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Business Development Consultant specialising in revenue growth for start-up's and established businesses.
Rowena Wallace
,
Northallerton, United Kingdom
Experience
Other titles
Skills
I'm offering
Skilled driver of business development, growth and retention, and visionary business leader with strong top-level industry connections, who understands and has experience of strategic change management that positively impacts company bottom line.
Experienced across sectors such as the Health Sector, Architectural, Construction and Engineering, Travel/Hospitality, IT and Media.
Delivers transformation and improvement to company performance through redesign of sales and business development functions, systems and, people management and training; improves processes and controls cost.
Generates growth for start-ups and established businesses; identifies and drives £multi-million business opportunities with world-leading brands.
Experienced across sectors such as the Health Sector, Architectural, Construction and Engineering, Travel/Hospitality, IT and Media.
Delivers transformation and improvement to company performance through redesign of sales and business development functions, systems and, people management and training; improves processes and controls cost.
Generates growth for start-ups and established businesses; identifies and drives £multi-million business opportunities with world-leading brands.
Markets
United Kingdom
Links for more
Once you have created a company account and a job, you can access the profiles links.
Language
English
Fluently
Ready for
Larger project
Ongoing relation / part-time
Available
My experience
2019 - ?
job
DIRECTOR OF BUSINESS DEVELOPMENT & PARTNERSHIPS
PAYMENT TECHNOLOGY LTD.
PROJECT 7 MONTHS
Payment Technology Ltd is a Start-Up company specialising in online payments solutions, especially for the construction
industry and second-hand goods market.
A remote based role with travel, my position is to conduct research into whether there is a market for such a payment
solution and create a business development, sales and marketing strategy, and engage potential partnerships. Early
success has shown great interest from impending partners wanting to work with the platform to solve many common
payment issues.
❖ Reporting to the CEO and Founder my role is to develop new business opportunities, conduct market research and establish partnership interest for the new business.
❖ Also, to create brand awareness via networking events and forums, PR and Marketing communications.
❖ I have already established great interest from Exchange and Mart, Autotrader, Gumtree, eBay Classifieds, the Friday
Media Group, and the AEC trade sector with the Federation of Master Builders and the National Federation of Builders.
❖ We also partner with Paybase.io who I manage partnerships for on a referrals basis and they are also the compliance
and FCA regulator, an associate of Payment Technology Ltd.
❖ This project should take me up until December 2019.
Payment Technology Ltd is a Start-Up company specialising in online payments solutions, especially for the construction
industry and second-hand goods market.
A remote based role with travel, my position is to conduct research into whether there is a market for such a payment
solution and create a business development, sales and marketing strategy, and engage potential partnerships. Early
success has shown great interest from impending partners wanting to work with the platform to solve many common
payment issues.
❖ Reporting to the CEO and Founder my role is to develop new business opportunities, conduct market research and establish partnership interest for the new business.
❖ Also, to create brand awareness via networking events and forums, PR and Marketing communications.
❖ I have already established great interest from Exchange and Mart, Autotrader, Gumtree, eBay Classifieds, the Friday
Media Group, and the AEC trade sector with the Federation of Master Builders and the National Federation of Builders.
❖ We also partner with Paybase.io who I manage partnerships for on a referrals basis and they are also the compliance
and FCA regulator, an associate of Payment Technology Ltd.
❖ This project should take me up until December 2019.
Compliance, ME, Founder, UP, Aec, Online, Ebay, Development, Ceo, Technology, Marketing, Sales, Pr, Exchange, Networking, Market research, Research, MArketing Strategy, Business development
2017 - 2019
job
DIRECTOR OF SALES & BUSINESS DEVELOPMENT
RIBA/NBS.
National Building Specification, www.thenbs.com the commercial arm of RIBA - the Royal Institute of British Architects,
www.architecture.com providers of global leading specification writing SaaS technology to architectural, construction and the engineering industry.
❖ Reporting currently to the CEO, and formerly the COO.
❖ Set up a Business Development Global team to manage international growth for new SaaS platform "NBS Chorus".
❖ This was a business development and customer relationship/retention role, on a global basis managing clients in the UK, Australia, Canada, the US and Singapore.
❖ My role formed part of the Leadership team and I reported regularly into the board.
❖ I worked with leading global architectural, contractors, design and cost organisations such as Aecom, Arup, HOK,
Jacobs, Motts MacDonald, Willmott Dixon, Turner Townsend and Lendlease.
❖ I also worked with our partners Autodesk, www.autodesk.co.uk Graphisoft,www.graphisoft.com/archicad and Bentley
www.bentley.com/en for technology model integrations.
❖ I worked the BSI Group (British Standards), partnership https://www.bsigroup.com/en-GB
❖ I manage a team of 14, 12 sales and 2 pre-sales technology support.
❖ I manage a budget of £2.9m which includes budgeting, forecasting and setting team targets.
❖ 2018 I managed a budget of £1.8m. The target grew by £1m in 2019 to account for the launch of the new global
software. During 2018, at that time the sales team consisted of 6 regional sales reps, 1 sales manager. In Dec 2018
we added 5 telesales reps to the sales team.
❖ As part of the role I have introduced new business revenue opportunities for the AEC industry global leaders and new
sectors such as the motor industry (for Jaguar Land Rover), and education, (Universities such as Northumbria).
❖ As well as development new revenue growth into new markets i.e. National BIM Library Canada and National BIM
Library Australia via sponsorship. www.thenbs.ca/nbs-national-bim-library and https://www.nationalbimlibrary.com/en-
gb/autex-australia-pty-ltd
❖ Developed partnerships in global markets i.e. CitA Ireland (The Construction IT Alliance) www.cita.ie
❖ I feed into the product team roadmap on behalf of global customers.
❖ Liaising with key NBS stakeholders such as the CEO/COO/CTO and CFO.
❖ Attending, speaking, exhibiting at industry events such as Autodesk University, BIM Show Live, MIPIM, BiLT, AIA etc.
❖ The business has recently been taken over by LDC, Lloyds Development Corporation who now own 47%, RIBA own
47%, and the remainder is owned by management share investment.
www.architecture.com providers of global leading specification writing SaaS technology to architectural, construction and the engineering industry.
❖ Reporting currently to the CEO, and formerly the COO.
❖ Set up a Business Development Global team to manage international growth for new SaaS platform "NBS Chorus".
❖ This was a business development and customer relationship/retention role, on a global basis managing clients in the UK, Australia, Canada, the US and Singapore.
❖ My role formed part of the Leadership team and I reported regularly into the board.
❖ I worked with leading global architectural, contractors, design and cost organisations such as Aecom, Arup, HOK,
Jacobs, Motts MacDonald, Willmott Dixon, Turner Townsend and Lendlease.
❖ I also worked with our partners Autodesk, www.autodesk.co.uk Graphisoft,www.graphisoft.com/archicad and Bentley
www.bentley.com/en for technology model integrations.
❖ I worked the BSI Group (British Standards), partnership https://www.bsigroup.com/en-GB
❖ I manage a team of 14, 12 sales and 2 pre-sales technology support.
❖ I manage a budget of £2.9m which includes budgeting, forecasting and setting team targets.
❖ 2018 I managed a budget of £1.8m. The target grew by £1m in 2019 to account for the launch of the new global
software. During 2018, at that time the sales team consisted of 6 regional sales reps, 1 sales manager. In Dec 2018
we added 5 telesales reps to the sales team.
❖ As part of the role I have introduced new business revenue opportunities for the AEC industry global leaders and new
sectors such as the motor industry (for Jaguar Land Rover), and education, (Universities such as Northumbria).
❖ As well as development new revenue growth into new markets i.e. National BIM Library Canada and National BIM
Library Australia via sponsorship. www.thenbs.ca/nbs-national-bim-library and https://www.nationalbimlibrary.com/en-
gb/autex-australia-pty-ltd
❖ Developed partnerships in global markets i.e. CitA Ireland (The Construction IT Alliance) www.cita.ie
❖ I feed into the product team roadmap on behalf of global customers.
❖ Liaising with key NBS stakeholders such as the CEO/COO/CTO and CFO.
❖ Attending, speaking, exhibiting at industry events such as Autodesk University, BIM Show Live, MIPIM, BiLT, AIA etc.
❖ The business has recently been taken over by LDC, Lloyds Development Corporation who now own 47%, RIBA own
47%, and the remainder is owned by management share investment.
Growth, UP, Manager, Aec, International, Sponsorship, Software, Retention, Development, Ceo, CFO, Cto, Support, Bim, Design, It, Engineering, Technology, Architecture, Sales, Management, Leadership, Saas, Forecasting, Budget, Writing, Business development
2014 - 2017
job
NATIONAL CLIENT SERVICES DIRECTOR
NEWSQUEST MEDIA GROUP LTD.
Newsquest is the UK's largest print and digital publisher, who produce over 200 local and regional newspapers and and reach over 28m visitors a month via their online news channels, www.newsquest.co.uk they are owned by
Gannett, www.gannett.com, (US based publisher of USA Today), with UK headquarters in London. They have over
5,500 staff across the UK.
❖ I returned to Newsquest after working for them before at a local level, this time I worked for National Group, I was
homebased, but travelled across the UK and reported into the Group MD at the London headquarters.
❖ This was a new business role, to general revenues from a declining sector in newspaper print, and to establish new
revenues streams from the Newsquest magazines and websites.
❖ My role was solely to generate new business revenues from Property Developers within the construction sector, from a £0 value up to £500k per year.
❖ I was responsible for presenting the Newsquest national portfolio of advertising products such as Living Magazines,
www.living-magazines.co.uk, Prime Magazines and the UK's largest local and regional websites such as the Northern
Echo, The Darlington and Stockton Times, The York Evening Press, The Telegraph and Argus,
http://www.newsquest.co.uk/our-titles
❖ This role had no direct reports but relied heavily on the regional and UK resources and required working directly with property developers to encourage them to advertise in print and online.
❖ I worked with Barratt Developments, Bellway, Bovis Homes, McCarthy & Stone, Persimmon, Taylor Wimpey etc.
❖ I also worked with core UK advertising agencies, to further build relationships and revenue opportunities and to promote the Newsquest brands and UK portfolio.
Gannett, www.gannett.com, (US based publisher of USA Today), with UK headquarters in London. They have over
5,500 staff across the UK.
❖ I returned to Newsquest after working for them before at a local level, this time I worked for National Group, I was
homebased, but travelled across the UK and reported into the Group MD at the London headquarters.
❖ This was a new business role, to general revenues from a declining sector in newspaper print, and to establish new
revenues streams from the Newsquest magazines and websites.
❖ My role was solely to generate new business revenues from Property Developers within the construction sector, from a £0 value up to £500k per year.
❖ I was responsible for presenting the Newsquest national portfolio of advertising products such as Living Magazines,
www.living-magazines.co.uk, Prime Magazines and the UK's largest local and regional websites such as the Northern
Echo, The Darlington and Stockton Times, The York Evening Press, The Telegraph and Argus,
http://www.newsquest.co.uk/our-titles
❖ This role had no direct reports but relied heavily on the regional and UK resources and required working directly with property developers to encourage them to advertise in print and online.
❖ I worked with Barratt Developments, Bellway, Bovis Homes, McCarthy & Stone, Persimmon, Taylor Wimpey etc.
❖ I also worked with core UK advertising agencies, to further build relationships and revenue opportunities and to promote the Newsquest brands and UK portfolio.
Advertising, Websites, Print, Presenting, Http, Online, USA, UP
2013 - 2014
job
SALES DIRECTOR
DISTILLED.
MATERNITY COVER
An online digital marketing and training agency with three offices located in the UK (London) and the US (New York and Seattle), 60 staff and £7M total revenues; Distilled's client list includes some of the world's largest brands.
www.distilled.net
Appointed by the Board in a contract role to overhaul business development strategy and processes across the organisation; line managed a team of five, with indirect oversight across all 60 staff in the London, New York and Seattle
offices. Advised and provided reports to Chairman and Board level.
❖ Rapidly gained new accounts with new clients in the UK and the US e.g. ConcertHotels. Best Western Hotels and Hilton Worldwide.
❖ Increased longevity and quantity of business with existing clients through overhaul of client review meetings; authored
quarterly review policy and trained client development and consultant teams on review and upselling approaches.
❖ Uplifted sales and business development capability across the business, which resulted in month-on-month
achievement of targets in the region of £350k.
❖ Highlights include new and increased business with Red Bull, Blink Box, Simply Business and Travelex.
❖ Re-strategised sales approach at Distilled's conference, attended by both peers and brands; shifted focus toward
lead generation and relationship building.
❖ Garnered valuable contacts from major brands including Asda, Coffee & Co, Ince & Co and Advanced Computer
Software Group plc.
❖ Converted a number of leads to sales, including first ever content strategy project; secured an £84K contract.
❖ Transformed outbound sales performance which was hampered by small team size and lack of leads;
❖ Contracted a third party, who generated 50 crucial leads, including Bath Store who converted to a major account.
❖ Rolled-out leads database in both the UK and US; sourced top business intelligence systems.
❖ Launched additional revenue stream; established sponsorship packages and secured first sponsors for events.
❖ Selected by C-suite to host the annual Distilled conference within two months of commencing; created group talking
topics and implemented sessions for the 60+ staff that attended from the London, New York and Seattle offices.
An online digital marketing and training agency with three offices located in the UK (London) and the US (New York and Seattle), 60 staff and £7M total revenues; Distilled's client list includes some of the world's largest brands.
www.distilled.net
Appointed by the Board in a contract role to overhaul business development strategy and processes across the organisation; line managed a team of five, with indirect oversight across all 60 staff in the London, New York and Seattle
offices. Advised and provided reports to Chairman and Board level.
❖ Rapidly gained new accounts with new clients in the UK and the US e.g. ConcertHotels. Best Western Hotels and Hilton Worldwide.
❖ Increased longevity and quantity of business with existing clients through overhaul of client review meetings; authored
quarterly review policy and trained client development and consultant teams on review and upselling approaches.
❖ Uplifted sales and business development capability across the business, which resulted in month-on-month
achievement of targets in the region of £350k.
❖ Highlights include new and increased business with Red Bull, Blink Box, Simply Business and Travelex.
❖ Re-strategised sales approach at Distilled's conference, attended by both peers and brands; shifted focus toward
lead generation and relationship building.
❖ Garnered valuable contacts from major brands including Asda, Coffee & Co, Ince & Co and Advanced Computer
Software Group plc.
❖ Converted a number of leads to sales, including first ever content strategy project; secured an £84K contract.
❖ Transformed outbound sales performance which was hampered by small team size and lack of leads;
❖ Contracted a third party, who generated 50 crucial leads, including Bath Store who converted to a major account.
❖ Rolled-out leads database in both the UK and US; sourced top business intelligence systems.
❖ Launched additional revenue stream; established sponsorship packages and secured first sponsors for events.
❖ Selected by C-suite to host the annual Distilled conference within two months of commencing; created group talking
topics and implemented sessions for the 60+ staff that attended from the London, New York and Seattle offices.
Sales, Processes, Online, Sponsorship, Organization, Content strategy, Software, Development, PLC, Net, Digital Marketing, Content, SoMe, C, Database, Training, Business Intelligence, .Net, Business development, Marketing
2008 - 2013
job
DIRECTOR OF SALES, EUROPE
OPERATIVE TECHNOLOGY.
A consultancy-driven SaaS technology company with an international client base of 200+ media owners, 300+ employees and US$6BN in global advertising revenue.
I was employed to bring Sintec into the UK markets, create brand recognition and generate new business from their
target market - digital media owners and publishers.
This was a UK start-up role, and I catapulted brand recognition within the media space through targeted industry
sponsorship and networking, which leveraged market growth, and introduced new income streams. Analysed clients'
digital needs and created technology solutions with SaaS cloud based products and services with measurable results of controlled costs and increased revenue, efficiency and organisational control.
❖ Annual revenue targets of $1M by 25%, 2013; exceeded by 50%, 2012.
❖ Won top-tier media clients, engaged C-level stakeholders: The Guardian, BBC Worldwide, Daily Mail, Virgin Media, Live
Nation/Ticketmaster, The Independent, CBS, Turner Media, Financial Times, BSkyB, Bauer & Microsoft MSN.
❖ Boosted client referrals and long term relationships; implemented robust account management practices and coached
sales and accounts staff to provide high level customer care.
❖ Spurred new product development and founded valuable partnerships with key media players:
❖ Selected by The Guardian to build a 'first of its kind' combined print / digital program: project value of US$2M.
❖ Established a £250K collaboration with Virgin Media to create first VoD (Video on Demand) platform.
❖ Awarded a six-month consultancy commission with the BBC Worldwide to analyse digital processes. Pioneered and built a working prototype of a combined digital broadcast technology solution.
❖ Enhanced system integrations; grew and sustained affiliations with Salesforce, Google, Oracle, SAP, Sage, Yieldex.
I was employed to bring Sintec into the UK markets, create brand recognition and generate new business from their
target market - digital media owners and publishers.
This was a UK start-up role, and I catapulted brand recognition within the media space through targeted industry
sponsorship and networking, which leveraged market growth, and introduced new income streams. Analysed clients'
digital needs and created technology solutions with SaaS cloud based products and services with measurable results of controlled costs and increased revenue, efficiency and organisational control.
❖ Annual revenue targets of $1M by 25%, 2013; exceeded by 50%, 2012.
❖ Won top-tier media clients, engaged C-level stakeholders: The Guardian, BBC Worldwide, Daily Mail, Virgin Media, Live
Nation/Ticketmaster, The Independent, CBS, Turner Media, Financial Times, BSkyB, Bauer & Microsoft MSN.
❖ Boosted client referrals and long term relationships; implemented robust account management practices and coached
sales and accounts staff to provide high level customer care.
❖ Spurred new product development and founded valuable partnerships with key media players:
❖ Selected by The Guardian to build a 'first of its kind' combined print / digital program: project value of US$2M.
❖ Established a £250K collaboration with Virgin Media to create first VoD (Video on Demand) platform.
❖ Awarded a six-month consultancy commission with the BBC Worldwide to analyse digital processes. Pioneered and built a working prototype of a combined digital broadcast technology solution.
❖ Enhanced system integrations; grew and sustained affiliations with Salesforce, Google, Oracle, SAP, Sage, Yieldex.
Saas, UP, Processes, Google, International, Sponsorship, Development, Growth, Technology, Sales, Management, Advertising, Salesforce, Print, C, Cloud, Networking, SAP, Account management, Oracle, Product development, Video
2006 - 2008
job
DIRECTOR
DAILY MAIL.
Northcliffe Media, A digital publishing division of the Daily Mail and General Trust Newspaper Group, comprising of 60
UK regional premium content websites, reaching 26% of the UK internet population with a global monthly audience of
25M.
Launched profitable and sustainable digital display structure for 150+ "This is" branded daily news websites, with 16
operating companies in six publishing regions across the UK: branding, behavioural, targeting, video and affiliate
partnerships. Implemented display P&L for local / national teams, conceived rates for CPM, CPA and CPL and introduced
advertising packages across titles. Ensured beneficial relationships with key advertising agencies.
❖ Directed team to surpass £15M sales targets by 25% and achieved 20% net margins; boosted income by offering
new products; unveiled new advertisement formats, email marketing, website redesign and improved classified platforms.
❖ Integrated digital strategy, systems and procedures, championed rigorous sales training for 350 staff and led change
management from operational to MD level throughout the country.
❖ Enhanced revenue opportunities; sourced valuable content for the websites:
❖ Established new and unique platforms such as motors.co.uk, a national motors platform, The One Directory, a regional
business directory, and Lasting Tribute, a national deaths and memoriam platform.
❖ Formed partnerships with classifieds platform Oodle UK, auction site CityXpress and The Local Data Company.
VOLUNTEER ROLES
• Active fundraiser for the British Heart Foundation, generating £20k from an annual event in 2019, entitled the
"Rock up in Red" ball. The 2019 even took place in February.
• Friends of the School Chair and active committee member for the local primary school, organising fundraising
events to raise money to help support the school. I also help with their newsletter, website and social media
activity.
UK regional premium content websites, reaching 26% of the UK internet population with a global monthly audience of
25M.
Launched profitable and sustainable digital display structure for 150+ "This is" branded daily news websites, with 16
operating companies in six publishing regions across the UK: branding, behavioural, targeting, video and affiliate
partnerships. Implemented display P&L for local / national teams, conceived rates for CPM, CPA and CPL and introduced
advertising packages across titles. Ensured beneficial relationships with key advertising agencies.
❖ Directed team to surpass £15M sales targets by 25% and achieved 20% net margins; boosted income by offering
new products; unveiled new advertisement formats, email marketing, website redesign and improved classified platforms.
❖ Integrated digital strategy, systems and procedures, championed rigorous sales training for 350 staff and led change
management from operational to MD level throughout the country.
❖ Enhanced revenue opportunities; sourced valuable content for the websites:
❖ Established new and unique platforms such as motors.co.uk, a national motors platform, The One Directory, a regional
business directory, and Lasting Tribute, a national deaths and memoriam platform.
❖ Formed partnerships with classifieds platform Oodle UK, auction site CityXpress and The Local Data Company.
VOLUNTEER ROLES
• Active fundraiser for the British Heart Foundation, generating £20k from an annual event in 2019, entitled the
"Rock up in Red" ball. The 2019 even took place in February.
• Friends of the School Chair and active committee member for the local primary school, organising fundraising
events to raise money to help support the school. I also help with their newsletter, website and social media
activity.
Management, Social, UP, LED, Redesign, Internet, Affiliate, Support, Net, Website, Sales, Content, Social Media, Event, Fundraising, Training, Websites, Email marketing, Video, Advertising, Digital Strategy, Branding, Marketing
My education
1992
-
1994
Durham College
Higher National Diploma, Business and Finance
Higher National Diploma, Business and Finance
1990
-
1992
Rupert Stanley College
National Diploma, Business and Finance
National Diploma, Business and Finance
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