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Experienced Commercial Leader
Paul Gurnell
,
London, United Kingdom
Experience
Other titles
Skills
I'm offering
Results driven, dynamic CEO with over 10 years of leadership experience across a variety of organisations and industries. With a proven track record of delivering sustainable, profitable growth and the ability to turn around underperforming businesses, I possess operational capability and knowledge across all major functions. As a qualified business coach and former management consultant, I bring a high level of expertise and a strong track record in both building, and cultivating high performing teams. Additionally, having held board level positions across businesses of radically different sizes and and scales, I am also well versed in maximising and optimising both internal and external performance.
Markets
United Kingdom
Links for more
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Language
German
Good
English
Fluently
French
Good
Ready for
Larger project
Ongoing relation / part-time
Full time contractor
Available
My experience
2017 - 2020
job
Chief Executive Officer
Veg & City Drinks Ltd.
• Leadership of £10m RSV business reporting to Private Equity ownership
• Took company from stagnant yr/yr position to +16% growth within 18 months
• Reduced EBITDA loss from -£3.4m to -£1.4m in first year
• Undertook full strategic review and restructure of the business reducing annual costs by over £1.3m
• Constructed 5 year strategic plan for the business to secure continued investment from investors and a clear path to exit in 3 year timeframe.
• Led the business into multiple International markets including UAE and Scandinavia
• Grew market share by 14% in 2 year period.
• Took company from stagnant yr/yr position to +16% growth within 18 months
• Reduced EBITDA loss from -£3.4m to -£1.4m in first year
• Undertook full strategic review and restructure of the business reducing annual costs by over £1.3m
• Constructed 5 year strategic plan for the business to secure continued investment from investors and a clear path to exit in 3 year timeframe.
• Led the business into multiple International markets including UAE and Scandinavia
• Grew market share by 14% in 2 year period.
Leadership, Growth, International, LED
2015 - 2017
job
Commercial Director
AlphaLSG Ltd.
• Full P&L responsibility for £360m UK wide business
• Global customer portfolio of 46 airlines across all continents
• 5 new customers secured YTD in 2016 with sales revenue of £65m annually
• Renewed 2 key UK customers on 5 year terms with enhanced margin contribution
• Development and implementation of new costing to pricing framework
• Overall leadership of 87 person team across 3 functions
• Designed and implemented revised organisational structure
• Global customer portfolio of 46 airlines across all continents
• 5 new customers secured YTD in 2016 with sales revenue of £65m annually
• Renewed 2 key UK customers on 5 year terms with enhanced margin contribution
• Development and implementation of new costing to pricing framework
• Overall leadership of 87 person team across 3 functions
• Designed and implemented revised organisational structure
Leadership, Sales, Implementation, Development, Costing, Framework
2014 - 2015
job
Category Director Baby
Amazon.co.uk.
• Business Unit Head for Amazon's £300m+ Retail Baby business
• Leadership of full business unit team including trading strategy, buying, instock and marketing functions
• Delivered +32% YOY growth in second half of 2014 after joining a business that was -5% in first quarter.
• Took category from operating margin negative to a positive weekly position in 7 months
• Developed and implemented new promotional strategy and process which doubled Q4 target and tripled sales from deals YOY
• Drove reappraisal of Amazon within the Nursery Industry unlocking 4 Top 10 suppliers who had refused to work with Amazon previously.
• One of 3 internal Negotiation Bar Raisers with responsibility for supporting difficult and locked negotiations, observing and training negotiators, and negotiating with suppliers for other Amazon functions (couriers, IT etc)
• Led cross functional team to drive acceleration of luxury and prestige brands within Amazons' retail business.
• Leadership of full business unit team including trading strategy, buying, instock and marketing functions
• Delivered +32% YOY growth in second half of 2014 after joining a business that was -5% in first quarter.
• Took category from operating margin negative to a positive weekly position in 7 months
• Developed and implemented new promotional strategy and process which doubled Q4 target and tripled sales from deals YOY
• Drove reappraisal of Amazon within the Nursery Industry unlocking 4 Top 10 suppliers who had refused to work with Amazon previously.
• One of 3 internal Negotiation Bar Raisers with responsibility for supporting difficult and locked negotiations, observing and training negotiators, and negotiating with suppliers for other Amazon functions (couriers, IT etc)
• Led cross functional team to drive acceleration of luxury and prestige brands within Amazons' retail business.
Marketing, Retail, Training, Leadership, Sales, It, Growth, Amazon, LED
2012 - 2014
job
Director of Consulting
Kantar Retail.
• Director of Consulting within the Consumer/Shopper & Go to Market practices working across a broad range of European & US clients on both retailer and manufacturer sides.
• Client Director for 4 major clients, including a top 5 FMCG supplier
• Extensive US retailer exposure working with Target
• Delivered £500k of incremental client revenue in first 9 months of role
• Offer lead for Category Execution In Retail and Digital Strategy
• Delivered projects including Category Vision, Promotional Strategy, Sales Capabilities, Joint Business Planning, Integrated Business Planning, Retail Marketing, Strategic Revenue Management
• Client Director for 4 major clients, including a top 5 FMCG supplier
• Extensive US retailer exposure working with Target
• Delivered £500k of incremental client revenue in first 9 months of role
• Offer lead for Category Execution In Retail and Digital Strategy
• Delivered projects including Category Vision, Promotional Strategy, Sales Capabilities, Joint Business Planning, Integrated Business Planning, Retail Marketing, Strategic Revenue Management
Marketing, Digital Strategy, Retail, Consulting, Management, Sales, FMCG, Go
2010 - 2012
job
Head of Category & E-Commerce
GlaxoSmithKline Consumer Healthcare.
• Headed a team of 2 controllers & 16 category managers
• Leadership of category strategy development for both Drinks, Dental & Healthcare portfolios including channel planning, range/pack architecture and execution budgeting.
• Creation of GSK "best practice" approach to category management and lead in global roll-out.
• Development of new shopper marketing strategy and a revised business approach to instore planning and execution
• Launched new approach to trade partner engagement which resulted in a partnership with Asda for 5 year dental category strategy development, lead role in planning of new Tesco Healthcare concept store and the global adoption of the methodology within GSK
• Responsible for Trade Marketing & PR strategy across the UK business
• Management of 3rd party field sales force strategy for UK & Ireland
• Leadership of category strategy development for both Drinks, Dental & Healthcare portfolios including channel planning, range/pack architecture and execution budgeting.
• Creation of GSK "best practice" approach to category management and lead in global roll-out.
• Development of new shopper marketing strategy and a revised business approach to instore planning and execution
• Launched new approach to trade partner engagement which resulted in a partnership with Asda for 5 year dental category strategy development, lead role in planning of new Tesco Healthcare concept store and the global adoption of the methodology within GSK
• Responsible for Trade Marketing & PR strategy across the UK business
• Management of 3rd party field sales force strategy for UK & Ireland
Marketing, MArketing Strategy, E-commerce, Leadership, Pr, Management, Sales, Architecture, Development, Category Management, Strategy development
2005 - 2007
job
Business Development Manager Tesco & E-tail Channel
Birds Eye/Walls.
Business development, Development, Manager
2004 - 2005
job
Business Development Manager - Spar & Musgraves
Unilever Ice Cream & Frozen Food.
Business development, Development, Manager
2001 - 2003
job
Account Analyst/Exec
Information Resources Inc.
Analyst
My education
University of Sheffield
Bachelors, Business Studies
Bachelors, Business Studies
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