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Understand cultures, motivation and needs of others to draw people together and leverage experience it is about long-term relationships and long-term gains rather than quick wins
Terence Hathaway
,
Hemel Hempstead
Experience
Other titles
Skills
I'm offering
A General Management Professional and Chartered Manager (CMgr-FCMI); keen rugby player and networker who is intellectually curious with a demonstrated interest in learning with extensive international project, operations and general management experience and the gravitas and intellect to produce real solutions for presenting to broad audiences. Over 20yr's main board experience, articulate a culture-builder who has developed strong international business relationships in all social environments to identify high nett worth opportunities, process driven an organised thorough approach to align resource, consultative in approach not a 'Maverick' but someone who can 'make things happen' but appreciates the value of the team of professionals around them leveraging a network of relationships using a collaboration focus to engage with stakeholders or influencers on complex change and transformation, not afraid to challenge current practice.
"Terence can work a room, a Business professional combined with a Rugby Club Captain. Builds strong long lasting business relationships" Former Non-Exec Director Tobin UK
"Terence can work a room, a Business professional combined with a Rugby Club Captain. Builds strong long lasting business relationships" Former Non-Exec Director Tobin UK
Markets
United Kingdom
Language
English
Fluently
Spanish
Good
French
Good
Ready for
Larger project
Ongoing relation / part-time
Full time contractor
Available
My experience
2014 - ?
job
Interim-Head of UK Operations EMEA
Industrial Laborum Iberica.
Privately owned company, an innovative manufacturer of FF&E products directed into health, education, research and development and pharmaceutical markets. Growing internationally both organically and by acquisition the interim role was specifically to establish UK operations for further expansion using broad knowledge of corporate structuring, selling to specifiers. Ensure effective handover and ongoing communication prior to and during bid, including engagement with the transition team as appropriate.
Responsibilities:
Identify new opportunities for the wider business, encourage and support successful cross selling liaison and negotiation with new partners. Commercially direct business for higher yield, put processes in place for business units and lead implementation of action plans to affect successful outcome. Work within the European strategy; to ensure correct practise, proposals and presentations are in place, deliver the client expectation for specialist arenas within the UK and Ireland.
Achievements:
• Overseeing the EMEA account management team and responsible for continually strengthening the sales organization to match the rapid evolution of the company in the marketplace.
• Positioning strategies for international projects inc; Devised individual UK/EU strategies securing business proposals with BMW, MSD, Rolls Royce, Imperial College, Pfizer and NHS
Responsibilities:
Identify new opportunities for the wider business, encourage and support successful cross selling liaison and negotiation with new partners. Commercially direct business for higher yield, put processes in place for business units and lead implementation of action plans to affect successful outcome. Work within the European strategy; to ensure correct practise, proposals and presentations are in place, deliver the client expectation for specialist arenas within the UK and Ireland.
Achievements:
• Overseeing the EMEA account management team and responsible for continually strengthening the sales organization to match the rapid evolution of the company in the marketplace.
• Positioning strategies for international projects inc; Devised individual UK/EU strategies securing business proposals with BMW, MSD, Rolls Royce, Imperial College, Pfizer and NHS
Research, Account management, Management, Sales, Pharmaceutical, Support, Implementation, Development, Health, International, Interim, Processes
2018 - 2018
job
Commercial Lead
Tobin Consulting UK Ltd.
A multi-disciplinary consultancy:
Typical Package: £85'000 + 20% on target bonus, car allowance, healthcare & expenses etc
Responsibilities:
Deliver operational and performance improvement for commercial projects and provide innovative solutions for a wide range of challenging and complex engineering and tier one construct and development projects.
Build collaborative working relationships with all sectors, work with state bodies, architects' private developers, contractors and planning consultants, specialist divisions for both private and public sector providing major quality turn-key projects in the following areas; Civil & Structural- Fit-Out, Services, Water & Utilities -Building & Infrastructure- Environmental & Energy
Achievements:
• Position new UK/EU strategy and increase business proposal, worked with central management to create greater client awareness to drive the businesses develop existing wider market possibilities. Implement specific strategies to secure business plan, taking responsibility for international projects Inc; with new channel partners and tier one clients. Led in-depth debrief and knowledge transfer, reporting on completion of each project so operations teams can benefit from experience gained, providing reliable management to meet client's strategic vision., for long term relationships and long-term gains rather than quick wins
Previous Positions:
Typical Package: £85'000 + 20% on target bonus, car allowance, healthcare & expenses etc
Responsibilities:
Deliver operational and performance improvement for commercial projects and provide innovative solutions for a wide range of challenging and complex engineering and tier one construct and development projects.
Build collaborative working relationships with all sectors, work with state bodies, architects' private developers, contractors and planning consultants, specialist divisions for both private and public sector providing major quality turn-key projects in the following areas; Civil & Structural- Fit-Out, Services, Water & Utilities -Building & Infrastructure- Environmental & Energy
Achievements:
• Position new UK/EU strategy and increase business proposal, worked with central management to create greater client awareness to drive the businesses develop existing wider market possibilities. Implement specific strategies to secure business plan, taking responsibility for international projects Inc; with new channel partners and tier one clients. Led in-depth debrief and knowledge transfer, reporting on completion of each project so operations teams can benefit from experience gained, providing reliable management to meet client's strategic vision., for long term relationships and long-term gains rather than quick wins
Previous Positions:
Management, Engineering, Infrastructure, Development, Public sector, International, Energy, Utilities, Energy, LED, Bonus
2016 - 2018
job
International Development Director EMEA
Alexander Grant Associates Ltd.
Responsibilities:
Operational responsibility for managing sustainable technology solutions, business planning, budgeting, forecasting, profit and loss, legal compliance and human resources, to build a powerful international network of partners in health, education, sciences and commercial developments. Work with international supply chains, systems manufacturers D&B and principal tier one developers in the B2B and B2C sectors. Value map key accounts to generate revenue and broaden the relationship matrix to rebalance the brand portfolio. Report directly to main board advising on implementation of UK/EU development strategy, initiate cross selling for higher financial yield with new partners; manage resource and put necessary processes in place to improve project delivery programmes.
Achievements:
• Devised individual UK/EU strategies securing business proposals with BMW, MSD, Rolls Royce, Imperial College, Pfizer and NHS for example.
• Supported central management teams to create greater client retention driving and developing a wider market matrix.
Previous Positions:
Operational responsibility for managing sustainable technology solutions, business planning, budgeting, forecasting, profit and loss, legal compliance and human resources, to build a powerful international network of partners in health, education, sciences and commercial developments. Work with international supply chains, systems manufacturers D&B and principal tier one developers in the B2B and B2C sectors. Value map key accounts to generate revenue and broaden the relationship matrix to rebalance the brand portfolio. Report directly to main board advising on implementation of UK/EU development strategy, initiate cross selling for higher financial yield with new partners; manage resource and put necessary processes in place to improve project delivery programmes.
Achievements:
• Devised individual UK/EU strategies securing business proposals with BMW, MSD, Rolls Royce, Imperial College, Pfizer and NHS for example.
• Supported central management teams to create greater client retention driving and developing a wider market matrix.
Previous Positions:
B2B, Forecasting, B2C, Human Resources, Management, Compliance, Network, Technology, Implementation, Development, Retention, Health, International, Processes
2011 - 2014
job
Commercial Director
Hohenloher Spezialmobelwerk Schaffitzel (GmbH).
High end specialist fit out products, ITC and building services for the commercial, higher education, pharmaceutical and R&D sectors through A&D houses, partnering end user specifiers with complete packages.
Responsibilities:
Take ownership of the recruitment, management, development, motivation and performance of the professional UK team position multi-discipline team capable of absolute ownership, to direct complex contracts closure and delivery, design through completion. Full P&L and corporate direction lead preparation of bid proposals. Promote best practice drive the revenue yield and successful delivery accountability for individual project values of £35m
Achievements:
• Positioned the UK business and development
• Executed new engineering strategies, focussing on niche and selective product sectors. Increasing business communication through integration with production and project management objectives implementing project specific processes.
• Building and enhancing a professional network of key business influencers and potential introducers across the region and / or industry sector and co-ordinating the contact between this network RD, RM and product partner population
• Commercial face of the Company leading the sales process from the front to combine both strategic and hands-on operational management to drive the development, impact and commercial performance of the Company in this 'mature market'.
Responsibilities:
Take ownership of the recruitment, management, development, motivation and performance of the professional UK team position multi-discipline team capable of absolute ownership, to direct complex contracts closure and delivery, design through completion. Full P&L and corporate direction lead preparation of bid proposals. Promote best practice drive the revenue yield and successful delivery accountability for individual project values of £35m
Achievements:
• Positioned the UK business and development
• Executed new engineering strategies, focussing on niche and selective product sectors. Increasing business communication through integration with production and project management objectives implementing project specific processes.
• Building and enhancing a professional network of key business influencers and potential introducers across the region and / or industry sector and co-ordinating the contact between this network RD, RM and product partner population
• Commercial face of the Company leading the sales process from the front to combine both strategic and hands-on operational management to drive the development, impact and commercial performance of the Company in this 'mature market'.
Pharmaceutical, Processes, Contracts, Direction, Production, Development, Motivation, Recruitment, Engineering, Design, Network, Sales, Integration, Management, Contracts, R, Project Management
2006 - 2011
job
Commercial Operations/Managing Director
Burdinola S-Coop (UK) Integrated Solutions.
Design and manufacturing group serving industrial and commercial developments, R&D, scientific facilities and other high technology sectors.
Responsibilities: Establish the UK, managing a business development team within a fast paced start-up company
in 2006. Put in place the business strategy, deliver multiple major projects. Enhance bid propositions identifying new partners and or supply chains, position process for the business development and corporate direction simultaneously. Partner with consultants, design houses, construction and A&D specifiers and extensive involvement with international supply chains, providing the facility to outsource entire project requirements.
Achievements:
• Lead recruitment of operational and commercial teams,
• Increased by more than 60% bids in the UK and Ireland and doubled key accounts,
• Scaled operations due to revenue growth broadening the relationship matrix in the key accounts
• Raised ROI and year on year growth, exceeded 5yr business plan.
• Positioned strategy to secure key business in high value contracts.
• Appointed to Managing Director.
Waldner MSA Ltd-Commercial Director:
Supplying specialist design and integrated services into the R&D, sciences, fit-out and commercial sectors in EMEA.
Responsibilities:
General Management; define and deliver a value proposition and promote uniqueness in sector, target key market segments. Draft technical bids, ensue profitability associated with new business, partner with channel partners. Core responsibly to lead full sales lifecycle, develop and manage team of sales sector professionals
upselling additional capabilities and services offered outside of the core scope of work to meet or exceed sales quotas while having strong inter-company relationships cross-functional success.
Achievements:
• Complete business model review.
• New strategic sales programme, improved customer retention & opened new business improving service delivery.
• Increased bid closures, Strengthening the key activities, generating a three-fold increase in market share
• Challenged projects management processes, managed delivery of multiple projects to budget in three sectors.
*Completed formal education; before attending 6th Form College for 2yrs, moving into an engineering apprenticeship for 3yrs and taking a final year to study for an Ordinary National Certificate s leading to a Higher National Certificate and then the role of Project Manager and supervision of turnkey projects.
**Additionally: Attended and completed courses at; Cranfield Institute, Ashridge Management College (as part of CPD) towards a post-graduate MBA.
Responsibilities: Establish the UK, managing a business development team within a fast paced start-up company
in 2006. Put in place the business strategy, deliver multiple major projects. Enhance bid propositions identifying new partners and or supply chains, position process for the business development and corporate direction simultaneously. Partner with consultants, design houses, construction and A&D specifiers and extensive involvement with international supply chains, providing the facility to outsource entire project requirements.
Achievements:
• Lead recruitment of operational and commercial teams,
• Increased by more than 60% bids in the UK and Ireland and doubled key accounts,
• Scaled operations due to revenue growth broadening the relationship matrix in the key accounts
• Raised ROI and year on year growth, exceeded 5yr business plan.
• Positioned strategy to secure key business in high value contracts.
• Appointed to Managing Director.
Waldner MSA Ltd-Commercial Director:
Supplying specialist design and integrated services into the R&D, sciences, fit-out and commercial sectors in EMEA.
Responsibilities:
General Management; define and deliver a value proposition and promote uniqueness in sector, target key market segments. Draft technical bids, ensue profitability associated with new business, partner with channel partners. Core responsibly to lead full sales lifecycle, develop and manage team of sales sector professionals
upselling additional capabilities and services offered outside of the core scope of work to meet or exceed sales quotas while having strong inter-company relationships cross-functional success.
Achievements:
• Complete business model review.
• New strategic sales programme, improved customer retention & opened new business improving service delivery.
• Increased bid closures, Strengthening the key activities, generating a three-fold increase in market share
• Challenged projects management processes, managed delivery of multiple projects to budget in three sectors.
*Completed formal education; before attending 6th Form College for 2yrs, moving into an engineering apprenticeship for 3yrs and taking a final year to study for an Ordinary National Certificate s leading to a Higher National Certificate and then the role of Project Manager and supervision of turnkey projects.
**Additionally: Attended and completed courses at; Cranfield Institute, Ashridge Management College (as part of CPD) towards a post-graduate MBA.
Engineering, Service Delivery, Processes, UP, Manager, Contracts, Direction, International, Retention, Supervision, Development, Growth, Recruitment, Design, Technology, Service, Sales, ROI, Management, Contracts, R, Budget, Project Manager, Business strategy, Business development
My education
Cranfield University
Secondary, English, Maths & Physics, French & Geography (Minor in Marketing)
Secondary, English, Maths & Physics, French & Geography (Minor in Marketing)
Ashridge Management College
Unspecified, Management
Unspecified, Management
Institute of Chartered Management
Chartered Management Degree, Management
Chartered Management Degree, Management
University of Hertfordshire
MBA, Post graduate (Minor in Sales & Marketing)
MBA, Post graduate (Minor in Sales & Marketing)
6th form college
Hndhncorequivalent, Engineering
Hndhncorequivalent, Engineering
Cranfield Institute Ashridge Management College
MBA, Clean
MBA, Clean
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