, CAE and Alternative Fuels. Good leadership skills combined with a record of success in team building, planning, strategy development and managing change whilst meeting or exceeding business objectives. Interview Techniques, Solution Selling, Networking, Presentation Skills, NASTRAN, I-DEAS, ABAQUS, STAR-CD and Patran.

Languages

English

Other

Personal
Married with 2 children aged 11 and 13
Interests include: Boats (Sports Cruisers), Cycling, Squash, Family Activities, School Governor.

Other
Publications Co-authored and Presented an SAE paper on the analysis of Crankshafts at the SAE International Congress in Detroit.
Patents Relating to:
• Alternative fuels
• Engine balance devices.

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