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jobs
Expereinced business developer and thought leader
Andy Green
,
Walton on Thames
Experience
Other titles
Skills
I'm offering
Over 25 years’ experience in all aspects of the employer, employee and business lifecycle has developed my desire to improve outcomes for all involved. Delivering tailored employee, customer and user centric solutions that inspire creativity and maximise value that drives productivity will help achieve growth and create better outcomes.
Markets
United Kingdom
Links for more
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Language
English
Fluently
Ready for
Ongoing relation / part-time
Full time contractor
Available
My experience
2016 - 2019
job
Business Development - HR Solutions
Capita People Solutions.
Consultancy, Managed Services, Data Analytics, Digital Transformation, Payroll, Employee Engagement, Benefits & Pensions
• Responsible for shaping and defining go to market messaging for 'Hire to Retire' Workplace propositions.
• Passionate about the emergence of new technology to open up possibilities for employee/employer experience (EX) and end customer innovation (CX).
• Won and closed opportunities with Financial Services, 3rd Sector, Public Sector, Emergency Services (Blue Light), Logistics and Retail over last 2 years.
• Delivered c. £600K of 2019 revenue against a personal full year target of £1.25M and managed 3 direct reports to achieve c. 40% to date of a £5M full year target.
• Collaborated with Capita resources to deliver compelling client focused propositions, for both new name and renewal business, managing all internal and external stakeholders.
• Operated with other Capita Divisional Managing Directors to identify, evaluate and manage large-scale multi line of business opportunities and partnerships.
• Cultivated relationships at all levels within potential partners to identify opportunities for growth.
• Served as a leader in social selling and thought leadership content, with a personal network of over 4,000 influencers, function leaders and decision makers.
• Responsible for shaping and defining go to market messaging for 'Hire to Retire' Workplace propositions.
• Passionate about the emergence of new technology to open up possibilities for employee/employer experience (EX) and end customer innovation (CX).
• Won and closed opportunities with Financial Services, 3rd Sector, Public Sector, Emergency Services (Blue Light), Logistics and Retail over last 2 years.
• Delivered c. £600K of 2019 revenue against a personal full year target of £1.25M and managed 3 direct reports to achieve c. 40% to date of a £5M full year target.
• Collaborated with Capita resources to deliver compelling client focused propositions, for both new name and renewal business, managing all internal and external stakeholders.
• Operated with other Capita Divisional Managing Directors to identify, evaluate and manage large-scale multi line of business opportunities and partnerships.
• Cultivated relationships at all levels within potential partners to identify opportunities for growth.
• Served as a leader in social selling and thought leadership content, with a personal network of over 4,000 influencers, function leaders and decision makers.
Network, Social, Go, UP, CX, Public sector, Development, Transformation, Growth, Technology, Business development, Employee Engagement, Analytics, Content, Leadership, C, Retail, Digital transformation, Innovation
2015 - 2016
job
Business Development, Major Markets Insurance, Life & Pensions
Tata Consultancy Services (TCS).
• Led bid team in response to a Finance & Accounting transformation and ongoing BPO for an Investment Management Division of a Global Insurer. Achieved down select status leading a virtual bid team across 3 continents to deliver a compelling solution to be awarded last 2 preferred bidder status (deal value in excess of £25M TCV).
• Defined go to market strategy and established a new product offering (Digital Retirement Hub) to address market challenges following the Pension Reforms in April 2015.
• Inherited zero pipeline. In first 4 months built opportunities at C-Suite level with 3 of the top 10 UK Life & Pensions providers, 2 Mutual Insurers and 2 Irish based providers to establish a £30M prospect pipeline (c. 6 x FY target).
• Defined go to market strategy and established a new product offering (Digital Retirement Hub) to address market challenges following the Pension Reforms in April 2015.
• Inherited zero pipeline. In first 4 months built opportunities at C-Suite level with 3 of the top 10 UK Life & Pensions providers, 2 Mutual Insurers and 2 Irish based providers to establish a £30M prospect pipeline (c. 6 x FY target).
Business development, C, Management, Finance, Transformation, Development, Insurance, Pension, LED, Go
2014 - 2015
job
Corporate Sales & Partnerships
Western Union Business Solutions.
• Cultivated a pipeline of high value prospects, selling direct or building strategic partnerships in technology, pensions, legal, financial services and professional services sectors.
• Partnered to deliver competitive international payments functionality to UK challenger and carve out banks.
• Successfully secured a partnership to integrate solutions to deliver a unique capability to law firms.
• Delivered first new client wins in legal for 2 years and closed a strategic (>£1M, 5 year) pensions sector deal.
• Closed 60% of full year target (by end of May 2015) and built qualified pipeline of more than 3 times FY target.
• Partnered to deliver competitive international payments functionality to UK challenger and carve out banks.
• Successfully secured a partnership to integrate solutions to deliver a unique capability to law firms.
• Delivered first new client wins in legal for 2 years and closed a strategic (>£1M, 5 year) pensions sector deal.
• Closed 60% of full year target (by end of May 2015) and built qualified pipeline of more than 3 times FY target.
Sales, Technology, International
2011 - 2014
job
Corporate and TPA Strategic Accounts Lead
Aquilaheywood.
Responsibility for 10 Strategic clients in UK & Ireland deploying Administrator, Aquila's life and pension's administration solution. Responsibility for c. 20% of annual Group business revenues.
• Successfully stopped the trend of strategic client losses; securing £1.6M of consulting revenue, £300K of new licence revenue, £450K of hosting revenue and maintaining recurring revenues of £3.2M in the year ending 30 April 2012, achieving budget (£6.1M).
• In my first full financial year ending 30 April 2013 achieved 120% of budget. Securing £7.3M revenue including £2M consulting revenue and £1.7M in new licence and service revenue.
• Directed the launch of a new service line to deliver a full service (SaaS) offering including full hosting, disaster recovery, IT infrastructure, configuration and application support.
• Turned around poor relationship with global blue chip client to secure a contract extension and upgrade of software estate and built a pipeline of other client opportunities of £2M + for the new financial year
• Successfully stopped the trend of strategic client losses; securing £1.6M of consulting revenue, £300K of new licence revenue, £450K of hosting revenue and maintaining recurring revenues of £3.2M in the year ending 30 April 2012, achieving budget (£6.1M).
• In my first full financial year ending 30 April 2013 achieved 120% of budget. Securing £7.3M revenue including £2M consulting revenue and £1.7M in new licence and service revenue.
• Directed the launch of a new service line to deliver a full service (SaaS) offering including full hosting, disaster recovery, IT infrastructure, configuration and application support.
• Turned around poor relationship with global blue chip client to secure a contract extension and upgrade of software estate and built a pipeline of other client opportunities of £2M + for the new financial year
Administration, Budget, C, It infrastructure, Consulting, Saas, Service, It, Hosting, Support, Infrastructure, Software, Administrator, Pension
2003 - 2011
job
Business Development and Account Management
Capgemini.
Held a number of roles responsible for business development, key account management and demand generation. Highlights include:
• Led the team and won a first time outsource of a critical system for the UK financial infrastructure. After a 16 month sales pursuit assumed the role of Global Account Executive managing a team of 120 (at peak) across UK, Europe and various locations in India.
• Member of the Global Account Leadership team, accountable for all UK generated revenue of more than £10M per annum, delivering 100% growth in project activity in first year. Awarded "Platinum Sales Aces" status for excellence in sales as recognition for work on this sales pursuit and account.
• Won a competitive re-tender of existing infrastructure managed services to a London based Asset Manager, resulting in a 3 year extension c. £20M (May 2009).
• Led the sales team to win an infrastructure management and hosting outsource at a workplace talent assessment company for a 5 year deal worth c. £30M (June 2008).
• Improved relationship and perception of Capgemini with a Public Sector client to secure contract renewal at the end of 2011, delivering £4.7M of additional revenue.
• Led Lead Generation activity initiating dialogues and developing relationships with over 150 'C Level' executives to create business development opportunities and build pipeline/revenue growth.
• Led the team and won a first time outsource of a critical system for the UK financial infrastructure. After a 16 month sales pursuit assumed the role of Global Account Executive managing a team of 120 (at peak) across UK, Europe and various locations in India.
• Member of the Global Account Leadership team, accountable for all UK generated revenue of more than £10M per annum, delivering 100% growth in project activity in first year. Awarded "Platinum Sales Aces" status for excellence in sales as recognition for work on this sales pursuit and account.
• Won a competitive re-tender of existing infrastructure managed services to a London based Asset Manager, resulting in a 3 year extension c. £20M (May 2009).
• Led the sales team to win an infrastructure management and hosting outsource at a workplace talent assessment company for a 5 year deal worth c. £30M (June 2008).
• Improved relationship and perception of Capgemini with a Public Sector client to secure contract renewal at the end of 2011, delivering £4.7M of additional revenue.
• Led Lead Generation activity initiating dialogues and developing relationships with over 150 'C Level' executives to create business development opportunities and build pipeline/revenue growth.
Business development, Account management, C, Management, Leadership, Sales, Key account management, Hosting, Growth, Infrastructure, Development, Public sector, Assessment, LED, Manager
2002 - 2003
job
Client Relationship Manager
Aon.
for a portfolio of outsourced benefit administration clients. Targeted revenue growth, business development and upsell of additional services.
Business development, Administration, Growth, Development, Manager
1997 - 2000
freelance
custodian and consultant relationships
Merrill Lynch Investment Managers (now Blackrock).
Responsibility for fund cash flow monitoring, application of asset allocation strategy and executing unit trades.
Monitoring
My education
2007
-
2010
Capgemini University
N/a, Excellence & Leadership
N/a, Excellence & Leadership
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